Responsibilities:

Go-to-Market Strategy:

• Own the Go-to-Market planning process, including quarterly and annual cycles, and collaborate with Finance on target setting.
• Develop the strategy for segmenting territories and accounts.
• Identify market opportunities, assess competitive dynamics, and inform regional expansion priorities.
• Support Go-to-Market execution for alliances, focusing on co-selling, managing the partner pipeline, and facilitating joint planning.
• Analyze region-specific sales metrics and pipeline dynamics to develop proactive insights.

Cross-Functional Leadership:

• Lead collaboration across Strategy and RevOps, Sales Enablement, Strategic Finance, Product, and Marketing teams to ensure alignment.
• Prepare executive-level materials including performance reviews, strategic planning sessions, and board updates.
• Drive cross-functional alignment on go-to-market execution.

Operations & Infrastructure:

• Execute critical processes including strategic account transitions, CRM configurations, and market data management.
• Optimize the sales technology stack and ensure effective adoption of Salesforce and other sales tools.
• Ensure smooth operations across complex, multi-stakeholder sales motions typical in enterprise B2B software.

Requirements:

• 8-10+ years of experience in B2B SaaS or enterprise software, including direct experience in sales strategy, revenue operations, or commercial GTM roles
• Strong analytical capabilities with demonstrated ability to convert complex data into actionable insights
• Proven experience designing territories, setting quotas, and building variable compensation plans for enterprise sales teams
• Extensive experience with enterprise CRM systems (Salesforce required) and business intelligence tools
• Strong cross-functional skills with the ability to influence without direct authority and partner effectively with C-level stakeholders and senior sales leadership
• Experience advising or partnering with regional leadership on GTM strategy
• Business-level Japanese required; English proficiency strongly preferred

Preferred Qualifications:

• Track record of scaling sales organizations through 3x+ growth periods in B2B software
• Experience in Chief of Staff or Business Operations roles supporting regional leadership, go-to-market strategies for alliances, or consulting
• MBA or advanced degree

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You will serve as a strategic partner, shaping how we win in Australia and New Zealand while building the operational foundations to scale , and contributing to the broader APJ regional strategy.

You'll start as an individual contributor with the opportunity to build and lead a team over time as the business scales. From day one, you'll work closely with S&O counterparts across Japan, South Korea, Singapore, India, and the wider APJ region to share best practices and drive consistency across the region.

Responsibilities:

Go-to-Market Strategy:

• Own the Go-to-Market planning process for Australia/NZ, including quarterly and annual cycles, and collaborate with Finance on target setting.
• Develop the strategy for segmenting territories and accounts across ANZ, with an eye to how it fits into the broader APJ portfolio.
• Identify market opportunities, assess competitive dynamics, and inform regional expansion priorities , both within ANZ and in coordination with adjacent APJ markets.
• Support Go-to-Market execution for alliances, focusing on co-selling, managing the partner pipeline, and facilitating joint planning.
• Analyze region-specific sales metrics and pipeline dynamics to develop proactive insights, and benchmark against other APJ markets where useful.

Cross-Functional & Regional Leadership:

• Lead collaboration across Strategy and RevOps, Sales Enablement, Strategic Finance, Product, and Marketing teams to ensure alignment.
• Partner with S&O leaders across APJ (Japan, South Korea, Singapore, India, ASEAN) to align on regional standards, share insights, and drive consistency in how we operate across the region.
• Prepare executive-level materials including performance reviews, strategic planning sessions, and board updates for ANZ and APJ leadership.
• Drive cross-functional alignment on go-to-market execution across ANZ and contribute to APJ-wide initiatives.

Operations & Infrastructure:

• Execute critical processes including strategic account transitions, CRM configurations, and market data management.
• Optimize the sales technology stack and ensure effective adoption of Salesforce and other sales tools.
• Ensure smooth operations across complex, multi-stakeholder sales motions typical in enterprise B2B software.

You may be a good fit if you have:

• 15 to 18 years of experience in B2B SaaS or enterprise software, including direct experience in sales strategy, revenue operations, or commercial GTM roles
• Demonstrated knowledge of the broader APJ region, with exposure to GTM dynamics across multiple APJ markets (e.g., ANZ, Japan, South Korea, Singapore, India, ASEAN)
• Strong analytical capabilities with demonstrated ability to convert complex data into actionable insights
• Proven experience designing territories, setting quotas, and building variable compensation plans for enterprise sales teams
• Extensive experience with enterprise CRM systems (Salesforce required) and business intelligence tools
• Strong cross-functional skills with the ability to influence without direct authority and partner effectively with C-level stakeholders and senior sales leadership
• Experience advising or partnering with regional leadership on GTM strategy
• Based in Australia with working proficiency in English

Strong candidates may also have:

• Track record of scaling sales organizations through 3x+ growth periods in B2B software
• Prior people management experience, or readiness to build and lead a team as the function scales
• Experience working across multiple APJ markets or coordinating regionally distributed S&O work
• Experience in Chief of Staff or Business Operations roles supporting regional leadership, go-to-market strategies for alliances, or consulting
• MBA or advanced degree

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Key Responsibilities:

• Serve as the strategic connective tissue between Business Development and Product on Nitro partnerships, ensuring alignment on deal priorities, product capabilities, and go-to-market strategy
• Provide analytical support to Consumer Revenue leadership by building reporting, surfacing insights on partnership performance, and delivering data-driven recommendations that inform business decisions
• Partner with Finance on financial modeling for Nitro partnership deals, building and maintaining models that inform deal structure, revenue projections, and partnership economics
• Stand up and run the Consumer Revenue deal desk, defining red lines on term sheets, establishing approval frameworks, and creating clear guardrails on what we will and won't allow in partnership agreements
• Lead pricing strategy and analysis for Nitro, managing the semi-annual pricing cycle and building the analytical foundation to support pricing decisions
• Develop and maintain dashboards and ad hoc analyses that give Business Development and Product teams visibility into partner revenue trends, deal pipeline health, and key performance metrics
• Manage operational workflows across Accounting, Legal, and other cross-functional partners to ensure deals move from signed term sheet to revenue recognition smoothly
• Document and codify deal policies, pricing frameworks, and operational processes as the function matures

Requirements:

• 4 to 6 years of experience in strategy and operations, deal operations, revenue operations, or strategic finance
• Strong financial modeling skills with the ability to build deal models, scenario analysis, and partnership economics from scratch
• Proven ability to turn ambiguous business questions into structured analyses and clear recommendations
• Experience standing up or managing a deal desk function, including defining deal terms, approval workflows, and pricing guardrails
• Ability to operate across multiple stakeholders (Business Development, Product, Marketing, Engineering, Legal, Finance, and Accounting) and drive alignment without direct authority
• Sharp analytical skills with proficiency with SQL, python, BI Tools, and Excel/Sheets.
• Proficient with AI tools such as Claude, Claude Code, Cursor, etc
• Strong written and verbal communication.

Nice to Have:

• Experience in subscription or consumer revenue businesses, or partnership-heavy models
• Background in gaming, social platforms, or digital media
• Familiarity with revenue recognition principles and working with Accounting teams on deal operationalization
• Experience with BI tools such as Tableau, Looker, or similar, and building self-serve reporting for business teams

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Key responsibilities include owning the end-to-end employee experience for sales compensation, leading the compensation enablement program, designing and managing sales compensation tools, driving AI strategy within the sales compensation function, and partnering cross-functionally with GTM Leadership, Finance, Product, and IT.

The ideal candidate will have 5+ years of experience in sales compensation, revenue operations, sales operations, or sales programs, expertise in designing, implementing, and administering variable sales compensation plans, and extensive experience in revenue operations, strategy, and planning at a high-growth, technology company.

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Reporting to Lauren Jungers, Sr. Director of Commercial Strategy & Operations, this role works closely with Sales leadership, Finance, Legal, Security, and RevOps to structure deals that accelerate revenue while protecting Cresta’s long-term business interests.

This is an individual contributor role (no direct people management).

Deal Strategy & Execution Partner with US and international Sales teams to architect and execute complex, high-value enterprise transactions Build creative deal structures, pricing models, and commercial terms that balance speed, risk, margin, and customer experience Own approval workflows and act as escalation owner from first quote through final signature Translate deal data, discount trends, and outcomes into actionable insights Lead win/loss and deal retrospectives to institutionalize learnings and refine deal strategy Ensure deal structures align with revenue recognition principles and company financial goals

Process & Systems Modernization Drive end-to-end improvements across the quote-to-cash lifecycle Define business requirements and partner with systems teams on Subskribe, CLM, and Salesforce enhancements Lead UAT and rollout of new deal processes and tooling Represent Deal Strategy & Operations as a key stakeholder on high-priority cross-functional initiatives Standardize and document workflows to enable speed and scale

Enablement & Advisory Provide ongoing training to Sales on pricing, deal construction, and quoting with a strong focus on the why behind the strategy Contribute to and maintain a self-service Deal Strategy Playbook

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You'll be close to the day-to-day of the business , running the operational cadence, building the analysis, and keeping our systems and processes running smoothly as we scale in India.

You'll work closely with S&O counterparts across Japan, South Korea, Singapore, Australia, and the wider APJ region, learning from and contributing to how we operate across the region.

Responsibilities:

Go-to-Market Operations:

• Support the Go-to-Market planning process for India, including quarterly and annual cycles, and help prepare inputs for target setting with Finance.
• Assist in territory and account segmentation, keeping assignments accurate and up to date as the business evolves.
• Build and maintain reporting on region-specific sales metrics, pipeline health, and forecast accuracy.
• Pull together market and competitive data to support regional expansion priorities.
• Support partner and alliance execution, including co-sell tracking, partner pipeline hygiene, and joint planning logistics.

Analysis & Insights:

• Dig into sales data to surface trends, risks, and opportunities, and translate findings into clear recommendations for sales leadership.
• Build dashboards and recurring reports that give the team visibility into what's working and what isn't.
• Prepare materials for business reviews, QBRs, and leadership updates , pulling the data, building the slides, and helping shape the narrative.

Operations & Systems:

• Execute day-to-day operational processes including account transitions, CRM updates, opportunity hygiene, and data management.
• Help maintain and improve our Salesforce setup, reports, and dashboards for the India team.
• Troubleshoot issues for sales reps and leaders, and partner with global RevOps to implement improvements.
• Support adoption of sales tools and enablement resources across the India team.

Required qualifications:

• 10 to 12 years of experience in revenue operations, sales strategy, business operations, or a related analytical role in B2B SaaS or enterprise software
• Strong analytical and Excel/Google Sheets skills, with the ability to turn raw data into clear insights
• Hands-on experience with Salesforce (reports, dashboards, data management) and comfort working in BI tools (e.g., Tableau, Looker)
• Strong attention to detail and a bias toward action , you like getting into the weeds and shipping work
• Good cross-functional communication skills, with the ability to partner with sales reps, managers, and adjacent teams
• Based in India with working proficiency in English

Strong candidates may also have:

• Exposure to territory design, quota setting, or sales compensation work
• Experience supporting GTM planning cycles or building executive-level reporting
• Familiarity with the broader APJ region and curiosity about how different markets operate
• Experience in a high-growth B2B software environment
• Background in consulting, finance, or business operations

Logistics

• Minimum education: Bachelor’s degree or an equivalent combination of education, training, and/or experience
• Required field of study: A field relevant to the role as demonstrated through coursework, training, or professional experience
• Minimum years of experience: Years of experience required will correlate with the internal job level requirements for the position
• Location-based hybrid policy: Currently, we expect all staff to be in one of our offices at least 25% of the time. However, some roles may require more time in our offices.
• Visa sponsorship: We do sponsor visas! However, we aren't able to successfully sponsor visas for every role and every candidate. But if we make you an offer, we will make every reasonable effort to get you a visa, and we retain an immigration lawyer to help with this.

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About the Role: Anthropic is seeking a highly organized, analytically grounded Sales Strategy, Operational Excellence partner to help run the operating system of our go-to-market organization. As Anthropic's GTM motion scales rapidly, the difference between a sales org that grows and one that grows well comes down to operating discipline: a forecast call that runs the same way every week, a planning cycle where every team knows the timeline before it starts, and a single set of standards that Sales and Strategy both recognize as their own.

Responsibilities:

• Run the CCO operating rhythm - Support the weekly forecasting and pipeline review cadence for the CCO and Sales leadership: prepare the inputs, run the mechanics, capture actions, and make sure follow-ups close
• Own the calendar, templates, and pre-read standards for recurring operating reviews (forecast, pipeline, QBRs) so leaders spend their time on decisions, not logistics
• Track commitments and risks coming out of operating reviews and drive them to resolution between meetings

Unify operating standards across Sales and Strategy

• Establish and maintain a single set of operating standards, definitions, tools, and best practices across the Sales and Strategy organization so that teams are running the same plays the same way
• Document core processes (forecasting methodology, pipeline hygiene, deal stage criteria, rules of engagement) and drive adoption through enablement and reinforcement, not just publication
• Identify where teams have diverged in process or tooling, understand why, and bring them back to a common standard without breaking what's working locally

Drive planning, targets, and quota

• Act as the program management backbone for annual and in-year planning: standardize timelines, templates, and tooling; serve as the central DRI for data aggregation; and be the primary point of contact for cross-functional partners like Systems, Finance, and HR
• Support target setting across the broader GTM organization, building the models and managing the process that translates the company plan into segment, region, and team-level numbers
• Support comp plan design and quota setting: partner with Sales leadership, Finance, and Total Rewards on plan mechanics, manage the quota allocation and deployment process, and ensure quotas reconcile to plan
• Support territory and capacity planning by maintaining the headcount-to-coverage view and flagging gaps before they become attainment problems

Build for scale

• Design processes that hold up as the organization triples; what works as a spreadsheet today should have a clear path to a system tomorrow
• Build the templates, runbooks, and documentation so operating quality doesn't depend on any single person being in the loop
• Partner with Systems and Analytics to move repeatable manual work into tooling, and use Claude to accelerate documentation, data aggregation, and process design

Ideal Candidate:

• Have 7+ years in sales operations, sales strategy, revenue operations, business operations, or a similar function, with direct experience supporting the operating cadence of a sales organization
• Have run or materially supported core GTM planning processes end to end: annual planning, target setting, quota allocation, territory design, or comp plan rollout
• Are an exceptional program manager; you can take a loosely defined cross-functional effort, put a plan around it, and drive it to a deadline across teams you don't control
• Understand the rhythm of a sales org from the inside: what a forecast call is for, what 'commit' means, why pipeline coverage matters, and what makes a quota feel fair or unfair to a rep
• Are highly structured and detail-oriented without being rigid; you build the standard, but you know when the standard needs to bend
• Communicate clearly and concisely up, down, and across; you can write the one-page pre-read that lets a leadership meeting start at the decision instead of the context
• Are fluent in Excel/Sheets (modeling, lookups, structured data) and comfortable working in Salesforce; SQL or Looker experience is a plus but not required
• Are energized by bringing order to ambiguity and have a low ego about doing the unglamorous work that makes an organization run

Strong Candidates May Also Have:

• Experience with sales compensation design (SPIFs, accelerators, plan mechanics) and the downstream operational realities of administering them
• Exposure to consumption-based or usage-based revenue models where forecasting and quota design don't follow the standard SaaS pattern
• Familiarity with planning and territory tools (Anaplan, Pigment, Fullcast, or similar)
• A track record of using AI tools to accelerate operational and program management work

Annual Compensation Range: $1-$2 USD

Logistics: Minimum education: Bachelor’s degree or an equivalent combination of education, training, and/or experience Required field of study: A field relevant to the role as demonstrated through coursework, training, or professional experience Minimum years of experience: Years of experience required will correlate with the internal job level requirements for the position Location-based hybrid policy: Currently, we expect all staff to be in one of our offices at least 25% of the time. However, some roles may require more time in our offices. Visa sponsorship: We do sponsor visas! However, we aren't able to successfully sponsor visas for every role and every candidate. But if we make you an offer, we will make every reasonable effort to get you a visa, and we retain an immigration lawyer to help with this.

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As a Senior Revenue Operations Analyst, you will have 2+ years of experience in revenue operations, sales operations, business operations, sales finance, or similar, preferably at a fintech or SaaS company. You will be a strong problem solver with excellent written and verbal communication skills, and a high bar for data precision and accuracy. You will also have advanced spreadsheet and modeling skills, moderate SQL skills, and experience with data visualization tools.

We offer a competitive salary range of $114,808 to $143,510, depending on factors including location, skills, experience, market demand, and internal pay parity. Depending on the position offered, equity and other forms of compensation may be included as part of the total compensation package.

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The Global Learning Operations & Governance Manager is a senior, enterprise-level leader responsible for architecting the AI-enabled operating system that powers ENGAGE (aka Training Operations Team) globally.

This role establishes and leads the Global Center of Excellence (CoE), designing a scalable hub-and-spoke model that transforms regional execution into predictable, revenue-aligned, and financially disciplined outcomes.

Why This Role Matters

This is a transformation year for Learning & Enablement (L&E). As learner demand, partners, SKUs, and regions scale, traditional operating models no longer hold. Success requires predictive visibility, automation-first execution, and globally consistent governed operations, not incremental process improvement.

Key Responsibilities

Global Operating Model & CoE Leadership

• Establish and lead the Global Center of Excellence as the owner of operating standards, governance, tooling, and analytics.
• Design and operationalize a hub-and-spoke model that balances global consistency with strong regional execution.
• Standardize planning cadences, decision rights, playbooks, and forecasting frameworks.
• Embed accountability and performance rigor into QBRs, MBRs, and global reviews.

AI-Enabled Operations & Telemetry

• Enhance and lead ENGAGE’s AI-first operating roadmap.
• Operationalize real-time KPIs, dashboards, and predictive exception signals to surface demand, capacity, and risk.
• Institutionalize intelligent intake, agentic workflows, and automation across scheduling, forecasting, certification, and partner management.
• Establish governance principles for AI and automation, ensuring reliability, transparency, and measurable business impact.

Commercial Strategy & Revenue Discipline

• Define and institutionalize best in class revenue practices, including SKU governance, forecasting discipline, revenue recognition guardrails, and margin optimization.
• Translate operational gains into measurable commercial impact (capacity unlock, improved utilization, fill-rate gains, partner spend reduction).
• Partner with Revenue Operations, Finance, and Commercialization to ensure executive-grade reporting and P&L transparency.
• Embed financial controls aligned with audit readiness and long-term scalability.

Enterprise Governance & Risk Management

• Build a globally consistent environment across planning, reporting, exception management, and automation oversight.
• Ensure audit resilience, compliance readiness, and structured risk mitigation across regions.
• Establish clear decision rights and ownership models to eliminate ambiguity and friction.

Change Leadership & Global Oversight

• Lead global adoption of standardized processes, AI-enabled workflows, and governance frameworks.
• Define and elevate operational maturity benchmarks across regions.
• Act as a strategic advisor to L&E and Strat-Ops leadership on scale, risk, and operating evolution.
• Influence without authority across distributed, matrixed teams to embed discipline and alignment.

What Success Looks Like

• Building a predictable, standardized global operating model with clear decision rights and executive-ready reporting.
• Real-time, predictive visibility into global demand, capacity, performance, and exceptions.
• Demonstrable conversion of operational improvements into capacity unlocks, reduced partner spend, and revenue uplift.
• Automation and AI embedded into daily operations, materially reducing manual overhead and cycle times.
• High regional adoption of CoE standards and tooling.

Required Qualifications

• 10+ years in GTM Operations, Revenue Operations, or Program Leadership within global high-growth technology companies.
• Proven experience building and scaling enterprise operating models and governance programs.
• Demonstrated success leading automation, analytics, or AI-driven transformation initiatives with measurable impact.
• Deep commercial fluency, including forecasting, revenue operations, utilization economics, and P&L drivers.
• Strong partnership experience with Finance, Legal, Strategy, and Revenue leadership.
• Exceptional analytical rigor and executive-level communication skills.

Preferred Qualifications

• Exposure to audit processes, SOX readiness, or public-company financial controls.
• Familiarity with SaaS, data, AI, or cloud business models.
• Experience leading global change management initiatives.
• Hands-on experience with analytics platforms or Databricks products.
• Demonstrated success embedding AI into operational workflows at scale.

Why Join Us

You will architect the global operating system that enables ENGAGE to scale with speed, discipline, and financial rigor. This is a high-visibility role with enterprise impact,shaping how Learning & Enablement operates in an AI-first world. If you’re energized by building systems that convert complexity into predictable performance, and by embedding governance without sacrificing agility, this role offers the opportunity to leave a lasting operational legacy.

Pay Range Transparency

Databricks is committed to fair and equitable compensation practices. The pay range(s) for this role is listed below and represents the expected base salary range for non-commissionable roles or on-target earnings for commissionable roles. Actual compensation packages are based on several factors that are unique to each candidate, including but not limited to job-related skills, depth of experience, relevant certifications and training, and specific work location. Based on the factors above, Databricks anticipated utilizing the full width of the range. The total compensation package for this position may also include eligibility for annual performance bonus, equity, and the benefits listed above. For more information regarding which range your location is in visit our page here.

Zone 1 Pay Range $148,600-$204,250 USD Zone 2 Pay Range $133,700-$183,800 USD Zone 3 Pay Range $126,200-$173,600 USD Zone 4 Pay Range $118,900-$163,450 USD

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As a Senior Software Engineer, Financial Platform, you will work with your squad to build the financial systems and integrations that underpin Discord's existing business lines, and enable new revenue streams across Android, iOS, and Web. You will run revenue operations side by side with our finance and accounting teams, collaborate with business development to forge strategic partnerships, and partner with CX, Data Science, and feature teams across the company to evolve Discord's payments and payouts platforms.

Key responsibilities include:

• Building financial systems and integrations that underpin Discord's existing business lines and enable new revenue streams
• Running revenue operations side by side with our finance and accounting teams
• Collaborating with business development to forge strategic partnerships
• Partnering with CX, Data Science, and feature teams across the company to evolve Discord's payments and payouts platforms

The ideal candidate will have 5+ years of software engineering experience, deep expertise in backend development (Python), and working knowledge of frontend technologies (React, TypeScript).

We offer a competitive salary range of $196k to $220k, plus equity and benefits. Relocation assistance may be available.

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Responsibilities:

Serve as the DRI for NPI downstream coordination, routing new launches through financial review and system configuration workflows

Engage with Product Operations upstream to gain early visibility into launches and provide proactive guidance on revenue accounting implications

Generate UAT test scenario spreadsheets for revenue-impacting transactions and coordinating with the Financial Systems team on billing system configurations, test invoice processing, and timeline management

Collaborate with Revenue Operations and Order Management to validate GL account flows, journal entry automation, and provisioning setup

Draft Technical Accounting memos for non-standard revenue arrangements and finalize accounting logic for manual journal entries when needed

Drive end-to-end testing across downstream systems prior to launch and proactively escalate risks or delays

Contribute to process improvement and system implementation projects across the NPI workflow

You May Be a Good Fit If You:

Have 7+ years of progressive accounting experience with strong expertise in revenue accounting, ASC 606, or technical revenue operations

Have Big Four public accounting experience (audit or advisory) with a focus on revenue recognition or system implementations

Have experience working on NPI processes, product launch accounting, or revenue system configurations at a technology company

Have strong knowledge of ASC 606, including performance obligation analysis, contract modifications, and variable consideration

Have hands-on experience with revenue recognition tools and billing platforms (e.g., NetSuite, Zuora, Stripe, or similar)

Have excellent cross-functional collaboration and project management skills, with comfort managing multiple concurrent launches

Have strong communication skills with the ability to translate complex accounting requirements into actionable guidance for non-accounting stakeholders

Have a demonstrated ability to thrive in fast-paced, ambiguous environments

Strong Candidates May Have:

A Bachelor’s degree in Accounting or Finance; CPA preferred

Big Four experience in revenue recognition advisory or technology sector audit

Direct NPI or product launch accounting experience at a high-growth SaaS or AI/ML company

Experience with consumption-based and subscription-based revenue models

Familiarity with billing subledger systems, provisioning workflows, and deal desk processes

The annual compensation range for this role is $190,000-$230,000 USD.

Logistics:

Minimum education: Bachelor’s degree or an equivalent combination of education, training, and/or experience

Required field of study: A field relevant to the role as demonstrated through coursework, training, or professional experience

Minimum years of experience: Years of experience required will correlate with the internal job level requirements for the position

Location-based hybrid policy: Currently, we expect all staff to be in one of our offices at least 25% of the time. However, some roles may require more time in our offices.

Visa sponsorship: We do sponsor visas! However, we aren't able to successfully sponsor visas for every role and every candidate. But if we make you an offer, we will make every reasonable effort to get you a visa, and we retain an immigration lawyer to help with this.

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Responsibilities: Create and maintain dashboards that provide Post-Sales leaders and operations partners with clear visibility into business performance Proactively identify opportunities to improve reporting and deliver deeper analytical insights on retention, expansion, and account health Conduct deep-dive analyses to surface trends, risks, and growth opportunities across the Post-Sales business Support the design and implementation of operational improvements in partnership with Revenue Operations team members and cross-functional stakeholders Evaluate tool usage and effectiveness to optimize our Post-Sales tech stack Build and maintain capacity and funnel models to support planning and scenario analysis Support ad hoc data requests, including account deep dives and compensation tracking

Requirements: 2+ years of experience in revenue operations, sales operations, business operations, sales finance, or similar; preferably at a fintech or SaaS company Strong problem-solving skills and collaborative approach to solutioning Excellent written and verbal communication, especially with complex concepts Analytical mindset with a high bar for data precision and accuracy Self-motivated and able to run with projects autonomously with minimal oversight Advanced spreadsheet and modeling skills Moderate SQL skills with experience in data visualization tools (Looker or Hex experience a plus) High familiarity with CRM data models (Salesforce preferred) Experience leveraging AI tools to improve analysis, reporting, or operational efficiency Strong attention to detail including in documentation

Bonus Points: Experience with sales compensation design and tracking Knowledge of revenue recognition principles and finance systems Familiarity with Net Revenue Retention (NRR), churn analysis, and expansion metrics Experience working with product or usage data (e.g., product analytics or customer health scoring)

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Dialpad is the AI-native business communications platform. We unify calling, messaging, meetings, and contact center on a single platform - powered by AI that understands every conversation in real time.

More than 70,000 companies around the globe, including WeWork, Asana, NASDAQ, AAA Insurance, COMPASS Realty, Uber, Randstad, and Tractor Supply, rely on Dialpad to build stronger customer connections using real-time, AI-driven insights.

We’re now leading the shift to Agentic AI: intelligent agents that don’t just analyse conversations but take action by automating workflows, resolving customer issues, and accelerating revenue in real time. Our DAART initiative (Dialpad Agentic AI in Real Time) is redefining what a communications platform can do.

Visit dialpad.com to learn more.

Being a Dialer

At Dialpad, AI isn’t just a feature; it’s how our teams do their best work every day. We put powerful AI tools in every employee’s hands so they can move faster, think bigger, and achieve more.

We believe every conversation matters. And we’ve built the platform that turns those conversations into insight and action, for our customers and ourselves.

We look for people who are intensely curious and hold themselves to a high bar. Our ambition is significant, and achieving it requires a team that operates at the highest level.

We seek individuals who embody our core traits: Scrappy, Curious, Optimistic, Persistent, and Empathetic.

Your role

The Revenue Operations Manager – Post Sales owns the operational mechanics of Dialpad’s recurring revenue engine. This role is accountable for:

• Gross Revenue Retention (GRR)
• Net Revenue Retention (NRR)
• Renewals forecast accuracy
• Expansion pipeline governance
• Customer Success & Renewals operating cadence
• Land → Expand → Adopt → Renew journey integrity
• Product interlocks & operationalization of new product introductions within the installed base

This is a revenue ownership role,not a reporting function or a CS business partner role. This position reports to our Director of Business Operations and has the opportunity to be based in our Austin or Tempe offices.

What you’ll do

• Own operational governance of Gross and Net Revenue Retention.
• Monitor churn, contraction, and expansion drivers.
• Identify structural gaps impacting retention.
• Establish leading indicators for revenue risk.
• Provide executive-level visibility into recurring revenue health.
• Own renewal forecasting methodology and discipline.
• Validate renewal commitments and risk assessments.
• Improve renewal forecast accuracy across segments.
• Establish a structured renewal inspection cadence.
• Design and run operational forums for CS and Renewals.
• Standardize inspection standards across segments.
• Align expansion governance with sales forecasting rigor.
• Ensure consistent pipeline hygiene within post-sales motions.
• Own expansion opportunity visibility and stage discipline.
• Monitor cross-sell/upsell pipeline health.
• Identify leakage within installed accounts.
• Align expansion inspection standards with new logo practices.
• Define and govern operational handoffs across lifecycle stages.
• Ensure adoption signals are visible and measurable.
• Identify friction points in the customer journey.
• Partner cross-functionally to improve retention mechanics.
• Serve as RevOps lead for new product rollouts within the installed base.
• Ensure expansion, attach visibility, and adoption tracking.
• Monitor product adoption metrics impacting retention.
• Provide feedback loops to Product on customer behaviour trends.

Skills you’ll bring

• 6–8+ years in Revenue Operations, CS Operations, or Post-Sales Strategy.
• Experience supporting subscription SaaS retention motions.
• Deep understanding of renewal forecasting and expansion mechanics.
• Strong analytical capability and structured thinking.
• Comfortable influencing CS and executive leadership.
• Ability to operate in high-growth, cross-functional environments.
• Experience with Customer Success platforms (Planhat preferred; Gainsight, Totango, or ChurnZero acceptable).
• Strong understanding of renewal forecasting and GRR/NRR modeling.
• Advanced Excel / Sheets modeling skills; SQL proficiency preferred.
• Deep familiarity with Salesforce opportunity and account data structures.
• Experience integrating CS platforms with CRM systems.
• Ability to translate product usage data into retention insights.
• Strong BI and data visualisation experience.

Why Join Dialpad

Work at the centre of the AI transformation in business communications

Build and ship agentic AI products that are redefining how companies operate

Join a team where AI amplifies every employee’s impact

Competitive salary, comprehensive benefits, and real opportunities for growth

We believe in investing in our people. Dialpad offers competitive benefits and perks, cutting-edge AI tools, and a robust training program that help you reach your full potential.

We have designed our offices to be inclusive, offering a vibrant environment to cultivate collaboration and connection.

Our exceptional culture, repeatedly recognised as a Great Place to Work, ensures that every employee feels valued and empowered to contribute to our collective success.

Don’t meet every single requirement? If you’re excited about this role and possess the fundamental traits, drive, and strong ambition we seek, but your experience doesn’t meet every qualification, we encourage you to apply.

Dialpad is an equal-opportunity employer. We are dedicated to creating a community of inclusion and an environment free from discrimination or harassment.

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Your work directly impacts how thousands of customers identify, engage, and convert their ideal buyers. You'll partner with product marketing, sales enablement, and customer success to position identity capabilities and drive adoption.

Key responsibilities include:

Strategic Leadership: Own product strategy and roadmap for identity resolution, defining vision and success metrics that drive measurable improvements in match rates and customer value Identify and prioritize opportunities to enhance identity resolution through new data sources, improved algorithms, and better data quality Evaluate, negotiate, and integrate 3rd party data partnerships that expand identity coverage and accuracy Define and track core metrics including visitor-to-person match rates, IP-to-company accuracy, coverage, latency, and downstream revenue impact Partner with product marketing, sales enablement, and customer success to position identity capabilities and drive adoption

Execution Excellence: Deliver measurable improvements to identity resolution performance through rigorous prioritization, rapid experimentation, and iterative execution Diagnose and resolve data quality issues that impact match rates, customer trust, and product experience Build scalable monitoring and alerting systems that track identity resolution health and enable proactive issue detection Create frameworks for evaluating new data sources and measuring their incremental impact on resolution performance Conduct deep discovery using data analysis, customer interviews, and competitive research to uncover opportunities for improvement

Cross-Functional Partnership: Partner with Platform, Application, and Data teams to ensure seamless integration of identity data into customer-facing products Collaborate with data science and engineering to solve complex problems in entity resolution, probabilistic matching, and signal enrichment Work with analytics teams to instrument metrics, build dashboards, and enable data-driven decision making Enable go-to-market teams through training, documentation, and competitive positioning

What You Bring:

Required Qualifications: 5+ years of product management experience in data-intensive B2B SaaS environments, with focus on data products, identity systems, or platform-level capabilities Deep understanding of identity resolution, entity matching, IP-to-company mapping, visitor identification, and the evolving privacy landscape Technical fluency with SQL, Snowflake, and BI tools (Tableau, Looker) - ability to independently analyze data, diagnose issues, and make data-driven decisions Proven track record identifying, diagnosing, and resolving data quality issues at scale with understanding of coverage, accuracy, and freshness trade-offs Cross-functional leadership - demonstrated ability to influence and align engineering, product, data science, and go-to-market teams without formal authority Customer-centric mindset with experience optimizing adoption funnels and driving engagement for technical products Excellent communication skills - ability to translate complex technical concepts into clear, value-based narratives for executives and customers Bias for action - track record of moving quickly from insight to execution with iterative, test-and-learn approach B2B SaaS experience with enterprise data products, platform products, or GTM tools

Preferred Qualifications: Experience with AdTech, MarTech, or Real-Time Bidding (RTB) ecosystems Background in data science, engineering, or analytics prior to product management Familiarity with 3rd party data sourcing, evaluation, and integration Experience with probabilistic matching, entity resolution, or graph-based identity systems Knowledge of data privacy regulations and their product implications Experience in sales intelligence, marketing technology, or revenue operations domains

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Dialpad is the AI-native business communications platform. We unify calling, messaging, meetings, and contact center on a single platform - powered by AI that understands every conversation in real time.

Our DAART initiative (Dialpad Agentic AI in Real Time) is redefining what a communications platform can do. Visit dialpad.com to learn more.

Being a Dialer

At Dialpad, AI isn't just a feature; it's how our teams do their best work every day. We put powerful AI tools in every employee's hands so they can move faster, think bigger, and achieve more. We believe every conversation matters. And we've built the platform that turns those conversations into insight and action, for our customers and ourselves.

Your role

The Revenue Operations Manager – Channel & International oversees operational rigor across partner-led and geographically distributed revenue motions. This role ensures consistency in forecasting, clarity in attribution, and alignment across regions. This is a revenue execution role,not reporting support or an embedded business partner. This position reports to our VP of Revenue Operations and has the opportunity to be based in our Austin or Tempe offices.

Responsibilities

• Define and enforce opportunity stage entry and exit criteria.
• Establish deal inspection frameworks by segment and deal size.
• Identify and eliminate poorly qualified pipeline, stalled or aging deals, inflated close dates and optimistic forecasts.
• Create clear standards for when deals advance, reset, or exit the pipeline.
• Own forecast methodology and call discipline across segments.
• Standardize forecast categories (Commit, Best Case, Pipeline, etc.).
• Lead or co-lead weekly forecast calls with Sales leadership.
• Track and surface forecast bias, slippage patterns, and risk signals.
• Improve forecast accuracy, confidence, and consistency over time.
• Design and run pipeline councils by segment.
• Ensure pipeline reviews are forward-looking, decision-oriented, and action-driven.
• Equip Sales leaders with consistent inspection views that drive accountability.
• Make pipeline hygiene a management habit, not a Rev Ops cleanup task.
• Partner closely with Revenue Intelligence & Analytics, Systems and Data teams.
• Translate execution issues into process improvements, system enforcement, and clear operating guidance.
• Provide structured feedback into GTM strategy and planning.
• Define and own the core pipeline and forecast KPIs.
• Hold the organization accountable for stage-to-stage conversion, deal aging, forecast accuracy.
• Ensure leaders understand why deals slip , not just that they did.
• Monitor partner-sourced pipeline integrity.
• Ensure accurate attribution and pipeline hygiene.
• Support forecast validation for partner-led deals.
• Monitor territory and partner coverage sufficiency. Flag structural gaps impacting growth.

Skills you’ll bring

• 7–10 years of total professional experience.
• 4–6+ years in Sales Operations, Revenue Operations, or GTM Strategy.
• Experience supporting Direct Sales Teams and/or Channel organizations.
• SaaS experience strongly preferred.
• Strong analytical mindset with the ability to turn data into decisions.
• Comfortable working with ambiguity and building structure where none exists.
• Excellent executive communication , written, verbal, and storytelling.
• Ability to influence senior stakeholders without formal authority.
• High ownership mentality: you see problems and fix them.
• Detail-oriented but able to zoom out to the bigger picture.
• Strong experience with Salesforce, Tableau, Outreach, Clay, Scratchpad, and ZoomInfo.
• Familiarity working alongside tools like Anaplan, routing platforms (Leandata), or forecasting tools (Clari).
• Ability to partner effectively with Business systems and analytics teams.

Why Join Dialpad

• Work at the center of the AI transformation in business communications
• Build and ship agentic AI products that are redefining how companies operate
• Join a team where AI amplifies every employee’s impact
• Competitive salary, comprehensive benefits, and real opportunities for growth

We believe in investing in our people. Dialpad offers competitive benefits and perks, cutting-edge AI tools, and a robust training program that help you reach your full potential. We have designed our offices to be inclusive, offering a vibrant environment to cultivate collaboration and connection. Our exceptional culture, repeatedly recognized as a Great Place to Work, ensures that every employee feels valued and empowered to contribute to our collective success.

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This foundational leadership role will build and lead the Enterprise Marketing Strategy & Analytics function, serving as the operating system for a rapidly scaling marketing organisation. The primary mandate is to define and measure success across all marketing programmes,from demand generation (field events, ABM, EBCs, partner co-marketing) to pipeline contribution,creating a clear line from investment to pipeline to revenue.

Responsibilities

• Define and own the Enterprise Marketing measurement framework, targets, and reporting, covering the full funnel from top-of-funnel demand through pipeline influence and closed-won attribution.
• Build and maintain core analytics infrastructure (data models, attribution logic, dashboards) in partnership with Revenue Operations and Data Science, ensuring marketing and sales alignment on key metrics.
• Serve as one of the primary operating partner to Finance, HR, and Recruiting, leading budget tracking, headcount planning, and vendor management.
• Partner with marketing leadership and the central Marketing Ops & Strategy team on annual and quarterly planning, resource allocation, and performance reviews.
• Establish the operating cadence for Enterprise Marketing (QBRs, pipeline reviews, program retros), coordinating with the central Marketing Ops & Strategy team on organisation-wide rhythms, and drive the preparation needed to make these forums decision-useful.
• Lead the identification of high-leverage workflows to automate, partnering with the central GTM AI team on implementation and measuring productivity gains.
• Build and manage the Marketing Operations, Demand Analytics, and MarTech team, setting a high bar for analytical rigor and business partnership.
• Drive cross-functional alignment on shared definitions, tooling, and a single source of truth for marketing performance across the broader Marketing organisation and with Revenue Operations.
• Conduct strategic analyses to inform key organisational decisions, such as resource deployment, coverage ratios, and campaign capacity planning.

Requirements

• 10+ years in marketing operations, analytics, revenue operations, or strategy roles, including at least 3 years leading a team.
• Experience building or significantly scaling a marketing ops/analytics function at a high-growth B2B technology company undergoing significant organisational expansion.
• Deep fluency in the enterprise demand funnel, including lead scoring, MQL/SQL definitions, pipeline attribution, and campaign influence models.
• Hands-on expertise with the modern GTM data stack (CRM, Marketing Automation, BI tools).
• Proven track record of strategic partnership with Finance and Revenue Operations, including experience building budget models and sitting in planning cycles.
• Expertise in running the core operational rhythm of a marketing organisation: QBRs, headcount tracking, budget pacing, and vendor renewals.
• Strong written and verbal communication, capable of translating complex datasets into clear business narratives.
• Genuine curiosity about AI and a willingness to be an early, hands-on adopter of automation tools in your team’s workflows.

Logistics

Minimum education: Bachelor’s degree or an equivalent combination of education, training, and/or experience Required field of study: A field relevant to the role as demonstrated through coursework, training, or professional experience Minimum years of experience: Years of experience required will correlate with the internal job level requirements for the position Location-based hybrid policy: Currently, we expect all staff to be in one of our offices at least 25% of the time. Visa sponsorship: We do sponsor visas!

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As a Senior Marketing Operations Manager, you will define and maintain the systems, processes, and operational rigor that align Marketing, SDR, Sales, and Partner teams. You will champion operational excellence by improving lead management, automating revenue processes, increasing funnel velocity, and enabling more efficient cross-functional alignment.

Responsibilities:

• Own and evolve the GTM systems architecture, ensuring Salesforce, Marketo, LeanData, ZoomInfo, Qualified, Outreach, and Clay.io work together as a best-in-class, integrated ecosystem.
• Lead the design, governance, and optimization of data orchestration workflows using LeanData, including routing, prioritization, handoffs, and conversion logic across Marketing, SDR, and Sales teams.
• Design and execute a future-state operational roadmap focused on scaling B2B demand generation, ABM, and partner-led growth through automation, improved data flows, and AI-powered insights.
• Build automated lifecycle processes for lead scoring, enrichment, qualification, and cross-functional handoffs using LeanData, Zapier, Clay, Segment, and AI agents.
• Enhance sales productivity by implementing agentic workflows (e.g., automated follow-ups, enrichment workflows, SDR assistance tools) in Outreach and Salesforce.
• Manage data governance across Salesforce, Marketo, and Segment, ensuring reliable attribution, reporting, and pipeline visibility.
• Create AI-informed dashboards and reporting on pipeline performance, lead velocity, conversion, campaign effectiveness, and partner impact.
• Partner with RevOps, Sales Systems, and Engineering to operationalize cross-functional processes that reduce manual work and improve efficiency.
• Support partner/VAR motions through automated attribution, routing rules, partner engagement workflows, and integrated co-marketing processes.

Requirements:

• 4+ years in Marketing Operations or Revenue Operations supporting B2B sales-led funnels.
• Hands-on experience administering Marketo, Salesforce, and LeanData.
• Deep expertise with lead routing, lead-to-account matching, and data orchestration workflows using LeanData or similar workflow automation tools.
• Proven ability to design automated workflows, operational processes, and scalable cross-system integrations.
• Experience using AI-driven tools or agentic workflows to automate SDR tasks, enrich lead data, or accelerate GTM execution.
• Strong analytical, system design, and documentation skills; able to translate business needs into scalable technical workflows.
• Experience collaborating with Sales, SDR, RevOps, and System/Engineering teams.

Bonus Points:

• Experience in FinTech or enterprise B2B SaaS environments.
• Familiarity with conversational marketing/ABM platforms like Qualified.
• Experience with tools like LeanData and Outreach in support of lead routing and SDR/BDR workflows.
• Experience with paid funnel operations is a plus (Google Ads, LinkedIn Ads, etc.).
• Understanding of partner/VAR operational workflows and partner attribution logic.
• Ability to design scalable integrations using tools like Segment, Zapier, or Workato-style platforms.

Compensation: The expected salary range for this role is $134,696 - $168,370. However, the starting base pay will depend on a number of factors including the candidate’s location, skills, experience, market demands, and internal pay parity. Depending on the position offered, equity and other forms of compensation may be provided as part of a total compensation package.

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Responsibilities:

• Serve as the DRI for NPI downstream coordination, routing new launches through financial review and system configuration workflows
• Engage with Product Operations upstream to gain early visibility into launches and provide proactive guidance on revenue accounting implications
• Generate UAT test scenario spreadsheets for revenue-impacting transactions and coordinating with the Financial Systems team on billing system configurations, test invoice processing, and timeline management
• Collaborate with Revenue Operations and Order Management to validate GL account flows, journal entry automation, and provisioning setup
• Draft Technical Accounting memos for non-standard revenue arrangements and finalize accounting logic for manual journal entries when needed
• Drive end-to-end testing across downstream systems prior to launch and proactively escalate risks or delays
• Contribute to process improvement and system implementation projects across the NPI workflow

You May Be a Good Fit If You:

• Have 7+ years of progressive accounting experience with strong expertise in revenue accounting, ASC 606, or technical revenue operations
• Have Big Four public accounting experience (audit or advisory) with a focus on revenue recognition or system implementations
• Have experience working on NPI processes, product launch accounting, or revenue system configurations at a technology company
• Have strong knowledge of ASC 606, including performance obligation analysis, contract modifications, and variable consideration
• Have hands-on experience with revenue recognition tools and billing platforms (e.g., NetSuite, Zuora, Stripe, or similar)
• Have excellent cross-functional collaboration and project management skills, with comfort managing multiple concurrent launches
• Have strong communication skills with the ability to translate complex accounting requirements into actionable guidance for non-accounting stakeholders
• Have a demonstrated ability to thrive in fast-paced, ambiguous environments

Strong Candidates May Have:

• A Bachelor’s degree in Accounting or Finance; CPA preferred
• Big Four experience in revenue recognition advisory or technology sector audit
• Direct NPI or product launch accounting experience at a high-growth SaaS or AI/ML company
• Experience with consumption-based and subscription-based revenue models
• Familiarity with billing subledger systems, provisioning workflows, and deal desk processes

The annual compensation range for this role is $190,000-$230,000 USD.

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You will serve as a trusted advisor and operational force multiplier, bringing deep B2B SaaS expertise to help teams achieve revenue targets while building scalable frameworks that drive industry-specific customer success.

Key responsibilities include:

• Developing go-to-market strategies, motions, country/region prioritisation and sector focus and strategy

• Identifying industry customer needs, pain points etc. and sharing feedback cross-functionally to guide solution building across global teams

• Building and maintaining industry-specific value propositions, use cases, and sales playbooks

• Driving territory and account segmentation strategies based on industry characteristics and opportunity

• Establishing industry benchmarks and best practices to guide sales approach and prioritization

• Working with Finance on target setting, planning and bottom-up modeling

• Developing comprehensive industry frameworks that standardize how customers in each vertical derive value from our solutions

• Driving quarterly, semi-annual, and annual planning cycles for industry-focused GTM segments

• Analyzing industry-specific sales metrics and pipeline dynamics to develop proactive insights

• Partnering with Account Executives to evolve sales motions and industry best practices based on vertical nuances

• Continuously evaluating market opportunities, competitive positioning, and whitespace within target industries

• Leading collaboration across Strategy and RevOps, Sales Enablement, Strategic Finance, Product, and Marketing teams to ensure industry alignment

• Working with Product teams to communicate industry-specific feature requirements and market feedback

• Preparing executive-level materials including industry performance reviews, strategic planning sessions, and board updates

• Driving alignment across teams to ensure consistent execution of industry-specific go-to-market strategies

• Partnering with Marketing on industry-focused campaigns, events, and thought leadership initiatives

• Removing operational bottlenecks specific to complex industry sales cycles and compliance requirements

• Executing critical processes including strategic account transitions, industry-specific CRM configurations, and vertical market data management

• Optimizing sales technology stack and ensuring effective adoption of Salesforce and other sales tools

• Establishing sales process methodology, qualification criteria, and stage definitions for consistent execution

• Ensuring smooth operations across complex, multi-stakeholder sales motions typical in enterprise B2B software

The ideal candidate will have:

• 10+ years of experience in B2B SaaS or enterprise software, with focus on sales strategy, revenue operations, industry consulting, or commercial roles

• Deep expertise in one or more enterprise industry verticals with proven track record of driving growth in those markets

• Strong analytical capabilities with demonstrated ability to convert complex industry data into actionable insights and strategy

• Direct experience in commercial GTM roles selling or supporting sales of B2B software solutions to enterprise customers

• Proven experience designing territories, setting quotas, and building variable compensation plans for enterprise sales teams

• Track record of building sales capacity models, productivity frameworks, and headcount planning processes

• Extensive experience with enterprise CRM systems (Salesforce required) and business intelligence tools

• Proven ability to influence and partner with C-level stakeholders and senior sales leadership

• Track record of developing industry-specific frameworks, sales plays, and value propositions

• Bachelor's degree in business, economics, or related field

Strong candidates may also have:

• Experience at high-growth B2B SaaS companies, particularly in industry-focused GTM or vertical sales roles

• Background in AI/ML, cloud infrastructure, or enterprise software companies serving multiple industries

• Track record of scaling sales organizations through 3x+ growth periods in B2B software

• MBA or advanced degree

• Experience building industry-specific go-to-market motions from scratch

• Direct enterprise sales or sales engineering experience in complex, multi-stakeholder environments

• Experience with emerging technologies (AI, ML) in enterprise contexts

• Management consulting experience with focus on industry strategy or commercial excellence

Annual compensation range for this role is €140,000-€200,000 EUR.

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This role involves deep ownership of CPQ workflows as well as broader platform architecture and integrations with finance and GTM systems. You will partner cross-functionally with GTM, Finance, and IT leadership to deliver scalable, reliable solutions that support CoreWeave's continued growth.

Key responsibilities include:

• Designing and implementing Salesforce solutions that meet business requirements
• Collaborating with cross-functional teams to deliver high-impact initiatives
• Owning and improving CPQ workflows and platform architecture
• Integrating with finance and GTM systems

The ideal candidate will have:

• 8+ years of Salesforce engineering and development experience
• Hands-on expertise with Salesforce Sales Cloud and platform technologies
• Experience implementing Salesforce Revenue Cloud / CPQ
• Proven experience building Salesforce integrations using REST/SOAP APIs and middleware
• Strong understanding of quote-to-cash processes
• Experience supporting marketing and revenue operations use cases

Preferred qualifications include:

• Salesforce certifications
• Experience with M&A GTM system integrations
• Direct experience integrating Salesforce with usage-based billing platforms
• Experience working in regulated environments
• Experience building or integrating AI/LLM-powered automations within Salesforce or GTM systems

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This is a foundational and transformational role at a pivotal moment for CoreWeave, as we scale our revenue operations infrastructure to support our trajectory as a newly public AI hyperscaler. Following our 2025 IPO and accelerated growth trajectory, we are in search of a world-class RevOps leader who can build enterprise-grade operational rigor while maintaining the Startup mindset, agility, and innovation that defines CoreWeave.

The ideal candidate will transform revenue operations from a supporting function into a strategic growth driver, creating the data foundation, process excellence, and operational insights that enable our sales, marketing, customer success, support, field engineering, and partner teams to execute at peak performance. As an AI-native company, we expect you will lead us into an AI-first strategy to create a next-generation AI-driven RevOps function to harness and implement innovation throughout our global field organization.

The successful candidate will be a proven revenue operations executive with deep expertise in scaling high-growth technology companies, building world-class revenue operations platforms, and partnering with sales leadership to drive measurable business outcomes. You will have demonstrated success implementing sophisticated revenue operations frameworks, leading large global teams, and establishing data-driven cultures that turn insights into action. Your experience spans the full revenue operations stack,from CRM architecture and sales automation to forecasting methodologies, territory optimization, compensation design, and revenue analytics.

This role uniquely combines strategic leadership with hands-on operational excellence. You will define CoreWeave's revenue operations strategy, build and lead a global team of revenue operations professionals, establish our RevOps technology stack and data architecture, create scalable processes that drive efficiency while maintaining growth, and deliver the analytics and insights that inform executive decision-making. You will be the operational partner to our Chief Revenue Officer and go-to-market leadership, ensuring we have the infrastructure, insights, and execution to achieve our ambitious revenue targets while maintaining the flexibility to adapt as markets and opportunities evolve.

Strategy & Vision Define and execute CoreWeave's global revenue operations strategy, establishing world-class operational rigor, process excellence, and data infrastructure that enables predictable, scalable revenue growth. Build comprehensive revenue operations capabilities spanning sales operations, sales strategy, sales enablement, revenue analytics, sales compensation, territory management, and forecasting,creating an integrated operational framework that drives efficiency and effectiveness across the entire revenue organization. Design and implement CoreWeave's revenue technology stack, selecting, integrating, and optimizing CRM, sales engagement, revenue intelligence, forecasting, compensation, and analytics platforms that create a single source of truth for revenue data and enable seamless execution. Leverage AI to fundamentally build a next-gen RevOps center of excellence. Lead ongoing integrations of acquisitions made by the company. Establish data-driven forecasting methodologies and revenue analytics frameworks that provide executive leadership with accurate, real-time visibility into pipeline health, revenue performance, and growth trajectories across segments, products, and geographies. Partner with CRO and go-to-market leadership to develop strategic territory plans, quota allocation models, capacity planning frameworks, and resource deployment strategies that optimize coverage, maximize revenue potential, and drive efficient growth. Design and implement sales compensation programs that align with corporate objectives, drive desired behaviors, and attract and retain top sales talent, including variable compensation structures, accelerators, SPIFs, and performance-based incentives. Establish robust revenue governance frameworks, including deal desk operations, pricing and discount approval workflows, contract review processes, SOX compliance, and commercial risk management that balance growth velocity with operational discipline. Create sophisticated revenue analytics and business intelligence capabilities, delivering executive dashboards, pipeline analytics, win/loss analysis, sales productivity metrics, and strategic insights that inform decision-making and drive continuous improvement. Drive operational excellence through continuous process optimization, automation of manual workflows, elimination of friction in revenue processes, and implementation of best practices that enable the sales organization to focus on selling. Recruit, develop, and lead a world-class global revenue operations organization, including sales operations, sales strategy, enablement, compensation, and analytics teams, building a high-performance culture of operational excellence and strategic partnership with the go-to-market organization. Serve as the strategic thought partner to the CRO and executive leadership team, providing data-driven insights, scenario modeling, and operational recommendations that inform strategic decisions on market expansion, product prioritization, and go-to-market investments.

Who You Are: Minimum 15+ years of progressive experience in revenue operations, sales operations, or sales leadership roles, with at least 8 years in senior revenue operations leadership positions. Proven track record building and scaling revenue operations functions in high-growth B2B technology companies, ideally with experience supporting organizations generating $500M+ in annual revenue. Demonstrated success implementing and optimizing enterprise CRM platforms (Salesforce expertise required), revenue intelligence tools, sales engagement platforms, and revenue analytics solutions at scale. Deep expertise in sales forecasting methodologies, pipeline management frameworks, revenue recognition principles, and financial planning processes that drive accurate revenue predictability. Extensive experience designing sales compensation plans, quota methodologies, territory models, and capacity planning frameworks for complex sales organizations with multiple segments and product lines. Strong background in data analytics, business intelligence, and revenue reporting, with ability to translate complex data into actionable insights and executive-ready presentations. Track record of building and leading high-performing global revenue operations teams, including experience managing teams across multiple geographies and time zones. Experience supporting enterprise sales.

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Anthropic is seeking a highly organised, analytically grounded Sales Strategy, Operational Excellence partner to help run the operating system of our go-to-market organisation.

As Anthropic's GTM motion scales rapidly, the difference between a sales org that grows and one that grows well comes down to operating discipline: a forecast call that runs the same way every week, a planning cycle where every team knows the timeline before it starts, and a single set of standards that Sales and Strategy both recognise as their own.

You will sit at the centre of the CCO's operating rhythm and act as the connective tissue between Sales leadership, Revenue Operations, Finance, and Systems.

Week to week, that means making sure the forecast and pipeline cadences run cleanly and that the inputs leaders are looking at are consistent and trusted.

Quarter to quarter, it means driving the mechanics of target setting and quota deployment.

Annually, it means program-managing the planning cycle so that territories, capacity, comp, and targets land on time and tie together.

Responsibilities:

Run the CCO operating rhythm - Support the weekly forecasting and pipeline review cadence for the CCO and Sales leadership: prepare the inputs, run the mechanics, capture actions, and make sure follow-ups close

Own the calendar, templates, and pre-read standards for recurring operating reviews (forecast, pipeline, QBRs) so leaders spend their time on decisions, not logistics

Track commitments and risks coming out of operating reviews and drive them to resolution between meetings

Unify operating standards across Sales and Strategy - Establish and maintain a single set of operating standards, definitions, tools, and best practices across the Sales and Strategy organisation so that teams are running the same plays the same way

Document core processes (forecasting methodology, pipeline hygiene, deal stage criteria, rules of engagement) and drive adoption through enablement and reinforcement, not just publication

Identify where teams have diverged in process or tooling, understand why, and bring them back to a common standard without breaking what's working locally

Drive planning, targets, and quota - Act as the program management backbone for annual and in-year planning: standardize timelines, templates, and tooling; serve as the central DRI for data aggregation; and be the primary point of contact for cross-functional partners like Systems, Finance, and HR

Support target setting across the broader GTM organisation, building the models and managing the process that translates the company plan into segment, region, and team-level numbers

Support comp plan design and quota setting: partner with Sales leadership, Finance, and Total Rewards on plan mechanics, manage the quota allocation and deployment process, and ensure quotas reconcile to plan

Support territory and capacity planning by maintaining the headcount-to-coverage view and flagging gaps before they become attainment problems

Build for scale - Design processes that hold up as the organisation triples; what works as a spreadsheet today should have a clear path to a system tomorrow

Build the templates, runbooks, and documentation so operating quality doesn't depend on any single person being in the loop

Partner with Systems and Analytics to move repeatable manual work into tooling, and use Claude to accelerate documentation, data aggregation, and process design

You may be a good fit if you:

Have 7+ years in sales operations, sales strategy, revenue operations, business operations, or a similar function, with direct experience supporting the operating cadence of a sales organisation

Have run or materially supported core GTM planning processes end to end: annual planning, target setting, quota allocation, territory design, or comp plan rollout

Are an exceptional program manager; you can take a loosely defined cross-functional effort, put a plan around it, and drive it to a deadline across teams you don't control

Understand the rhythm of a sales org from the inside: what a forecast call is for, what 'commit' means, why pipeline coverage matters, and what makes a quota feel fair or unfair to a rep

Are highly structured and detail-oriented without being rigid; you build the standard, but you know when the standard needs to bend

Communicate clearly and concisely up, down, and across; you can write the one-page pre-read that lets a leadership meeting start at the decision instead of the context

Are fluent in Excel/Sheets (modeling, lookups, structured data) and comfortable working in Salesforce; SQL or Looker experience is a plus but not required

Are energized by bringing order to ambiguity and have a low ego about doing the unglamorous work that makes an organisation run

Strong candidates may also have:

Experience with sales compensation design (SPIFs, accelerators, plan mechanics) and the downstream operational realities of administering them

Exposure to consumption-based or usage-based revenue models where forecasting and quota design don't follow the standard SaaS pattern

Familiarity with planning and territory tools (Anaplan, Pigment, Fullcast, or similar)

A track record of using AI tools to accelerate operational and program management work

Logistics

Minimum education: Bachelor's degree or an equivalent combination of education, training, and/or experience

Required field of study: A field relevant to the role as demonstrated through coursework, training, or professional experience

Minimum years of experience: Years of experience required will correlate with the internal job level requirements for the position

Location-based hybrid policy: Currently, we expect all staff to be in one of our offices at least 25% of the time

However, some roles may require more time in our offices

Visa sponsorship: We do sponsor visas! However, we aren't able to successfully sponsor visas for every role and every candidate

But if we make you an offer, we will make every reasonable effort to get you a visa, and we retain an immigration lawyer to help with this

We encourage you to apply even if you do not believe you meet every single qualification

Not all strong candidates will meet every single qualification as listed

Research shows that people who identify as being from underrepresented groups are more prone to experiencing imposter syndrome and doubting the strength of their candidacy, so we urge you not to exclude yourself prematurely and to submit an application if you're interested in this work

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Our mission is to bring web3 to a billion people by providing builders with the tools they need to build exceptional onchain products.

About the Role

We’re seeking a Head of Go-To-Market to build and scale Alchemy’s global revenue engine. This role sits at the intersection of product, growth, and revenue, and will own how Alchemy brings products to market across developers, startups, enterprises, and emerging ecosystems.

Responsibilities

• Define and lead Alchemy’s global go-to-market strategy, determining how our platform reaches developers, startups, enterprises, and new onchain ecosystems worldwide.

• Build and scale a high-performing GTM organization across sales, marketing, partnerships, and revenue operations to drive durable, predictable growth.

• Turn product innovation into market adoption, partnering closely with Product and Engineering to launch category-defining infrastructure and developer tools.

• Create the operating system for revenue at Alchemy, establishing the frameworks for forecasting, pipeline generation, pricing, and performance management.

• Scale both developer-led growth and enterprise expansion, building repeatable motions that convert product usage into long-term revenue.

• Develop and lead exceptional GTM leaders, fostering a culture of ownership, speed, and deep customer understanding across the organization.

What We’re Looking For

• 10+ years experience leading go-to-market or revenue organizations at high-growth technology companies

• Proven experience scaling GTM functions from early stage to growth stage

• Experience leading multi-functional teams (sales, marketing, partnerships, revops)

• Strong experience selling or scaling technical products (developer platforms, infrastructure, or SaaS)

• Demonstrated success launching new products and building repeatable growth motions

• Strong analytical and operational mindset

• Ability to partner closely with product and engineering teams

• Comfort operating in fast-moving, ambiguous environments

Benefits and Perks

• Medical, Dental, & Vision

• Gym Reimbursement

• Home Office Build-out Budget

• In-Office Group Meals

• Commuter Benefits

• Flexible Time Off

• Wellbeing & Mental Health Perks

• Learning & Development Stipend

• Company Sponsored Conferences & Events

• HSA and FSA Plans

• Fertility Benefits

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You will serve as a strategic partner, shaping how we win in Australia and New Zealand while building the operational foundations to scale , and contributing to the broader APJ regional strategy.

You'll start as an individual contributor with the opportunity to build and lead a team over time as the business scales. From day one, you'll work closely with S&O counterparts across Japan, South Korea, Singapore, India, and the wider APJ region to share best practices and drive consistency across the region.

Responsibilities:

Go-to-Market Strategy:

• Own the Go-to-Market planning process for Australia/NZ, including quarterly and annual cycles, and collaborate with Finance on target setting.
• Develop the strategy for segmenting territories and accounts across ANZ, with an eye to how it fits into the broader APJ portfolio.
• Identify market opportunities, assess competitive dynamics, and inform regional expansion priorities , both within ANZ and in coordination with adjacent APJ markets.
• Support Go-to-Market execution for alliances, focusing on co-selling, managing the partner pipeline, and facilitating joint planning.
• Analyze region-specific sales metrics and pipeline dynamics to develop proactive insights, and benchmark against other APJ markets where useful.

Cross-Functional & Regional Leadership:

• Lead collaboration across Strategy and RevOps, Sales Enablement, Strategic Finance, Product, and Marketing teams to ensure alignment.
• Partner with S&O leaders across APJ (Japan, South Korea, Singapore, India, ASEAN) to align on regional standards, share insights, and drive consistency in how we operate across the region.
• Prepare executive-level materials including performance reviews, strategic planning sessions, and board updates for ANZ and APJ leadership.
• Drive cross-functional alignment on go-to-market execution across ANZ and contribute to APJ-wide initiatives.

Operations & Infrastructure:

• Execute critical processes including strategic account transitions, CRM configurations, and market data management.
• Optimize the sales technology stack and ensure effective adoption of Salesforce and other sales tools.
• Ensure smooth operations across complex, multi-stakeholder sales motions typical in enterprise B2B software.

You may be a good fit if you have:

• 15 to 18 years of experience in B2B SaaS or enterprise software, including direct experience in sales strategy, revenue operations, or commercial GTM roles
• Demonstrated knowledge of the broader APJ region, with exposure to GTM dynamics across multiple APJ markets (e.g., ANZ, Japan, South Korea, Singapore, India, ASEAN)
• Strong analytical capabilities with demonstrated ability to convert complex data into actionable insights
• Proven experience designing territories, setting quotas, and building variable compensation plans for enterprise sales teams
• Extensive experience with enterprise CRM systems (Salesforce required) and business intelligence tools
• Strong cross-functional skills with the ability to influence without direct authority and partner effectively with C-level stakeholders and senior sales leadership
• Experience advising or partnering with regional leadership on GTM strategy
• Based in Australia with working proficiency in English

Strong candidates may also have:

• Track record of scaling sales organizations through 3x+ growth periods in B2B software
• Prior people management experience, or readiness to build and lead a team as the function scales
• Experience working across multiple APJ markets or coordinating regionally distributed S&O work
• Experience in Chief of Staff or Business Operations roles supporting regional leadership, go-to-market strategies for alliances, or consulting
• MBA or advanced degree

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You'll be close to the day-to-day of the business , running the operational cadence, building the analysis, and keeping our systems and processes running smoothly as we scale in India.

You'll work closely with S&O counterparts across Japan, South Korea, Singapore, Australia, and the wider APJ region, learning from and contributing to how we operate across the region.

Responsibilities:

Go-to-Market Operations:

• Support the Go-to-Market planning process for India, including quarterly and annual cycles, and help prepare inputs for target setting with Finance.
• Assist in territory and account segmentation, keeping assignments accurate and up to date as the business evolves.
• Build and maintain reporting on region-specific sales metrics, pipeline health, and forecast accuracy.
• Pull together market and competitive data to support regional expansion priorities.
• Support partner and alliance execution, including co-sell tracking, partner pipeline hygiene, and joint planning logistics.

Analysis & Insights:

• Dig into sales data to surface trends, risks, and opportunities, and translate findings into clear recommendations for sales leadership.
• Build dashboards and recurring reports that give the team visibility into what's working and what isn't.
• Prepare materials for business reviews, QBRs, and leadership updates , pulling the data, building the slides, and helping shape the narrative.

Operations & Systems:

• Execute day-to-day operational processes including account transitions, CRM updates, opportunity hygiene, and data management.
• Help maintain and improve our Salesforce setup, reports, and dashboards for the India team.
• Troubleshoot issues for sales reps and leaders, and partner with global RevOps to implement improvements.
• Support adoption of sales tools and enablement resources across the India team.

Required qualifications:

• 10 to 12 years of experience in revenue operations, sales strategy, business operations, or a related analytical role in B2B SaaS or enterprise software
• Strong analytical and Excel/Google Sheets skills, with the ability to turn raw data into clear insights
• Hands-on experience with Salesforce (reports, dashboards, data management) and comfort working in BI tools (e.g., Tableau, Looker)
• Strong attention to detail and a bias toward action , you like getting into the weeds and shipping work
• Good cross-functional communication skills, with the ability to partner with sales reps, managers, and adjacent teams
• Based in India with working proficiency in English

Strong candidates may also have:

• Exposure to territory design, quota setting, or sales compensation work
• Experience supporting GTM planning cycles or building executive-level reporting
• Familiarity with the broader APJ region and curiosity about how different markets operate
• Experience in a high-growth B2B software environment
• Background in consulting, finance, or business operations

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This role is both strategic and execution-focused, perfect for someone who thrives at the intersection of analytics and strategy. You will serve as the main point of contact for all things related to new supply, ensuring alignment between acquisition performance, vendor execution, and Airbnb’s broader growth objectives in APAC.

A typical day will involve defining and executing the strategic vision for acquisition performance across APAC, aligning regional initiatives with global priorities. You will partner with cross-functional partners to develop and manage incentive programs, set and track performance targets, and monitor outcomes against growth goals.

Your expertise will be used to lead forecasting, pipeline analysis, and capacity planning to ensure teams and vendors are resourced for success. You will drive lead prioritization and workflow optimization to maximize conversion and efficiency. You will also translate performance data into actionable insights, influencing business decisions and process improvements.

As the primary APAC point of contact for all acquisition-related initiatives, you will ensure operational alignment, data integrity, and seamless communication across global stakeholders.

We are looking for someone with 10+ years of experience in sales operations, revenue operations, or vendor management, ideally in a high-growth or global environment. You should have strong analytical, strategic, and communication skills with proven ability to translate data into business impact.

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You will serve as a strategic partner, shaping how we win in Japan while building the operational foundations to scale.

Responsibilities:

Go-to-Market Strategy:

• Own the Go-to-Market planning process, including quarterly and annual cycles, and collaborate with Finance on target setting.
• Develop the strategy for segmenting territories and accounts.
• Identify market opportunities, assess competitive dynamics, and inform regional expansion priorities.
• Support Go-to-Market execution for alliances, focusing on co-selling, managing the partner pipeline, and facilitating joint planning.
• Analyze region-specific sales metrics and pipeline dynamics to develop proactive insights.

Cross-Functional Leadership:

• Lead collaboration across Strategy and RevOps, Sales Enablement, Strategic Finance, Product, and Marketing teams to ensure alignment.
• Prepare executive-level materials including performance reviews, strategic planning sessions, and board updates.
• Drive cross-functional alignment on go-to-market execution.

Operations & Infrastructure:

• Execute critical processes including strategic account transitions, CRM configurations, and market data management.
• Optimize the sales technology stack and ensure effective adoption of Salesforce and other sales tools.
• Ensure smooth operations across complex, multi-stakeholder sales motions typical in enterprise B2B software.

Requirements:

• 8-10+ years of experience in B2B SaaS or enterprise software, including direct experience in sales strategy, revenue operations, or commercial GTM roles
• Strong analytical capabilities with demonstrated ability to convert complex data into actionable insights
• Proven experience designing territories, setting quotas, and building variable compensation plans for enterprise sales teams
• Extensive experience with enterprise CRM systems (Salesforce required) and business intelligence tools
• Strong cross-functional skills with the ability to influence without direct authority and partner effectively with C-level stakeholders and senior sales leadership
• Experience advising or partnering with regional leadership on GTM strategy
• Business-level Japanese required; English proficiency strongly preferred

Preferred Qualifications:

• Track record of scaling sales organizations through 3x+ growth periods in B2B software
• Experience in Chief of Staff or Business Operations roles supporting regional leadership, go-to-market strategies for alliances, or consulting
• MBA or advanced degree

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You will be responsible for driving project excellence across our QTC technology initiatives, including quote-to-order systems, billing platforms, revenue recognition systems, and collections management, ensuring alignment with business objectives and maintaining visibility into project health and outcomes. This is a critical role that will directly impact our ability to build scalable QTC infrastructure that supports Anthropic's rapid growth and mission to create safe AI.

Responsibilities:

• QTC Portfolio Management: Own end-to-end management of the Quote to Cash Systems project portfolio, including quote-to-order implementations, billing platform transformations, revenue recognition system upgrades, and collections automation projects

• Revenue Operations Excellence: Develop and implement comprehensive governance frameworks for QTC project management, including standardized processes for system integrations, process optimization, stakeholder alignment, and delivery excellence across the revenue lifecycle

• QTC Program Coordination: Establish robust reporting and monitoring mechanisms for complex QTC program execution spanning quote management systems, billing engines, ERP integrations, and downstream financial reporting systems

• Risk & Delivery Management: Proactively identify, assess, and mitigate QTC-specific program risks including delivery delays, integration challenges, stakeholder misalignment, and business continuity concerns, developing contingency plans and escalation procedures

• Cross-Functional QTC Leadership: Lead collaboration with Sales Operations, Revenue Accounting, Customer Support, Legal, and Engineering teams to ensure seamless program alignment and successful delivery across the entire QTC transformation portfolio

• QTC Change Management: Design and execute comprehensive change management strategies for QTC transformations, ensuring smooth adoption across sales teams, billing operations, and revenue accounting processes throughout the organization

• QTC Strategic Roadmap: Partner with the Head of Finance Systems to align QTC program priorities with revenue growth strategy, enterprise sales enablement, and public company readiness requirements

You may be a good fit if you:

• Have 10+ years of experience in program management, PMO leadership, or QTC transformation roles, with strong understanding of quote to cash processes and systems

• Have extensive experience managing complex QTC technology programs including quote management, billing platforms, revenue recognition systems, and cross-system integrations

• Possess strong analytical and program management skills with deep understanding of QTC metrics, process optimization, and stakeholder alignment across revenue operations

• Are skilled at building and maintaining relationships with QTC stakeholders including Sales Operations, Revenue teams, Customer Support, and Billing Operations at all levels of an organization

• Have experience designing and implementing program governance frameworks in fast-paced, high-growth environments with complex revenue models and multi-system architectures

• Are proficient in program management methodologies and tools, with solid knowledge of QTC best practices and revenue operations frameworks

• Have excellent communication and presentation skills, with the ability to convey complex program information to both technical teams and business stakeholders including sales and finance leadership

• Demonstrate strong problem-solving abilities in managing QTC domain challenges and can navigate complex integrations while maintaining focus on delivery excellence and business outcomes

• Are passionate about building scalable program management processes that support rapid revenue growth and enterprise transformation initiatives

Strong candidates may have:

• Experience in QTC program leadership across multiple systems implementations (CPQ, billing platforms, revenue recognition tools)

• Background in revenue operations, sales operations, or billing operations with hands-on understanding of QTC process challenges and optimization opportunities

• Knowledge of QTC processes including opportunity management, quote-to-order workflows, billing automation, payment processing, revenue recognition, and collections from a program oversight perspective

• Experience working in high-growth technology companies managing complex transformations with subscription models, usage-based pricing, and multi-system integrations

The annual compensation range for this role is $205,000-$265,000 USD.

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Responsibilities:

ICM Platform Implementation & Configuration

• Lead the end-to-end implementation and configuration of our ICM platform, including plan modeling, crediting rules, quota management, and payout calculations
• Translate compensation plan documents into system logic, ensuring accurate and auditable calculation outputs
• Design and maintain system workflows for plan changes, exceptions, and adjustments
• Develop and execute testing strategies to validate system accuracy before each compensation cycle
• Provide technical guidance during plan design discussions, advising on system capabilities and constraints

Data Integration & Architecture

• Build and maintain integrations between the ICM platform and source systems (CRM, ERP, HRIS, billing platforms)
• Ensure data integrity across the compensation data pipeline, from opportunity data through final payout
• Partner with Data Engineering and Revenue Operations to define data requirements and resolve data quality issues
• Document data flows, transformation logic, and system dependencies

System Administration & Optimization

• Serve as the primary system administrator for the ICM platform, managing user access, security, and system health
• Identify opportunities to streamline and automate compensation processes, reducing manual intervention and cycle time
• Monitor system performance and troubleshoot calculation errors or integration failures
• Evaluate and recommend new technologies, including Claude-powered solutions, to enhance system capabilities

Reporting & Analytics

• Build and maintain reporting infrastructure within the ICM platform to support compensation dashboards and attainment tracking
• Partner with Revenue Operations and Accounting to deliver accurate, timely compensation data for forecasting and accruals
• Enable self-service reporting for compensation administrators and business partners

Requirements:

• 5+ years of experience implementing or administering ICM platforms (e.g., Xactly, Varicent, Anaplan)
• Strong technical skills with experience in SQL, data integration tools, and system configuration
• Proven ability to translate business requirements into system logic and maintain accurate, auditable calculations
• Experience managing data pipelines and ensuring data quality across integrated systems
• Strong problem-solving skills with a systematic approach to debugging and root cause analysis
• Excellent documentation practices and ability to communicate technical concepts to non-technical stakeholders

Preferred Qualifications:

• Experience with full ICM platform implementation projects, including vendor selection and data migration
• Proficiency with APIs and integration platforms (e.g., Workato, Fivetran, custom ETL)
• Experience with Salesforce administration or development
• Familiarity with consumption-based compensation models
• Experience with Claude Code or other AI-assisted development tools
• Background in sales operations, revenue operations, or finance systems

Logistics:

• Minimum education: Bachelor’s degree or an equivalent combination of education, training, and/or experience
• Required field of study: A field relevant to the role as demonstrated through coursework, training, or professional experience
• Minimum years of experience: Years of experience required will correlate with the internal job level requirements for the position
• Location-based hybrid policy: Currently, we expect all staff to be in one of our offices at least 25% of the time. However, some roles may require more time in our offices.
• Visa sponsorship: We do sponsor visas! However, we aren’t able to successfully sponsor visas for every role and every candidate. But if we make you an offer, we will make every reasonable effort to get you a visa, and we retain an immigration lawyer to help with this.

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The role combines deep analytics (program ROI, attribution, demand and lead analytics) with operational leadership, managing core business functions. You will serve as the primary contact into Finance, HR, and Recruiting for Enterprise Marketing, owning headcount and budget tracking and driving the team's operating cadence in close partnership with the central Marketing Ops & Strategy team on annual planning, organization-wide rhythms, and headcount planning.

You will also lead the effort to deploy AI/automation across Enterprise Marketing workflows to prove out internally what we sell externally. You will inherit and grow a team of marketing ops, analytics, and martech professionals.

The ideal candidate has scaled this function previously at a fast-growing B2B company, excels in both technical analytics and business operations, and is adept at building trust across sales leaders, finance partners, and field marketers.

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You will serve as a trusted advisor and operational force multiplier, bringing deep B2B SaaS expertise to help teams achieve revenue targets while building scalable frameworks that drive industry-specific customer success.

Enterprise Strategy & Analysis:

• Partner with sales and regional leaders to develop gtm strategy, motions, country/region prioritisation and sector focus and strategy. Refine industry-specific go-to-market strategies across key verticals (e.g., Financial Services, Healthcare, Technology, Retail, Manufacturing etc.)
• Identify Industry customer needs, pain points etc. and share feedback cross functionally to guide solution building across global teams such as product, engineering, finance, legal etc.
• Build and maintain industry-specific value propositions, use cases, and sales playbooks
• Drive territory and account segmentation strategies based on industry characteristics and opportunity
• Establish industry benchmarks and best practices to guide sales approach and prioritization
• Work with Finance on target setting, planning and bottom-up modeling

Go-to-Market Strategy & Execution:

• Develop comprehensive industry frameworks that standardize how customers in each vertical derive value from our solutions
• Drive quarterly, semi-annual, and annual planning cycles for industry-focused GTM segments
• Analyze industry-specific sales metrics and pipeline dynamics to develop proactive insights
• Partner with Account Executives to evolve sales motions and industry best practices based on vertical nuances
• Continuously evaluate market opportunities, competitive positioning, and whitespace within target industries

Cross-Functional Leadership:

• Lead collaboration across Strategy and RevOps, Sales Enablement, Strategic Finance, Product, and Marketing teams to ensure industry alignment
• Work with Product teams to communicate industry-specific feature requirements and market feedback
• Prepare executive-level materials including industry performance reviews, strategic planning sessions, and board updates
• Drive alignment across teams to ensure consistent execution of industry-specific go-to-market strategies
• Partner with Marketing on industry-focused campaigns, events, and thought leadership initiatives

Operational Excellence:

• Remove operational bottlenecks specific to complex industry sales cycles and compliance requirements
• Execute critical processes including strategic account transitions, industry-specific CRM configurations, and vertical market data management
• Optimize sales technology stack and ensure effective adoption of Salesforce and other sales tools
• Establish sales process methodology, qualification criteria, and stage definitions for consistent execution
• Ensure smooth operations across complex, multi-stakeholder sales motions typical in enterprise B2B software

Requirements:

• 10+ years of experience in B2B SaaS or enterprise software, with focus on sales strategy, revenue operations, industry consulting, or commercial roles
• Deep expertise in one or more enterprise industry verticals with proven track record of driving growth in those markets
• Strong analytical capabilities with demonstrated ability to convert complex industry data into actionable insights and strategy
• Direct experience in commercial GTM roles selling or supporting sales of B2B software solutions to enterprise customers
• Proven experience designing territories, setting quotas, and building variable compensation plans for enterprise sales teams
• Track record of building sales capacity models, productivity frameworks, and headcount planning processes
• Extensive experience with enterprise CRM systems (Salesforce required) and business intelligence tools
• Proven ability to influence and partner with C-level stakeholders and senior sales leadership
• Track record of developing industry-specific frameworks, sales plays, and value propositions

Preferred Qualifications:

• Experience at high-growth B2B SaaS companies, particularly in industry-focused GTM or vertical sales roles
• Background in AI/ML, cloud infrastructure, or enterprise software companies serving multiple industries
• Track record of scaling sales organizations through 3x+ growth periods in B2B software
• MBA or advanced degree
• Experience building industry-specific go-to-market motions from scratch
• Direct enterprise sales or sales engineering experience in complex, multi-stakeholder environments
• Experience with emerging technologies (AI, ML) in enterprise contexts
• Management consulting experience with focus on industry strategy or commercial excellence

Benefits:

• Annual compensation range: €140,000 - €200,000 EUR
• Minimum education: Bachelor’s degree or an equivalent combination of education, training, and/or experience
• Required field of study: A field relevant to the role as demonstrated through coursework, training, or professional experience
• Minimum years of experience: Years of experience required will correlate with the internal job level requirements for the position
• Location-based hybrid policy: Currently, we expect all staff to be in one of our offices at least 25% of the time. However, some roles may require more time in our offices.
• Visa sponsorship: We do sponsor visas! However, we aren't able to successfully sponsor visas for every role and every candidate. But if we make you an offer, we will make every reasonable effort to get you a visa, and we retain an immigration lawyer to help with this.

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You will serve as a trusted advisor and operational force multiplier, bringing deep B2B SaaS expertise to help teams achieve revenue targets while building scalable frameworks that drive industry-specific customer success.

Responsibilities:

Enterprise Strategy & Analysis:

• Partner with sales and regional leaders to develop go-to-market strategy, motions, country/region prioritisation and sector focus and strategy. Refine industry-specific go-to-market strategies across key verticals (e.g., Financial Services, Healthcare, Technology, Retail, Manufacturing etc.)

• Identify Industry customer needs, pain points etc. and share feedback cross functionally to guide solution building across global teams such as product, engineering, finance, legal etc.

• Build and maintain industry-specific value propositions, use cases, and sales playbooks

• Drive territory and account segmentation strategies based on industry characteristics and opportunity

• Establish industry benchmarks and best practices to guide sales approach and prioritization

• Work with Finance on target setting, planning and bottom-up modeling

Go-to-Market Strategy & Execution:

• Develop comprehensive industry frameworks that standardize how customers in each vertical derive value from our solutions

• Drive quarterly, semi-annual, and annual planning cycles for industry-focused GTM segments

• Analyze industry-specific sales metrics and pipeline dynamics to develop proactive insights

• Partner with Account Executives to evolve sales motions and industry best practices based on vertical nuances

• Continuously evaluate market opportunities, competitive positioning, and whitespace within target industries

Cross-Functional Leadership:

• Lead collaboration across Strategy and RevOps, Sales Enablement, Strategic Finance, Product, and Marketing teams to ensure industry alignment

• Work with Product teams to communicate industry-specific feature requirements and market feedback

• Prepare executive-level materials including industry performance reviews, strategic planning sessions, and board updates

• Drive alignment across teams to ensure consistent execution of industry-specific go-to-market strategies

• Partner with Marketing on industry-focused campaigns, events, and thought leadership initiatives

Operational Excellence:

• Remove operational bottlenecks specific to complex industry sales cycles and compliance requirements

• Execute critical processes including strategic account transitions, industry-specific CRM configurations, and vertical market data management

• Optimize sales technology stack and ensure effective adoption of Salesforce and other sales tools

• Establish sales process methodology, qualification criteria, and stage definitions for consistent execution

• Ensure smooth operations across complex, multi-stakeholder sales motions typical in enterprise B2B software

You may be a good fit if you have:

• 10+ years of experience in B2B SaaS or enterprise software, with focus on sales strategy, revenue operations, industry consulting, or commercial roles

• Deep expertise in one or more enterprise industry verticals with proven track record of driving growth in those markets

• Strong analytical capabilities with demonstrated ability to convert complex industry data into actionable insights and strategy

• Direct experience in commercial GTM roles selling or supporting sales of B2B software solutions to enterprise customers

• Proven experience designing territories, setting quotas, and building variable compensation plans for enterprise sales teams

• Track record of building sales capacity models, productivity frameworks, and headcount planning processes

• Extensive experience with enterprise CRM systems (Salesforce required) and business intelligence tools

• Proven ability to influence and partner with C-level stakeholders and senior sales leadership

• Track record of developing industry-specific frameworks, sales plays, and value propositions

• Bachelor's degree in business, economics, or related field

Strong candidates may also have:

• Experience at high-growth B2B SaaS companies, particularly in industry-focused GTM or vertical sales roles

• Background in AI/ML, cloud infrastructure, or enterprise software companies serving multiple industries

• Track record of scaling sales organisations through 3x+ growth periods in B2B software

• MBA or advanced degree

• Experience building industry-specific go-to-market motions from scratch

• Track record of scaling sales organisations through 3x+ growth periods in B2B software

• Direct enterprise sales or sales engineering experience in complex, multi-stakeholder environments

• Experience with emerging technologies (AI, ML) in enterprise contexts

• Management consulting experience with focus on industry strategy or commercial excellence

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Responsibilities: Support day-to-day revenue operations of a fast-growing Revenue team. Develop and track key revenue metrics through dashboards and reporting. Analyze data to drive execution and identify opportunities for operational improvement and strategic decision-making. Initiate, manage, and successfully execute new, cross-functional initiatives that increase alignment and create synergies across Plaid. Establish and maintain an efficient operating model for GTM Revenue team, including running monthly business reviews and driving analysis to assess GTM performance.

Qualifications: 4-6 years of experience including 2+ years of business operations or revenue operations, investment banking, or management consulting. Strong analytical, financial modeling, and presentation skills. Ability to distill complex issues into structured frameworks and action plans. Excellent communication and collaboration skills with the ability to build productive and positive relationships across the organization. Familiarity with BI tools and CRM systems, including Salesforce, Tableau, knowledge of SQL. Nice to have: familiarity with startup business models and SaaS metrics, experience working in Fintech.

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Own the global revenue enablement strategy, spanning onboarding, continuous learning, role readiness, messaging, and field execution.

Build and scale a high-performing enablement team (program managers, enablement leads, content owners).

Partner with Revenue Leadership to identify performance gaps and design enablement programs that drive measurable improvements in productivity, conversion, and retention.

Lead enablement for major business changes, including:

New products and features

New customer segments or verticals

New sales motions, pricing, or packaging

Develop and maintain clear standards for sales methodology, messaging, and deal execution, in close partnership with Sales and Marketing.

Design onboarding experiences that ramp new hires quickly while maintaining quality and consistency at scale.

Collaborate with Revenue Tooling to ensure enablement is tightly integrated into systems (e.g., Salesforce, LMS, CMS, AI-powered tools).

Establish metrics and reporting to measure enablement effectiveness and ROI (time to productivity, win rates, adoption, etc.).

Act as a trusted advisor to senior Revenue leaders, balancing strategic vision with hands-on execution.

There are lots of paths that could lead you to be successful in a role like this; we think the strongest candidates will have some of this experience:

10+ years of experience in Revenue Enablement, Sales Operations, Revenue Operations, or related GTM roles in a B2B environment

5+ years of people management experience, including building and scaling teams

Experience supporting complex, multi-role revenue organizations (e.g., Sales, Account Management, Partnerships)

A track record of designing enablement programs that drive measurable business impact,not just content creation

Strong cross-functional leadership skills, with the ability to influence senior stakeholders and drive alignment

Comfort operating in ambiguity and building structure where none exists

Experience leveraging data and systems (Salesforce, BI tools, LMS platforms) to inform enablement strategy

Excellent written and verbal communication skills, with the ability to distill complexity into clear, actionable guidance

The total rewards package at Mercury includes base salary, equity (stock options/RSUs), and benefits.

Our salary and equity ranges are highly competitive within the SaaS and fintech industry and are updated regularly using the most reliable compensation survey data for our industry. New hire offers are made based on a candidate’s experience, expertise, geographic location, and internal pay equity relative to peers.

Our target new hire base salary ranges for this role are the following:

US employees in New York City, Los Angeles, Seattle, or the San Francisco Bay Area: $242,000-$300,000

US employees outside of New York City, Los Angeles, Seattle, or the San Francisco Bay Area: $218,000-$273,000

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As a Salesforce Developer, you'll work closely with Architecture, Data, TPM, and Systems Experience to turn intent into reality. Your responsibilities will include:

• Building and maintaining Salesforce functionality (flows, automation, objects, permissions)
• Implementing architectural designs without diverging from intent
• Improving reliability, performance, and maintainability of GTM systems
• Reducing tech debt and replacing fragile workarounds with durable solutions
• Partnering with Data Strategy to ensure clean data generation
• Supporting integrations and tooling across the revenue stack
• Participating in incident response and platform debugging
• Helping migrate functionality into core platforms rather than adding new tools

To succeed in this role, you'll need:

• 8+ years experience in Salesforce development or platform engineering roles
• Strong hands-on experience with Salesforce automation, flows, object models, permissions, and integrations
• Excited to own and maintain API-based integrations between Salesforce and downstream/upstream systems
• Demonstrated ability to build and refactor systems with durability, performance, and maintainability in mind
• Experience partnering with cross-functional teams to implement technical solutions
• Strong debugging and problem-solving skills in production environments
• Clear communication skills and comfort explaining technical tradeoffs

Preferred qualifications include experience with Salesforce Data Cloud, familiarity with GTM workflows, revenue operations, or customer lifecycle systems, and exposure to data pipelines, ETL processes, or downstream analytics usage.

The total rewards package at Mercury includes base salary, equity (stock options), and benefits. Our salary and equity ranges are highly competitive within the SaaS and fintech industry and are updated regularly using the most reliable compensation survey data for our industry. New hire offers are made based on a candidate's experience, expertise, geographic location, and internal pay equity relative to peers.

Our target new hire base salary ranges for this role are:

• US employees in New York City, Los Angeles, Seattle, or the San Francisco Bay Area: $158,400 - 198,000
• US employees outside of New York City, Los Angeles, Seattle, or the San Francisco Bay Area: $142,600 - 178,200
• Canadian employees (any location): CAD $149,700 - $187,100

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As a Business Operations Lead, you will play a crucial role in helping to streamline business processes, assist with key product launches, and manage internal and external business development (BD) initiatives.

Your primary responsibilities will include:

• Serving as a strategic right-hand to the Chief Business Officer, providing hands-on advisory across CRM strategy, internal process design, team organisational op model, data insights, and day-to-day operational decision-making.
• Delivering analysis that helps inform team performance in market, product utilisation, forecasting insights, and revenue trends for BD.
• Building and maintaining account/client tiering and prioritisation frameworks that help BD focus on the highest-value opportunities.
• Overseeing and tracking BD objectives and key results (OKRs), ensuring alignment with our long-term vision and strategy.
• Handling day-to-day business development operations, including pipeline management, deal flow, and forecasting, to ensure the team meets its objectives efficiently.
• Developing and running training sessions for the business development team, empowering them with the tools and processes needed to succeed.
• Helping orchestrate LayerZero's presence in both internal and external BD activities, coordinating participation in key meetings, events, and collaborations.
• Assisting with go-to-market (GTM) strategies and product launches, ensuring alignment with business development efforts and customer engagement.

To be successful in this role, you will need:

• 3–5+ years of experience in business operations, revenue operations, sales operations, or a similar function, ideally within a tech startup, high-growth, or Web3 environment.
• A deep understanding of BD/sales operations: pipeline management, deal tracking, CRM administration, and forecasting methodologies.
• Proven ability to build and improve operational processes from the ground up (SOPs, automation, cross-functional workflows).
• Strong analytical skills with experience building dashboards, performance reports, and data-driven recommendations.
• Excellent cross-functional communication. You thrive as the connective tissue between BD, Finance, Legal, Product, and Marketing.
• Highly organised, proactive, and comfortable operating with a high degree of ownership and ambiguity.
• Familiarity with CRM platforms (HubSpot, Salesforce, Linear, or similar) and modern GTM tooling.
• Experience supporting or partnering closely with executive leadership is a strong plus.

LayerZero Labs is committed to fostering a diverse and inclusive workplace. LayerZero Labs is an equal opportunity employer and does not discriminate on the basis of race, national origin, religion, gender, gender identity, sexual orientation, marital status, protected veteran status, disability, age, or any other legally protected status.

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You'll own our full GTM tech stack including Salesforce, Outreach, Gong, Apollo, Clay, Claude, and more, and be responsible for how we use AI to transform the way our field teams work. This is a high-visibility, high-ownership role that sits at the intersection of revenue strategy and technical execution.

Responsibilities:

• Identify, build, and iterate on AI-powered workflows using Hebbia, Claude, Clay, and adjacent tools for both pre- and post-sales teams
• Build and maintain prompt libraries and role-specific AI assistants that give field team members leverage in their day-to-day work; set up measurement frameworks to track what's actually moving the needle
• Own, administer, and continuously improve our core GTM tools, serving as the internal subject matter expert for each
• Keep all systems integrated and healthy, with clean data flowing across the stack so that every downstream workflow, report, and automation is built on a foundation that can be trusted
• Audit the full GTM workflow for manual, repetitive work and systematically replace it with automation across data capture, field updates, handoffs, lead enrichment, sequence enrollment, and signal monitoring
• Work closely with GTM and Operations to understand pain points, translate problems into technical solutions, and rollout processes and workflows

Requirements:

• 4 to 7 years of experience in Revenue Operations, GTM Systems, GTM Engineering, or a closely adjacent technical role in a B2B SaaS environment
• Practical experience with prompt engineering and building AI-assisted workflows using LLM APIs or tools like Claude
• Deep hands-on experience with GTM tools including Salesforce, Gong, Outreach, Apollo, and Clay, with a track record of building workflows and automations that teams actually use
• Comfortable working directly with APIs, webhooks, and data integrations. You can connect systems and debug sync issues without filing an engineering ticket
• Experience owning vendor relationships including renewals, evaluations, and contract negotiations
• Experience in fast-paced environments and be comfortable working both as part of a team and independently
• Demonstrated ability to prioritize workload and manage multiple concurrent projects
• Strong verbal and written communication skills; ability to work effectively with cross-functional teams

Total cash compensation range for this role is $140,000 to $190,000.

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You'll own our full GTM tech stack including Salesforce, Outreach, Gong, Apollo, Clay, Claude, and more, and be responsible for how we use AI to transform the way our field teams work. This is a high-visibility, high-ownership role that sits at the intersection of revenue strategy and technical execution.

Responsibilities:

• Identify, build, and iterate on AI-powered workflows using Hebbia, Claude, Clay, and adjacent tools for both pre- and post-sales teams
• Build and maintain prompt libraries and role-specific AI assistants that give field team members leverage in their day-to-day work; set up measurement frameworks to track what's actually moving the needle
• Own, administer, and continuously improve our core GTM tools, serving as the internal subject matter expert for each
• Keep all systems integrated and healthy, with clean data flowing across the stack so that every downstream workflow, report, and automation is built on a foundation that can be trusted
• Audit the full GTM workflow for manual, repetitive work and systematically replace it with automation across data capture, field updates, handoffs, lead enrichment, sequence enrollment, and signal monitoring

Cross-Functional Partnership:

• Work closely with the GTM and Operations teams to understand pain points, translate problems into technical solutions, and rollout processes and workflows

Who You Are:

• 4 to 7 years of experience in Revenue Operations, GTM Systems, GTM Engineering, or a closely adjacent technical role in a B2B SaaS environment
• Practical experience with prompt engineering and building AI-assisted workflows using LLM APIs or tools like Claude
• Deep hands-on experience with GTM tools including Salesforce, Gong, Outreach, Apollo, and Clay, with a track record of building workflows and automations that teams actually use
• Comfortable working directly with APIs, webhooks, and data integrations. You can connect systems and debug sync issues without filing an engineering ticket
• Experience owning vendor relationships including renewals, evaluations, and contract negotiations
• Experience in fast-paced environments and be comfortable working both as part of a team and independently
• Demonstrated ability to prioritize workload and manage multiple concurrent projects
• Strong verbal and written communication skills; ability to work effectively with cross-functional teams

Compensation:

• The total cash compensation range for this role is $140,000 to $190,000. This range may be inclusive of several career levels at Hebbia and will be narrowed during the interview process based on the candidate’s experience and qualifications. Adjustments outside of this range may be considered for candidates whose qualifications significantly differ from those outlined in the job description.

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With Greenlight, parents can automate allowance, manage chores, set flexible spend controls, and invest for their family's future. Kids and teens learn to earn, save, spend wisely, and invest.

At Greenlight, we believe every child should have the opportunity to become financially healthy and happy. It's no small task, and that's why we leap out of bed every morning to come to work. Because creating a better, brighter future for the next generation depends on it.

Greenlight's internship is a paid program for current college students. Throughout the internship, you'll collaborate on thoughtful projects and bring your fresh perspectives to impact our product and families.

We are seeking a motivated and proactive Sales Enablement & Operations Intern to join our team at Greenlight Financial Technology. We are looking for a go-getter and strong communicator who is passionate about evaluating AI-driven tools and designing structured programs to help us scale.

What you will be doing:

• Conduct workflow mapping of the B2B sales and renewal lifecycle to identify inefficiencies and manual bottlenecks.
• Research emerging AI-driven sales tools and help build structured evaluation frameworks comparing functional depth, security, and integration feasibility.
• Support 'build vs. buy' analyses for automation initiatives and assist in defining pilot success metrics and operational impact.
• Participate in the active testing of shortlisted platforms and contribute to implementation roadmaps and rollout sequencing.
• Develop structured summaries, presentations, and implementation playbooks for leadership discussions and final recommendations.

What you should bring:

• A 3.0 GPA or higher
• An interest in breaking down complex systems and a structured, logical approach to problem-solving.
• A comfort level with learning new software quickly and a genuine curiosity about AI, SaaS, fintech, or revenue operations.
• The ability to write clearly and concisely and translate data into executive-ready presentation materials.
• A proactive attitude toward contributing to high-impact initiatives beyond basic administrative tasks.
• Proficiency in Google Suite

Learning Opportunities:

• Gain deep insight into how fintech companies sell into financial institutions.
• Learn how sales enablement directly improves ramp time, productivity, and quota attainment.
• Move beyond the hype to see how AI tools are evaluated and tested within real-world business workflows.
• Understand how Go-To-Market strategies are designed, operationalized, and scaled.
• Receive direct guidance from the Sales Enablement & Operations Manager and gain exposure to senior Commercial leadership.

Additional Information

Who we are: It takes a special team to aim for a never-been-done-before mission like ours. We're looking for people who love working together because they know it makes us stronger, people who look to others and ask, 'How can I help?' and then 'How can we make this even better?' If you're ready to roll up your sleeves and help create a world where every child grows up to be happy and healthy in money and life, apply to join our team.

Greenlight is an equal opportunity employer and will not discriminate against any employee or applicant based on age, race, color, national origin, gender, gender identity or expression, sexual orientation, religion, physical or mental disability, medical condition (including pregnancy, childbirth, or a medical condition related to pregnancy or childbirth), genetic information, marital status, veteran status, or any other characteristic protected by federal, state or local law. Greenlight is committed to an inclusive work environment and interview experience. If you require reasonable accommodations to participate in our hiring process, please reach out to your recruiter directly or email accomodations@greenlight.me.

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We believe the future of law will be built by 'AI-Native Law Firms' , firms that are managed, scaled, and optimized by intelligent systems rather than manual processes and endless administrative work.

Our technology augments the capabilities of attorneys across every stage of a case , from intake and document review to strategy and settlement , so they can focus on what truly matters: achieving the best outcomes for their clients.

Why Join Eve:

Product-market fit: Eve is used by over 550+ law firms, and we're growing fast. Backed by top investors: We've raised over $160M from world-class partners including Spark Capital, Andreessen Horowitz(A16z), Menlo Ventures, and Lightspeed. Built by a world-class team: Engineers, designers, and operators from places like Scale, Meta, Airbnb, Cruise, Square, Rubrik, and Lyft are building Eve from the ground up. AI-Native from day one: We're on the bleeding edge of AI, collaborating directly with teams at OpenAI and Anthropic to build best-in-class AI workflows tailored for legal work. Explosive growth: We are growing 2X revenue Quarter over Quarter.

Why This Role:

You'll build the data, process, and tooling layer for Eve's Customer Success organization. We have 900+ accounts, a growing renewal book, and a CS team that's scaling fast. Health scores need to be rebuilt. Renewal forecasting needs to be trusted by Finance. Playbooks exist in theory but aren't operationalized. The data is there (Snowflake, product telemetry, CRM), but it's not connected to the workflows that CSMs run every day. This is not a reporting role. You'll spend most of your time designing systems: building the health score methodology that predicts churn, operationalizing playbooks, and standing up renewal forecasting that leadership and Finance trust. The rest of your time goes to capacity planning, territory design, and partnering with RevOps and Finance to make sure CS metrics are calculated consistently across the business.

What You'll Accomplish:

• Own CS analytics end-to-end: health scoring methodology, renewal forecasting, portfolio segmentation, and the dashboards that leadership and Finance rely on for decision-making
• Design and operationalize playbooks that drive customer outcomes: onboarding workflows, risk intervention sequences, expansion motions, renewal execution
• Use AI tools as part of your daily workflow: automating data pulls, building smarter alerting, finding patterns that manual analysis would miss
• Build and maintain the CS tech stack. Clean data, working automations, tooling the team relies on.

Partner with GTM Systems on shared infrastructure across the revenue stack

• Deliver capacity planning, territory design, and comp modeling that keeps pace with a growing team and portfolio
• Identify patterns across the portfolio: what's driving churn and where onboarding stalls. Turn those into specific actions for CSMs and leadership
• Partner with RevOps and Finance to make sure CS metrics (GRR, NRR, renewal forecasts) are calculated consistently, trusted across the business, and ready for executive reporting

What We Are Looking For:

• 5-8+ years in CS Operations, Revenue Operations, or Business Operations at a B2B SaaS company, with at least 2 years focused on Customer Success
• Hands-on experience building health scores, renewal forecasting models, and portfolio segmentation frameworks
• Strong SQL skills and comfort working directly with data warehouses
• Experience implementing and administering CS platforms, including configuration, workflow design, and driving adoption across a team
• Track record of designing processes that CSMs actually follow
• Ability to translate data into narrative for leadership: what's happening, why it matters, what to do about it
• Comfortable using AI tools (Claude, ChatGPT, Copilot) for analysis, automation, and workflow design

You'll Thrive in This Role If You Have:

• Experience with consumption-based or usage-based pricing models
• Background in legal technology or professional services SaaS
• Familiarity with AI/ML products and the adoption challenges they create
• Experience with CS platforms like Gainsight, Vitally, ChurnZero, or Totango
• Experience with Salesforce or HubSpot CRM administration and reporting.
• Familiarity with Snowflake, Looker, or similar BI/warehouse tools
• Background scaling CS operations at a company growing to $100M+ in ARR

Additional Information

Benefits:

Competitive Salary & Equity 401(k) Program with Employer Matching Health, Dental, Vision and Life Insurance Short Term and Long Term Disability Commuter Benefits Autonomous Work Environment Office Setup Reimbursement Flexible Time Off (FTO) + Holidays Quarterly Team Gatherings In office Perks

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We are seeking a Head of Revenue Operations to transform how Cyngn drives revenue by building a structured, data-driven growth engine across Sales, Marketing, and Customer Success.

Responsibilities

• Revenue System Design: Build and maintain top-of-funnel architecture, including lead scoring, segmentation, conversion benchmarks, and pipeline health dashboards, and hold sales individuals accountable for meeting these benchmarks
• Data-Driven Pipeline Management: Institute stage-by-stage analytics, win/loss modeling, and probability-weighted forecasting to improve forecast accuracy and deal velocity
• Operating Cadence: Establish and lead weekly/monthly growth reviews, funnel retrospectives, and KPI forums that drive accountability across Sales and Marketing
• Tools & Data Integrity: Define CRM data schema, drive CRM hygiene standards, and implement analytics tooling to extract actionable insights (CRM, attribution, forecasting, dashboards)
• Cross-Functional Collaboration: Partner with Sales Leadership, Marketing, Product, and Finance to align on ICP definition, lead generation strategy, and growth priorities
• Performance Measurement: Define success metrics and attribution models for lead sources, campaigns, sales activities, and revenue outcomes

Qualifications

• Experience: 8+ years in Revenue Operations, Sales Operations, or similar GTM analytics role in B2B SaaS or enterprise software environments
• Analytical Rigor: Strong background in data analytics, forecasting, funnel modeling, and KPIs (experience with CRM systems and BI tools required)
• Revenue Growth Mindset: Proven track record of building systems that accelerated pipeline velocity and improved forecast precision
• Process Builder: Skilled in translating business goals into repeatable processes and dashboards that scale with the business
• Collaborator: Fluency working cross-functionally with sales, marketing, finance, and product to unify GTM execution against strategic metrics
• Communication: Ability to present data clearly to executives, drive cross-team alignment, and influence without authority

Bonus Qualifications

• Experience in Robotics, IoT, SaaS, or other high-tech B2B environments
• Strong CRM and analytics stack fluency (e.g., Salesforce, HubSpot, Tableau/Looker, Outreach, Marketo)
• Track record of driving measurable growth improvements through operational excellence

Benefits & Perks

• Health benefits (Medical, Dental, Vision, HSA and FSA (Health & Dependent Daycare), Employee Assistance Program, 1:1 Health Concierge)
• Life, Short-term and long-term disability insurance (Cyngn funds 100% of premiums)
• Company 401(k)
• Commuter Benefits
• Flexible vacation policy
• Remote or hybrid work opportunities
• Sabbatical leave opportunity after 5 years with the company
• Paid Parental Leave
• Daily lunches for in-office employees and fully-stocked kitchen with snacks and beverages
• Monthly meal and tech allowances for remote employees

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We believe in a world where homes are owned by regular people, not corporations. Our mission is to provide authentic belonging experiences, empowering residents to become homeowners and homeowners to achieve financial freedom.

The Role

Belong is seeking a Sales Floor Operations Manager to help scale a fast-growing, high-velocity B2C sales organization without sacrificing execution quality. This is a hybrid role combining Sales Floor Management and Sales Operations / Revenue Operations ownership. It’s designed for an operator who thrives in the middle of action , someone who can enforce standards, bring structure, and translate strategy into daily execution.

Responsibilities

• Own day-to-day execution on the sales floor
• Drive discipline around activity levels and progression steps, pipeline hygiene and follow-up quality, cadence and sequencing adherence
• Enforce standards such as punctuality, preparedness, and accountability
• Partner closely with Sales Leadership to ensure strategy is executed without slowing the team down
• Act as the connective layer between leadership direction and rep execution
• Own cleanliness, accuracy, and reliability of Salesforce / Foundation
• Perform daily pipeline inspections and reporting
• Serve as the Salesforce power user for the Sales organization: CRM configuration, dashboards and reporting, dialers, automation, and tooling
• Simplify, document, and continuously improve sales processes
• Translate sales strategy into operational workflows that scale
• Identify bottlenecks and proactively implement fixes
• Use AI-powered tools to improve pipeline visibility, forecasting, and rep productivity
• Identify opportunities to automate manual workflows and reduce operational friction
• Partner with Sales, Product, and Ops teams to continuously upgrade tooling and processes

What We’re Looking For

• Strong background in B2C high-volume, high-velocity sales environments
• Previous experience managing or operating a fast-paced sales floor
• Proven Salesforce power user (reporting, automation, dashboards)
• Hands-on experience with modern sales tech stacks (CRM, dialers, automation tools)
• Familiarity with AI applied to sales workflows is a strong plus

Why This Role Matters

This role is foundational to scaling sales without breaking execution. Hiring more reps only works if the system behind them is bulletproof. You’ll help design and run the operating system for a repeatable, high-performing sales org. Your work will directly impact revenue growth, forecasting accuracy, and team performance

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In this cross-functional role, you'll collaborate with experts in infrastructure, security, design, and operations to build mission-critical internal and external features that power Stripe users around the world.

Responsibilities:

• Design the next generation of Stripe products to meet the high growth needs of our company and customers for years to come.
• Deliver value through a strong collaborative and users-first approach with stakeholders and customers.
• Mentor engineers to help them grow.
• Debug and solve critical production issues across services and multiple levels of the stack.

As an engineer on the team, you'll work on projects that span technologies, systems, and processes where you'll design, build, test, and ship great code every day.

We're looking for someone with 2-12+ years of experience in backend software development, who can write high-quality code in programming languages like Go, Java, C/C++, etc. You should have hands-on experience contributing to or building large-scale distributed systems, strong collaboration skills, and the ability to thrive on a high level of autonomy, responsibility, and think of yourself as entrepreneurial.

Preferred qualifications include familiarity with event-driven architectures, experience with subscription management, usage-based billing, or financial reporting systems, interest in financial infrastructure and how businesses manage their revenue operations, and direct leadership and mentorship experience.

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Reporting to the VP of Revenue Operations, you'll turn tribal knowledge into actionable enablement—shortening ramp times and maximising performance in a fast-growing environment.

Key Responsibilities:

• Build & Scale the Enablement Function: Define the core enablement charter, scope, and governance, creating a robust GTM wiki and systems to ensure it's a reliable resource for Sales.
• Own the Onboarding Experience: Develop and execute a standardised onboarding framework for Account Executives, aligning it with hiring and ramp objectives.
• Drive Strategic Sales Plays: Launch problem-based sales plays, including talk tracks, battle cards, demo flows, and value calculators.
• Centralise Knowledge & Enable Self-Service Learning: Consolidate documentation into a scalable, AI-powered GTM wiki (leveraging Le Chat).
• Measure & Optimise Impact: Go beyond vanity metrics—focus on ramp time, win rates, pipeline coverage, and forecast accuracy to measure enablement effectiveness.

Requirements:

• Proven Enablement Leader: 7+ years of Sales/Revenue Enablement experience in high-growth, technical, and global sales organisations.
• Technical & AI-Savvy: Deep understanding of AI, cloud, or enterprise SaaS products, with the ability to design programs that drive technical proficiency and market readiness.
• Data-Driven Strategist: You use analytics, win/loss insights, and performance metrics to shape strategy, prioritise initiatives, and measure impact.
• Strategic Builder: Experienced in structuring scalable frameworks and tools in fast-paced environments, turning ambiguity into actionable systems with a 'V1 mindset'.
• Collaborative Influencer: Skilled at partnering with Revenue Operations, Sales Leadership, and Product Marketing to align enablement with business goals and foster an AI-first culture.
• Global Thinker: Comfortable adapting enablement strategies for international teams, with experience in multi-regional sales organisations.
• Results-Oriented: Sharp business acumen with a focus on shortening ramp times, increasing productivity, and driving revenue growth through scalable solutions.
• Tech-Forward: Familiar with AI-driven sales tools, CRM systems, and sales methodologies, integrating them seamlessly into enablement programs.
• Agile & Adaptable: Thrives in dynamic environments, balancing strategic vision with hands-on execution to meet evolving business needs.
• Inclusive Leader: Committed to fair, transparent, and inclusive enablement practices that empower diverse teams.

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Responsibilities:

ICM Platform Implementation & Configuration

• Lead the end-to-end implementation and configuration of our ICM platform, including plan modeling, crediting rules, quota management, and payout calculations
• Translate compensation plan documents into system logic, ensuring accurate and auditable calculation outputs
• Design and maintain system workflows for plan changes, exceptions, and adjustments
• Develop and execute testing strategies to validate system accuracy before each compensation cycle
• Provide technical guidance during plan design discussions, advising on system capabilities and constraints

Data Integration & Architecture

• Build and maintain integrations between the ICM platform and source systems (CRM, ERP, HRIS, billing platforms)
• Ensure data integrity across the compensation data pipeline, from opportunity data through final payout
• Partner with Data Engineering and Revenue Operations to define data requirements and resolve data quality issues
• Document data flows, transformation logic, and system dependencies

System Administration & Optimization

• Serve as the primary system administrator for the ICM platform, managing user access, security, and system health
• Identify opportunities to streamline and automate compensation processes, reducing manual intervention and cycle time
• Monitor system performance and troubleshoot calculation errors or integration failures
• Evaluate and recommend new technologies, including Claude-powered solutions, to enhance system capabilities

Reporting & Analytics

• Build and maintain reporting infrastructure within the ICM platform to support compensation dashboards and attainment tracking
• Partner with Revenue Operations and Accounting to deliver accurate, timely compensation data for forecasting and accruals
• Enable self-service reporting for compensation administrators and business partners

You may be a good fit if you have:

• A passion for Anthropic's mission to build safe, transformative AI systems
• 5+ years of experience implementing or administering ICM platforms (e.g., Xactly, Varicent, Anaplan)
• Strong technical skills with experience in SQL, data integration tools, and system configuration
• Proven ability to translate business requirements into system logic and maintain accurate, auditable calculations
• Experience managing data pipelines and ensuring data quality across integrated systems
• Strong problem solving skills with a systematic approach to debugging and root cause analysis
• Excellent documentation practices and ability to communicate technical concepts to non-technical stakeholders
• Bachelor's degree in a technical or quantitative field preferred

Strong candidates may also have:

• Experience with full ICM platform implementation projects, including vendor selection and data migration
• Proficiency with APIs and integration platforms (e.g., Workato, Fivetran, custom ETL)
• Experience with Salesforce administration or development
• Familiarity with consumption-based compensation models
• Experience with Claude Code or other AI-assisted development tools
• Background in sales operations, revenue operations, or finance systems

The annual compensation range for this role is $190,000 - $270,000 USD.

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Responsibilities:

ICM Platform Implementation & Configuration

• Lead the end-to-end implementation and configuration of our ICM platform, including plan modeling, crediting rules, quota management, and payout calculations
• Translate compensation plan documents into system logic, ensuring accurate and auditable calculation outputs
• Design and maintain system workflows for plan changes, exceptions, and adjustments
• Develop and execute testing strategies to validate system accuracy before each compensation cycle
• Provide technical guidance during plan design discussions, advising on system capabilities and constraints

Data Integration & Architecture

• Build and maintain integrations between the ICM platform and source systems (CRM, ERP, HRIS, billing platforms)
• Ensure data integrity across the compensation data pipeline, from opportunity data through final payout
• Partner with Data Engineering and Revenue Operations to define data requirements and resolve data quality issues
• Document data flows, transformation logic, and system dependencies

System Administration & Optimization

• Serve as the primary system administrator for the ICM platform, managing user access, security, and system health
• Identify opportunities to streamline and automate compensation processes, reducing manual intervention and cycle time
• Monitor system performance and troubleshoot calculation errors or integration failures
• Evaluate and recommend new technologies, including Claude-powered solutions, to enhance system capabilities

Reporting & Analytics

• Build and maintain reporting infrastructure within the ICM platform to support compensation dashboards and attainment tracking
• Partner with Revenue Operations and Accounting to deliver accurate, timely compensation data for forecasting and accruals
• Enable self-service reporting for compensation administrators and business partners

You may be a good fit if you have:

• A passion for Anthropic's mission to build safe, transformative AI systems
• 5+ years of experience implementing or administering ICM platforms (e.g., Xactly, Varicent, Anaplan)
• Strong technical skills with experience in SQL, data integration tools, and system configuration
• Proven ability to translate business requirements into system logic and maintain accurate, auditable calculations
• Experience managing data pipelines and ensuring data quality across integrated systems
• Strong problem solving skills with a systematic approach to debugging and root cause analysis
• Excellent documentation practices and ability to communicate technical concepts to non-technical stakeholders
• Bachelor's degree in a technical or quantitative field preferred

Strong candidates may also have:

• Experience with full ICM platform implementation projects, including vendor selection and data migration
• Proficiency with APIs and integration platforms (e.g., Workato, Fivetran, custom ETL)
• Experience with Salesforce administration or development
• Familiarity with consumption-based compensation models
• Experience with Claude Code or other AI-assisted development tools
• Background in sales operations, revenue operations, or finance systems

Logistics

Education requirements: We require at least a Bachelor's degree in a related field or equivalent experience. Location-based hybrid policy: Currently, we expect all staff to be in one of our offices at least 25% of the time. However, some roles may require more time in our offices. Visa sponsorship: We do sponsor visas! However, we aren't able to successfully sponsor visas for every role and every candidate. But if we make you an offer, we will make every reasonable effort to get you a visa, and we retain an immigration lawyer to help with this. We encourage you to apply even if you do not believe you meet every single qualification. Not all strong candidates will meet every single qualification as listed. Research shows that people who identify as being from underrepresented groups are more prone to experiencing imposter syndrome and doubting the strength of their candidacy, so we urge you not to exclude yourself prematurely and to submit an application if you're interested in this work. Your safety matters to us. To protect yourself from potential scams, remember that Anthropic recruiters only contact you from @anthropic.com email addresses. In some cases, we may partner with vetted recruiting agencies who will identify themselves as working on behalf of Anthropic. Be cautious of emails from other domains. Legitimate Anthropic recruiters will never ask for money, fees, or banking information.

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You will serve as a trusted advisor and operational force multiplier, bringing deep B2B SaaS expertise to help teams achieve revenue targets while building scalable frameworks that drive industry-specific customer success.

Responsibilities:

Industry Strategy & Analysis:

Partner with sales and regional leaders to develop go-to-market strategy, motions, country/region prioritisation and sector focus and strategy. Refine industry-specific go-to-market strategies across key verticals (e.g., Financial Services, Healthcare, Technology, Retail, Manufacturing etc.)

Identify Industry customer needs, pain points etc. and share feedback cross functionally to guide solution building across global teams such as product, engineering, finance, legal etc.

Build and maintain industry-specific value propositions, use cases, and sales playbooks

Drive territory and account segmentation strategies based on industry characteristics and opportunity

Establish industry benchmarks and best practices to guide sales approach and prioritization

Work with Finance on target setting, planning and bottom-up modeling

Go-to-Market Strategy & Execution:

Develop comprehensive industry frameworks that standardize how customers in each vertical derive value from our solutions

Drive quarterly, semi-annual, and annual planning cycles for industry-focused GTM segments

Analyse industry-specific sales metrics and pipeline dynamics to develop proactive insights

Partner with Account Executives to evolve sales motions and industry best practices based on vertical nuances

Continuously evaluate market opportunities, competitive positioning, and whitespace within target industries

Cross-Functional Leadership:

Lead collaboration across Strategy and RevOps, Sales Enablement, Strategic Finance, Product, and Marketing teams to ensure industry alignment

Work with Product teams to communicate industry-specific feature requirements and market feedback

Prepare executive-level materials including industry performance reviews, strategic planning sessions, and board updates

Drive alignment across teams to ensure consistent execution of industry-specific go-to-market strategies

Partner with Marketing on industry-focused campaigns, events, and thought leadership initiatives

Operational Excellence:

Remove operational bottlenecks specific to complex industry sales cycles and compliance requirements

Execute critical processes including strategic account transitions, industry-specific CRM configurations, and vertical market data management

Optimise sales technology stack and ensure effective adoption of Salesforce and other sales tools

Establish sales process methodology, qualification criteria, and stage definitions for consistent execution

Ensure smooth operations across complex, multi-stakeholder sales motions typical in enterprise B2B software

You may be a good fit if you have:

Required qualifications:

10+ years of experience in B2B SaaS or enterprise software, with focus on sales strategy, revenue operations, industry consulting, or commercial roles

Deep expertise in one or more enterprise industry verticals with proven track record of driving growth in those markets

Strong analytical capabilities with demonstrated ability to convert complex industry data into actionable insights and strategy

Direct experience in commercial GTM roles selling or supporting sales of B2B software solutions to enterprise customers

Proven experience designing territories, setting quotas, and building variable compensation plans for enterprise sales teams

Track record of building sales capacity models, productivity frameworks, and headcount planning processes

Extensive experience with enterprise CRM systems (Salesforce required) and business intelligence tools

Proven ability to influence and partner with C-level stakeholders and senior sales leadership

Track record of developing industry-specific frameworks, sales plays, and value propositions

Bachelor's degree in business, economics, or related field

Strong candidates may also have:

Experience at high-growth B2B SaaS companies, particularly in industry-focused GTM or vertical sales roles

Background in AI/ML, cloud infrastructure, or enterprise software companies serving multiple industries

Track record of scaling sales organisations through 3x+ growth periods in B2B software, including territory expansion and comp plan evolution

MBA or advanced degree

Experience building industry-specific go-to-market motions from scratch

Track record of scaling sales organisations through 3x+ growth periods in B2B software

Direct enterprise sales or sales engineering experience in complex, multi-stakeholder environments

Experience with emerging technologies (AI, ML) in enterprise contexts

Management consulting experience with focus on industry strategy or commercial excellence

Deadline to apply: None. Applications will be reviewed on a rolling basis.

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Responsibilities

• Partner closely with the sales leadership and other senior leaders across Go to Market to drive and operationalize GTM strategy and global growth
• Lead strategic and operational GTM planning, and drive excellence in execution
• Lead and build a high-performing Sales Operations team; Set clear priorities, success metrics, and development paths for your team
• Drive executive level business presentations (i.e. Business Reviews)
• Lead key sales productivity initiatives focused on customer success, bookings growth, pipeline development and ecosystem alignment
• Design territory, account segmentation, capacity, and quota models to improve growth and productivity
• Deliver actionable insights on pipeline health, deal velocity, win rates, and sales performance

Required Skills & Experience

• 10+ years of experience in Sales Operations, Revenue Operations, or related roles, with significant enterprise focus
• 6+ years leading teams in a complex, matrixed B2B environment
• A high-performance people leader, experience leading and developing a strong regional team with a track record of engaging and growing diverse talent to greater success
• Skilled with data, analysis, and delivering insights
• Deep expertise in enterprise GTM models, forecasting, quota/territory design, and pipeline management
• Proven track record of improving forecast accuracy, pipeline quality, and revenue predictability at scale
• Deep understanding of sales motions, processes, go-to-market processes, and supporting technologies (CRM, analytics,).
• Strong executive communication skills, both interpersonal and written, and influence; skilled at translating complexity into clarity
• Strong analytical and storytelling skills; ability to translate data into executive-ready insights
• Ability to diagnose complex, ambiguous business problems and translate them into clear operating plans, processes, and metrics
• Experience inspiring change management across large sales organizations, including process adoption, tool rollout, and behavioral change

Bonus Qualifications

• Active Replit user with understanding of developer tools and coding platforms
• Experience at a high-growth SaaS company or developer-focused platform
• Background in finance, accounting, or business operations
• Experience with sales enablement and training programs
• Experience with consumption-based or usage-based revenue models in addition to traditional SaaS contract structures
• Have experience integrating AI/ML capabilities into business systems to drive automation and predictive insights
• Have experience with international GTM operations and multi-currency, multi-entity commercial systems

Full-Time Employee Benefits Include:

• Competitive Salary & Equity
• 401(k) Program with a 4% match
• Health, Dental, Vision and Life Insurance
• Short Term and Long Term Disability
• Paid Parental, Medical, Caregiver Leave
• Commuter Benefits
• Monthly Wellness Stipend
• Autonomous Work Environment
• In Office Set-Up Reimbursement
• Flexible Time Off (FTO) + Holidays
• Quarterly Team Gatherings
• In Office Amenities

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Foster City, CA (Hybrid) In office M,W,F

Employment Type

Full time

Location Type

Hybrid

Department

GTMRevenue Operations

Compensation

• Compensation is determined based on career level, with the base salary for this role ranging from $95K – $120K • Offers Equity

Replit is seeking a Deal Desk Analyst to support our sales operations and ensure seamless deal execution. In this role, you'll be the operational backbone of our revenue team, managing complex deal structures, pricing approvals, and contract processes. You'll play a critical role in accelerating our sales cycle while maintaining deal quality and compliance standards that support our mission to democratize software creation.

What You'll Do

• Manage end-to-end deal desk operations including quote generation, pricing approvals, and contract reviews

• Partner with sales teams to structure complex deals for enterprise customers

• Maintain pricing integrity and ensure compliance with company policies and legal requirements

• Streamline deal approval workflows and reduce sales cycle friction through process optimization

• Collaborate with finance, legal, and product teams on non-standard deal terms and pricing exceptions

• Generate accurate sales forecasts and deal pipeline reports for leadership

• Create and maintain documentation for deal desk processes and pricing guidelines

• Support contract negotiations and amendments with cross-functional stakeholders

• Analyze deal performance metrics and identify opportunities for process improvements

• Train sales teams on deal desk tools, processes, and best practices

Required Skills & Experience

• 3+ years of experience in deal desk, sales operations, or revenue operations roles

• Understanding of SaaS pricing models, contract terms, and deal structuring

• Proficiency with CRM systems (Salesforce preferred) and CPQ (Configure, Price, Quote) tools

• Analytical skills with experience in Excel/Google Sheets and data analysis

• Strong attention to detail and ability to manage multiple complex deals simultaneously

• Effective communication skills to collaborate with sales, finance, legal, and product teams

• Experience with contract management and understanding of standard SaaS agreement terms

• Ability to work in a fast-paced environment and adapt to changing business needs

Bonus Qualifications

• Active Replit user with understanding of developer tools and coding platforms

• Experience at a high-growth SaaS company or developer-focused platform

• Background in finance, accounting, or business operations

• Familiarity with subscription billing models and usage-based pricing

• Experience with sales enablement and training programs

_This is a full-time role that can be held from our Foster City, CA office. The role has an in-office requirement of Monday, Wednesday, and Friday._

Full-Time Employee Benefits Include:

💰 Competitive Salary & Equity

💹 401(k) Program with a 4% match

⚕️ Health, Dental, Vision and Life Insurance

🩼 Short Term and Long Term Disability

🚼 Paid Parental, Medical, Caregiver Leave

🚗 Commuter Benefits

📱 Monthly Wellness Stipend

🧑‍💻 Autonomous Work Environment

🖥 In Office Set-Up Reimbursement

🏝 Flexible Time Off (FTO) + Holidays

🚀 Quarterly Team Gatherings

☕ In Office Amenities

Want to learn more about what we are up to?

• Meet the Replit Agent

• Replit: Make an app for that

• Replit Blog

• Amjad TED Talk

Interviewing + Culture at Replit

• Operating Principles

• Reasons not to work at Replit

To achieve our mission of making programming more accessible around the world, we need our team to be representative of the world. We welcome your unique perspective and experiences in shaping this product. We encourage people from all kinds of backgrounds to apply, including and especially candidates from underrepresented and non-traditional backgrounds.

Compensation Range: $95K - $120K

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You will own the vision and roadmap for Replit's GTM systems—including CRM and CPQ—while partnering closely with Finance and Legal on adjacent billing, order management, and revenue recognition workflows. You'll lead a growing team of systems professionals and collaborate across Sales, Marketing, Engineering, and other stakeholders to deliver scalable solutions that support both day-to-day commercial operations and board-level reporting.

This is a role for someone who has built and scaled GTM systems at organisations generating billions in revenue, understands the rigor required for public company controls and compliance, and thrives at the intersection of technology strategy and business operations.

Responsibilities

• Define and execute the long-term vision and roadmap for Replit's GTM systems, with direct ownership of CRM and CPQ platforms
• Own the Salesforce platform strategy and architecture, ensuring it scales to support complex enterprise sales motions, consumption-based pricing models, and multi-geo operations
• Partner with Finance, Legal, and Deal Desk on billing, order management, and revenue recognition systems and workflows, ensuring GTM systems feed accurate and timely data into downstream processes
• Establish systems and controls that meet public company reporting standards, including SOX-readiness for GTM-related processes and data flows
• Build, mentor, and lead a high-performing team of GTM systems professionals, fostering a culture of operational excellence and continuous improvement
• Drive cross-functional alignment across Sales, Marketing, Finance, Legal, and Engineering to ensure systems investments support business priorities and regulatory requirements
• Evaluate, select, and integrate best-in-class technologies into the revenue tech stack, making thoughtful build-vs-buy decisions as the organisation scales
• Develop data governance frameworks and ensure data integrity across all GTM systems, enabling reliable forecasting, pipeline management, and revenue reporting
• Leverage AI and automation to enhance system capabilities, reduce manual processes, and unlock productivity gains across revenue-generating functions
• Establish and maintain strong vendor relationships, negotiating contracts and managing third-party implementation partners

Requirements

• 15+ years of experience in GTM systems, revenue operations, or business systems, with at least 7 years in a leadership role managing teams
• Have built and scaled GTM systems infrastructure at organisations generating $1B+ in annual revenue
• Possess deep expertise in Salesforce architecture, including experience with enterprise-scale implementations supporting complex sales processes and integrations
• Have hands-on experience partnering on quote-to-cash processes (billing, order management, revenue recognition) and understand how CRM and CPQ systems integrate with downstream financial workflows
• Have direct experience supporting public company reporting requirements, SOX compliance, and audit readiness for GTM-related systems and controls
• Demonstrate a track record of effective cross-functional partnership with Finance, Legal, Sales Leadership, and Engineering teams
• Bring strong people leadership skills with experience building and developing teams in fast-paced, high-growth environments
• Can seamlessly move between strategic planning and hands-on technical problem-solving
• Communicate complex technical concepts clearly to executive and non-technical audiences

Bonus Qualifications

• Active Replit user with understanding of developer tools and coding platforms
• Experience at a high-growth SaaS company or developer-focused platform
• Background in finance, accounting, or business operations
• Experience with sales enablement and training programs
• Experience with consumption-based or usage-based revenue models in addition to traditional SaaS contract structures
• Bring familiarity with modern revenue tech stacks including tools like Stripe, Metronome, Nue.io, Workday Financials, or similar platforms
• Have experience integrating AI/ML capabilities into business systems to drive automation and predictive insights
• Hold relevant certifications such as Salesforce Architect credentials
• Have experience with international GTM operations and multi-currency, multi-entity commercial systems

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Location

San Francisco

Employment Type

Full time

Location Type

Hybrid

Department

Applied AI

Compensation

• $293K – $385K • Offers Equity

The base pay offered may vary depending on multiple individualized factors, including market location, job-related knowledge, skills, and experience. If the role is non-exempt, overtime pay will be provided consistent with applicable laws. In addition to the salary range listed above, total compensation also includes generous equity, performance-related bonus(es) for eligible employees, and the following benefits.

• Medical, dental, and vision insurance for you and your family, with employer contributions to Health Savings Accounts

• Pre-tax accounts for Health FSA, Dependent Care FSA, and commuter expenses (parking and transit)

• 401(k) retirement plan with employer match

• Paid parental leave (up to 24 weeks for birth parents and 20 weeks for non-birthing parents), plus paid medical and caregiver leave (up to 8 weeks)

• Paid time off: flexible PTO for exempt employees and up to 15 days annually for non-exempt employees

• 13+ paid company holidays, and multiple paid coordinated company office closures throughout the year for focus and recharge, plus paid sick or safe time (1 hour per 30 hours worked, or more, as required by applicable state or local law)

• Mental health and wellness support

• Employer-paid basic life and disability coverage

• Annual learning and development stipend to fuel your professional growth

• Daily meals in our offices, and meal delivery credits as eligible

• Relocation support for eligible employees

• Additional taxable fringe benefits, such as charitable donation matching and wellness stipends, may also be provided.

More details about our benefits are available to candidates during the hiring process.

This role is at-will and OpenAI reserves the right to modify base pay and other compensation components at any time based on individual performance, team or company results, or market conditions.

About the Team

Within Applied Engineering, the Financial Engineering team ensures that our products are monetized effectively to accommodate customers' varying needs and scales. Collaborating closely with the GTM and Finance teams, we strive to tailor our billing stack to our evolving internal requirements.

About the role

We are looking for an Engineering Manager to build and operate the workflows to power quoting, tracking, and fulfillment for everything sold by OpenAI. We also build critical billing and invoicing capabilities (and partner closely on customer-facing billing experiences) to ensure financial integrity, auditability, and a seamless, transparent onboarding and billing journey for enterprise customers.

In this role you will:

• Lead and grow a team of engineers responsible for order management automation, focusing on reliability, correctness, and smooth customer onboarding.

• Own the architecture and roadmap for order data flows into downstream systems (e.g., internal provisioning services, billing/invoicing services, and revenue workflows).

• Build and operate resilient workflows and services that automate entitlements, provisioning, usage controls, SKU attribution, invoice generation/delivery, and revenue recognition—minimizing manual steps while maximizing correctness and traceability.

• Improve accuracy and timeliness of provisioning, billing, and invoicing—reducing manual intervention and operational load through automation, validation, and reconciliations.

• Establish strong operational practices (observability, alerting, runbooks, on-call) so systems remain healthy without constant human oversight.

• Partner deeply with Sales Operations, Finance, Accounting, Support, Product, Security, and Compliance to translate requirements into resilient, auditable workflows.

• Drive clarity across ambiguous problem spaces and evolving product offerings; create frameworks and abstractions that scale as OpenAI’s commercial footprint expands.

• Set high engineering standards via technical direction, design reviews, mentoring, and fostering a culture of ownership and continuous improvement.

• Bring strong leadership: teach and level up engineers, recruit and retain talent, manage stakeholders, and scope work to balance customer needs with realistic deliverables.

You might thrive in this role if you:

• Have 7+ years of professional software engineering experience, including 3+ years leading engineers or managing teams.

• Have experience integrating revenue platforms (e.g., CPQ, billing, invoicing, revenue recognition, entitlement systems).

• Have built or operated complex commerce / SaaS ordering systems.

• Are strong in systems design, data modeling, and building reliable distributed services and workflows.

• Have experience in domains where correctness, auditability, and reconciliation are essential (e.g., payments, ERP/finance systems, invoicing/revenue recognition).

• Can lead (or effectively partner on) customer-facing billing experiences with a focus on clarity, accessibility, and trust.

• Care deeply about operational excellence and building systems that are observable, predictable, and resilient.

• Communicate clearly, build trust, and lead with context rather than control; you’re energized by close cross-functional partnership.

Nice to Have

• Experience with large-scale SaaS billing or enterprise account provisioning; usage-based and/or seat-based pricing; invoice generation at scale.

• Familiarity with finance and revenue operations concepts (e.g., proration, credits/adjustments, revenue schedules).

• Exposure to common CRM/ERP and payment ecosystems (e.g., CPQ, invoicing, collections, payment processors), without reliance on any single vendor.

About OpenAI

OpenAI is an AI research and deployment company dedicated to ensuring that general-purpose technologies like artificial intelligence benefit all of humanity.

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Location

San Francisco

Employment Type

Full time

Department

Applied AI

Compensation

• $230K – $385K • Offers Equity

The base pay offered may vary depending on multiple individualized factors, including market location, job-related knowledge, skills, and experience. If the role is non-exempt, overtime pay will be provided consistent with applicable laws. In addition to the salary range listed above, total compensation also includes generous equity, performance-related bonus(es) for eligible employees, and the following benefits.

• Medical, dental, and vision insurance for you and your family, with employer contributions to Health Savings Accounts

• Pre-tax accounts for Health FSA, Dependent Care FSA, and commuter expenses (parking and transit)

• 401(k) retirement plan with employer match

• Paid parental leave (up to 24 weeks for birth parents and 20 weeks for non-birthing parents), plus paid medical and caregiver leave (up to 8 weeks)

• Paid time off: flexible PTO for exempt employees and up to 15 days annually for non-exempt employees

• 13+ paid company holidays, and multiple paid coordinated company office closures throughout the year for focus and recharge, plus paid sick or safe time (1 hour per 30 hours worked, or more, as required by applicable state or local law)

• Mental health and wellness support

• Employer-paid basic life and disability coverage

• Annual learning and development stipend to fuel your professional growth

• Daily meals in our offices, and meal delivery credits as eligible

• Relocation support for eligible employees

• Additional taxable fringe benefits, such as charitable donation matching and wellness stipends, may also be provided.

More details about our benefits are available to candidates during the hiring process.

This role is at-will and OpenAI reserves the right to modify base pay and other compensation components at any time based on individual performance, team or company results, or market conditions.

About the Team

The GTM (Go-To-Market) Innovation team is an internal powerhouse revolutionizing how we engage customers through groundbreaking applications of our technology. As an incubator, we amplify the impact of Sales, Technical Success, Enablement, and Revenue Operations by deploying our technology at scale. This team applies advanced capabilities to real-world interactions — reshaping conversations with customers, learning from every exchange, and finding novel ways to show the value of our technology.

About the Role

We’re looking for Full Stack software engineers with a product mindset to join the GTM Innovation team.

As a product engineer on this team, you’ll help OpenAI meet the world at scale. You’ll partner closely with go-to-market teams to understand their workflows, identify leverage points, and ship novel solutions using OpenAI’s API platform.

You’ll move quickly from prototype to production, and your work will directly shape how customers experience our technology in the field. This role is ideal for engineers who want to be close to users, own end-to-end outcomes, and help define entirely new categories of enterprise software.

In this role, you will:

• Build high-impact applications and tools that accelerate OpenAI’s go-to-market efforts

• Work across the full product lifecycle for GTM: prototype, iterate, ship, and maintain

• Embed with Sales, Technical Success, and Revenue Operations to identify user needs and build for them

• Apply OpenAI’s models in novel ways to solve real-world customer and internal workflow problems

• Translate learnings into feedback for Applied and Research teams to inform product development

You’ll thrive in this role if you:

• Have 4+ years of experience as a software/ML/product engineer working on user-facing systems

• Former founder, or early engineer at a startup who built a product from scratch is a plus

• Are fluent in Python or JavaScript and comfortable building full-stack applications

• Have built or prototyped LLM-powered workflows using the OpenAI API (or similar)

• Take initiative, move quickly, and operate with a strong sense of ownership

• Enjoy working closely with end users and shaping 0→1 products

• Are collaborative, curious, and motivated to make an outsized impact at the frontier of AI

About OpenAI

OpenAI is an AI research and deployment company dedicated to ensuring that general-purpose artificial intelligence benefits all of humanity. We push the boundaries of the capabilities of AI systems and seek to safely deploy them to the world through our products. AI is an extremely powerful tool that must be created with safety and human needs at its core, and to achieve our mission, we must encompass and value the many different perspectives, voices, and experiences that form the full spectrum of humanity.

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What you'll do

• E2E Process Management - Build and maintain strategic automations and standardized processes that support cross-functional teams and promote consistency and adoption.
• Cross-Functional Collaboration - Collaborate with cross-functional teams to drive initiatives that enhance revenue generation and operational effectiveness.

What you need

• 4+ years of Revenue Operations at high-growth technology companies
• Proven track record of developing and implementing end-to-end solutions, from data collection and analysis to execution.

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What you'll do

• Full-cycle recruiting for a broad range of GTM roles, from early-stage hires to strategic senior leaders in Sales, Customer Success, Partnerships, and Revenue Operations.

What you need

• Proven experience in full-cycle GTM recruiting, ideally in high-growth technology environments.

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