Role Description Join our GTM Strategy & Planning team, the control room driving Gong’s revenue trajectory. We operate at the intersection of elite data engineering, revenue intelligence, and executive strategy. As "Customer Zero," you will leverage the world's richest B2B GTM dataset to architect the systems, insights, and frameworks that define our go-to-market direction. You will serve as a trusted advisor to our Revenue and Executive leadership, transforming complex signals into actionable bets that shape our product focus, market expansion, and revenue health. This is a unique opportunity to combine deep technical rigor with high-level strategic impact at the forefront of the Revenue AI revolution. Responsibilities - Serve as a trusted advisor to the Revenue and Executive leadership team, driving growth through actionable insights, process optimizations, and financial rigor. - Cultivate impactful, cross-departmental partnerships with Marketing, Finance, Product, Enablement, and GTM teams to propel strategic initiatives and planning evolutions. - Champion effective adoption of Gong, focusing on maintaining data integrity and uncovering novel applications for the platform. - Transform Gong data into actionable strategic insights for GTM leadership, spearheading initiatives that demonstrate clear and measurable business impact. - Craft persuasive presentations and thought leadership content to communicate insights internally and externally while driving systematic improvements that reduce manual work and scale impact. - Apply a bias for action to quickly resolve process bottlenecks, while building scalable, repeatable solutions for the long term. - Collaborate with Analytics and BI teams to design dashboards/scorecards that drive visibility into performance, productivity, and pipeline and customer health. Qualifications - Degree in Computer Science, Data Science, Business, Economics or related field or equivalent practical experience. - 5+ years of GTM Strategy & Operations experience, with a strong understanding of SaaS business models. - Strong leadership skills: capable of articulating vision, aligning teams around common goals, and measuring performance against defined outcomes. - Proven organizational and project management skills; able to execute multiple priorities with urgency. - High degree of ownership — not just identifying opportunities, but turning insights into measurable results. - Exceptional communication and stakeholder management skills; proven ability to engage effectively at executive and C-level. - Adept at bridging the gap between technical and non-technical partners to distill complex concepts for leadership. - Comfort navigating ambiguous environments, consistently delivering high-quality results. - Proven success analyzing and optimizing territory models, planning & forecasting processes, and headcount/capacity plans. - Ability to extract insights from GTM data and connect product usage to business outcomes. - Demonstrated ability to leverage AI and emerging technologies to optimize revenue processes, accelerate sales cycles, and reduce the path to revenue. - Experience with Gong and CRM systems and tools (e.g., Salesforce). - Strong analytical skills and highly skilled in SQL with hands-on experience in Snowflake (or similar cloud DW) and query optimization. - Experience with BI Tools (Tableau/Looker/Sisense) for data visualization and to translate complex data into actionable insights. Preferred Qualifications / Bonus points if you have: - Proficiency in Python scripting to facilitate data processing and workflow automation. - Expertise in dbt for end-to-end pipeline management, including modeling, transformation, testing, and documentation. Benefits - We offer Gongsters a variety of medical, dental, and vision plans, designed to fit you and your family’s needs. - Wellbeing Fund - flexible wellness stipend to support a healthy lifestyle. - Mental Health benefits with covered therapy and coaching. - 401(k) program to help you invest in your future. - Education & learning stipend for personal growth and development. - Flexible vacation time to promote a healthy work-life blend. - Paid parental leave to support you and your family. - Company-wide recharge days each quarter. - Work from home stipend to help you succeed in a remote environment.

Role Description We're looking for a Revenue Operations Manager to help enable our commercial team through a period of significant change combined with fantastic growth: embedding AI into how we plan, sell and retain, while raising the efficiency bar set by our leadership and investors. Reporting to the Chief Revenue Officer, you will be responsible for ensuring that Ripjar builds, enables and governs best-in-class revenue processes across marketing, sales and customer success. You will own the operational systems that turn our growth strategy into measurable execution: the data, technology, processes, disciplines, and increasingly the AI agents that work alongside our commercial team. This is a senior, high-visibility individual contributor role, partnering directly with the executive team and acting as the bridge between commercial leadership and the board's view of revenue performance. Key Responsibilities - Revenue planning: Own the annual planning cycle end-to-end, including capacity, territories, quotas and compensation, and align this with the wider commercial plan across Marketing and Customer Success. - AI orchestration and commercial transformation: Lead the design, deployment and governance of AI workflows and agents across the commercial team and within RevOps's own operations. Run a continuous cycle of evaluating, piloting, scaling and retiring tools, and prove the business impact of each. - Change management: Lead the change programme that lands new processes, tools and AI workflows across the commercial team, including communication, training, adoption metrics and reinforcement. - Data, systems and tech stack: Own the commercial data model, governance and quality standards that make our reporting trustworthy and our AI agents reliable. Own the wider commercial tech stack: Salesforce and the surrounding tools, including selection, negotiation, implementation and supplier management. - Process discipline and cadence: Define, run and lead the operating cadences that hold the commercial team to account: pipeline reviews, forecasting, win/loss reviews and QBRs. Monitor process compliance, surface non-adherence and bottlenecks to leadership, and maintain standards when under pressure. - Performance, KPIs and forecast accuracy: Define and instrument the commercial KPIs that matter to leadership and the board, including pipeline efficiency, CAC payback, NRR, gross retention and forecast accuracy. Drive measurable improvements against benchmarks. - Pricing: Own pricing frameworks, deal desk and discount governance, ensuring consistent application across deals and protecting commercial margin. - Enablement and SKOs: Develop and maintain the Sales Playbook, and support the planning and delivery of company kick-off and enablement events. - Reporting and board-level storytelling: Deliver the monthly, quarterly and board-level reporting cadence, producing the data narratives that arm leadership with credible, defensible stories to take to the board. Qualifications - Demonstrated experience leading commercial transformation in an enterprise software scale-up, including at least one full annual planning cycle owned end-to-end. - A track record of designing, deploying and measuring AI workflows in a commercial setting, both for the commercial team and within RevOps itself, including data preparation, governance and driving adoption. - Proven experience leading change management across a commercial team, with the ability to translate complex process and technology change into clear, actionable messaging for different audiences. - A strong grounding in modern commercial KPIs and benchmarking, including pipeline efficiency, CAC payback, NRR, gross retention, magic number and forecast accuracy. - Strong presentation and data-storytelling skills, with an instinct for the narratives leadership needs to take to the board each quarter, and the discipline to back them with credible numbers. - A good working knowledge of sales compensation design and practices. - The confidence and commitment to hold the commercial team to account on process discipline, comfortable challenging senior peers and raising difficult issues with confidence when standards slip. - Excellent interpersonal skills, with the ability to build credible relationships across all levels and functions, including the executive team. - A proven ability to prioritise effectively, delegate admin work and manage agencies, so that the role stays focused on strategic impact rather than getting pulled into operational firefighting. - Comfort managing multiple demands and adapting to shifting priorities, ambiguity and rapid change. Tools, Technology and Methodologies - Fluency with at least one sales methodology, such as MEDDIC, Sandler or Miller Heiman, alongside familiarity with signal-based and ABM-driven GTM motions. - Expert knowledge of Salesforce (certification desirable), with hands-on experience of the wider AI-native commercial stack (for example Clari, Gong, Outreach, Clay or equivalent). - Strong analytical skills, with confidence in SQL, BI tooling (Tableau, Looker or similar) and financial and revenue modelling. Advanced Excel is assumed. Benefits - Competitive base salary per year DOE - Fully remote working - 25 days annual leave + your birthday off, rising to 30 days after 5 years of service - Full Christmas shutdown - 35 hour working week - Flexible working hours - Life assurance - Company Share Scheme - Private Family Healthcare - Employee Assistance Programme - Company contributions to your pension - Enhanced maternity/paternity pay - The latest tech including a top of the range MacBook Pro - Offices equipped with well-stocked pantries with food, snacks and drinks when in the office

• Implements, reinforces, and optimizes standardized revenue and sales processes within the assigned segment or region • Ensures consistent definitions and usage of pipeline stages, forecast categories, commit criteria, and CRM hygiene standards • Conducts regular process and data inspections; partner with Sales leadership to address gaps, risks, or inconsistencies • Supports onboarding and enablement of sellers, sales leaders, and support teams on Revenue Operations processes and expectations • Facilitates the weekly forecasting cadence for the assigned segment or region, ensuring data integrity, structured deal inspection, and consistent methodology • Monitors pipeline health indicators including coverage, aging, push risk, conversion trends, and deal velocity • Prepares segment‑ or region‑specific forecast summaries, risk assessments, and insights for EVPs, RVPs, and leadership reviews • Provides data‑driven recommendations to improve forecast accuracy, confidence, and predictability • Maintains and distributes dashboards covering pipeline, bookings, forecast variance, productivity, and performance KPIs for the assigned segment or region • Analyzes trends across bookings, pipeline creation, conversion rates, and seller productivity • Drives adoption and effective use of CRM workflows and revenue systems across the assigned segment or region • Acts as the first escalation point for segment‑ or region‑level CRM, forecasting, and reporting issues • Serves as the primary Revenue Operations partner to segment or regional EVPs, RVPs, and Sales Directors • Partners with Finance, Services, Strategy, IT, Marketing, and other teams to resolve operational issues impacting revenue execution

Role Description We're looking for a Senior Revenue Operations Manager who is strategic, systems-minded, and excited to operate in a fast-moving, mission-driven environment. - Thrives in high-growth, ambiguous environments where they can build and own processes from the ground up - Takes ownership and drives work from idea to execution — comfortable building the plane while flying it - Collaborates effectively across Sales, Marketing, Customer Success, Finance, and Product - Balances speed with quality and long-term thinking - Is motivated by solving real-world problems with measurable impact What You'll Do: - Own and optimize the full revenue tech stack — including HubSpot, Apollo, and Tableau — to drive rep productivity, data integrity, and scalable growth - Build executive-facing dashboards and reports that surface real-time insights on pipeline health, conversion rates, sales velocity, and forecast accuracy - Design and continuously improve end-to-end sales processes, from lead capture through close, including territory planning, lead routing, and account assignment frameworks - Conduct deep-dive analyses on funnel performance, win/loss trends, rep productivity, and market segmentation — and translate findings into clear, actionable recommendations - Develop predictive models and scenario planning frameworks to support strategic decision-making at the executive level - Partner with Marketing to optimize lead flow, implement lead scoring, and track campaign ROI; align with Customer Success on expansion and renewal strategies - Leverage AI and automation tools to eliminate manual workflows and help revenue teams do more with less - Build onboarding programs, playbooks, and training materials in partnership with sales leadership to ramp reps effectively - Support cross-functional initiatives with market intelligence, customer feedback, and ad hoc analysis as needed Qualifications - 5–7+ years of progressive experience in Revenue Operations, Sales Operations, or Business Operations, ideally at a Series A or B stage startup - Expert-level proficiency with HubSpot; hands-on experience with sales engagement tools (Apollo, Outreach, SalesLoft) and BI platforms (Tableau, Looker, or similar) - Strong analytical mindset with the ability to derive insights from complex datasets and build financial models for capacity planning, quota setting, and ROI analysis - Proven ability to execute in a fast-paced, ambiguous environment — you've built revenue processes from scratch before - Effective communicator who can present complex data clearly to both technical and executive audiences - A high level of ownership, attention to detail, and commitment to data integrity - Comfort working cross-functionally and balancing competing priorities across a go-to-market organization Requirements - Salesforce experience alongside HubSpot - Experience with data enrichment tools such as ZoomInfo, Clay, or Clearbit - Proficiency with workflow automation and no-code/low-code platforms (Zapier, Make, etc.) - Background in B2B SaaS or marketplace businesses with SMB sales motion - Familiarity with AI tools applied to sales and operations workflows Benefits - Competitive salary, equity, and comprehensive benefits - 100% remote work with flexibility and trust - Mission-driven work that reduces food waste and expands access to affordable food - A fast-growing, collaborative team with big ambitions - Real opportunities for career growth