Senior GTM Operations Manager

Summary

Join RevenueCat as our Senior GTM Operations Manager and play a pivotal role in building and refining processes that empower our GTM teams to operate effectively at scale. This hands-on role requires experience with tools like Salesforce, Looker, and others, and involves designing lead routing processes, managing partner programs, optimizing data flows, and improving reporting. You will work across marketing, sales, and customer success teams, collaborating to streamline workflows and ensure operational alignment. The ideal candidate possesses 5+ years of experience in operations, technical know-how of CRMs and automation platforms, and a knack for data analysis and report building. This is a fully remote and flexible role offering competitive equity, generous time off, and a workspace setup stipend.

Requirements

• 5+ years of experience in operations: Whether it’s marketing ops, revenue ops, sales ops, or even project management, we’re flexible. What matters is that you’ve been in the trenches, building and optimizing processes that actually drive results
• Technical know-how of CRMs and automation platforms: You don’t need to know Salesforce or HubSpot specifically (although if you do, that’s great!), but we do need someone who understands how these tools work under the hood. You should have strong admin skills, be quick to learn new platforms, and get the logic behind how these systems are set up
• Experience managing complex data hierarchies: You should have experience working with “one-to-many” relationships in data—where, for example, one lead is connected to multiple accounts or systems. If this is new to you, you’ll need to be able to get up to speed quickly. We’re looking for someone who’s already comfortable navigating this complexity or who can independently tackle it right away
• Hands-on experience building and improving automation workflows: You’ve built complex workflows from scratch, but here’s the kicker—you’ve also simplified them. We want someone who’s not just good at building but also at improving and streamlining processes to make them more efficient
• A knack for analyzing data and building reports: You’re great at analyzing large volumes of data and creating reports that make sense to the broader team. You can take complex data sets and turn them into clear, actionable insights that everyone can use to make informed decisions
• Experience creating order from chaos: You’ve stepped in where processes were a mess and made them work. You’ve implemented change in environments where things have “just worked” for a long time, even when that meant pushing for uncomfortable but necessary changes to meet evolving business needs. You’re not afraid to challenge the status quo if it means improving operations
• Experience evaluating and implementing core GTM systems: You’ve been hands-on in evaluating, selecting, and implementing a key GTM system from scratch. Whether it’s a CRM, marketing automation platform, or another tool, you’ve worked through the entire process and can manage the implementation smoothly
• Vendor negotiation skills: You’ve got experience negotiating with vendors to secure the best business outcomes while maintaining great working relationships. Whether it’s negotiating contracts or managing ongoing partnerships, you know how to balance business needs with vendor relationships to get results
• Experience enabling the wider team on new tooling and/or processes: You’ve helped onboard and train team members on new systems, tools, or processes, ensuring they understand how to use them effectively and are set up for success. You’re great at breaking down complex concepts and making them easy for others to adopt

Responsibilities

• Design and implement a lead routing process: Enrich product signups, form fills, and content downloaders with firmographic data
• Qualify leads based on enriched data to identify high-potential prospects
• Route qualified leads to sales engineers with prioritization based on their actions (e.g., signup, form fill, report download)
• Address gaps in current data flow: Spot inefficiencies and propose tooling solutions to address them
• Evaluate tooling options with key stakeholders, lead the purchase and negotiation processes, and oversee implementation
• Work with relevant teams (data, product, end users) and enable team members to use the new tools effectively
• Develop and manage a partner program process: Collaborate with the partnerships manager to create processes spanning multiple systems (e.g., PartnerStack, Salesforce, Crossbeam)
• Optimize data flows to eliminate friction for partners submitting leads and tracking their progression
• Support cross-functional GTM initiatives: Streamline workflows for campaign execution, lifecycle management, and reporting
• Partner with marketing, sales, and customer success teams to ensure operational alignment and efficiency
• Own and improve top-of-funnel reporting: Audit and refine existing reports to ensure accurate tracking of key metrics
• Build dashboards in tools like Salesforce, Looker, or Hockeystack to showcase metrics such as the number of sales touches required to convert a lead to an opportunity or signup and, subsequently, a closed-won opportunity or paying self-serve customer

Benefits

• Competitive equity in a fast-growing, Series C startup backed by top-tier investors, including Y Combinator
• 10-year window to exercise vested equity options
• Fully remote and flexible work environment
• 4-5 weeks of suggested time off annually for mental, physical, and emotional recharge
• $2,000 USD for workspace setup and $1,000 USD annual stipend for continuous learning