Job Summary:
As a Senior Revenue Operations & AI Adoption Executive, you'll own the systems, data, and automation that connect Sales, Marketing, and Customer Success. This is a senior individual-contributor role with architectural ownership: you will design the CRM data model, lead revenue analytics and forecasting, build the automation and AI infrastructure the GTM org runs on, and set the operating standards other RevOps executives and GTM teams follow.
This is also a builder role, ideal for someone who enjoys owning systems end-to-end, designing scalable processes, and working directly with Sales, Marketing, Finance, and leadership to translate ambiguous business problems into scalable systems.
Responsibilities:
1. Revenue Operations Strategy & GTM Analytics
• Own end-to-end revenue reporting: pipeline, MRR, expected MRR, conversion, stage movement, forecasting, and revenue performance
• Build and continuously evolve management dashboards and recurring weekly/monthly revenue reporting for leadership
• Maintain pipeline and revenue snapshots to enable historical trend analysis and forecasting accuracy
• Lead ad-hoc analysis and data-driven input for business reviews, board decks, and leadership decision-making
• Set the reporting and metrics framework (definitions, cadences, ownership) that the entire S&M team follows
2. CRM Architecture, Data Governance & Salesforce Administration
• Own Salesforce configuration end-to-end: custom objects, fields, Flows, validation rules, sharing model, and Experience Cloud access
• Define and enforce data governance standards across Leads, Accounts, Contacts, and Opportunities
• Design multi-track lead qualification frameworks (e.g. product-line-specific tracks), BANT structures, and auto-population logic
• Diagnose and resolve complex production issues (record-locking flows, trigger bugs, sharing/ownership conflicts) with root-cause investigation
• Author CRM SOPs and process documentation that scale as the GTM org grows
3. Revenue Automation & AI-Driven Systems
• Architect the revenue automation stack — intent/visitor data, contact enrichment, email sequencing, and workflow orchestration (e.g. Factors.ai, Apollo/Seamless, Salesforce, n8n, Make)
• Build integrations across CRM, communication, productivity, and GTM systems to create connected, end-to-end workflows
• Design AI-assisted processes that convert unstructured inputs (emails, meeting notes, internal chat) into structured CRM and revenue data
• Evaluate and maintain the entire S&M tech stack, building custom MCP/API connectors where needed to enable AI-assisted workflows
• Build lightweight internal tools or agents where off-the-shelf software doesn't solve the problem
4. Pipeline & Forecast Ownership
• Own monthly pipeline and revenue forecast accuracy, including coverage-vs-target analysis
• Build and maintain deal/pipeline health scoring (risk flags, weighted scoring, stage-based alerts) for rep- and manager-level visibility
• Identify forecast risk early and communicate gaps to Sales leadership with supporting data
• Run pipeline hygiene audits — stale-deal and stale-lead identification using activity-based (not just date-based) criteria
• Support Monthly/Quarterly Business Reviews with accurate, defensible revenue and pipeline narratives
5. Cross-Functional Leadership & GTM Intelligence
• Partner with Sales, Marketing, Finance, Legal, and Customer Success to design cross-functional workflows (deal approvals, commercial reviews, customer hand-offs)
• Build structured intake/ticketing processes for revenue-related requests with clear SLAs and ownership
• Own competitive intelligence and account/GTM research frameworks that drive outbound and demand-gen prioritization
• Mentor and set standards for other RevOps Executives, reviewing their CRM builds, reports, and automations
• Continuously identify and prioritize process redesigns that scale with GTM headcount growth
Requirements
Who Should Apply:
This role is ideal for candidates with 2-3 years of experience in Revenue Operations, Sales Operations, or GTM Analytics, with demonstrated ownership of a CRM instance end-to-end.
Required Skills:
• 2-3 years in Revenue Operations, Sales Operations, or GTM Analytics, with demonstrated ownership of a CRM instance end-to-end
• Deep, hands-on Salesforce administration expertise: Flows, validation rules, sharing/security model, custom objects, Experience Cloud
• Proven experience designing and operating automation/integration workflows (n8n, Make, or equivalent) or AI tools (Claude, OpenAI etc) across multiple systems
• Strong quantitative fluency in revenue/SaaS metrics (MRR, pipeline coverage, conversion, forecasting) and advanced spreadsheet modeling
• Excellent written communication for leadership reporting, SOPs, and cross-functional alignment, with a track record of translating ambiguous business problems into scalable systems
Nice to Have:
• Experience with AI/LLM-assisted workflow design (agentic automation, structured data extraction from unstructured text)
• Background in B2B SaaS, supply chain, or retail-tech GTM
• Experience building GTM strategy for new market segments or regulatory-driven opportunities
• Familiarity with MCP/API connector setup for AI-assisted tooling
