About this role
About the team Revenue Operations is a lean team: this role owns GTM Operations and the revenue operating rhythm. This role is the connective tissue that keeps the GTM engine running on a disciplined cadence. Role summary We're looking for a GTM Operations Lead to own GTM Operations — pipeline management, lead routing, funnel design, CRM governance from a process standpoint, and sales process design — and to run the operating rhythm that keeps revenue leadership aligned: pipeline reviews, forecast calls, QBRs/MBRs, and executive/board reporting. You'll contribute to the team's forecast accuracy through disciplined cadence and clean pipeline inputs. What success looks like Pipeline coverage ratio and stage conversion rates trending in the right direction Meeting effectiveness / decision velocity in pipeline reviews and QBRs Initiative completion rate on GTM operations projects Forecast call consistency and timeliness, contributing to overall team forecast accuracy GTM Operations Own pipeline management: stage definitions, exit criteria, and hygiene standards across the funnel (lead → opportunity → close → expansion → renewals) Design and maintain lead routing rules and SLAs across sales stages Set CRM governance policy — required fields, stage gates, process rules — partnering with the Revenue Systems Lead, who owns the technical build Design and continuously improve sales process; retire steps that don't add value and maintain documentation Support customer lifecycle operations touchpoints (renewal/expansion handoffs) as needed with Customer Success Operating Rhythm (Revenue Programs & Cadence) Own and run the recurring cadence: pipeline reviews, forecast calls, QBRs, board meetings, performance review Build and narrate KPI dashboards and executive reporting packages Track cross-functional GTM initiatives to completion Own the structure and calendar of recurring revenue operations meetings; drive decision velocity, not just attendance Forecasting (shared responsibility) Facilitate forecast call logistics, roll-ups, and manager submissions, contributing to team-wide forecast accuracy owned by the Head of Revenue Operations Capture and consolidate forecast commitments during pipeline reviews Flag material variances and pipeline risk to leadership; deep accuracy modeling sits outside this role's core scope Cross-functional partnership Partner with the RevTech Lead on CRM data and workflow requirements Partner with the Sales Enablement Lead so process changes land with training Support Finance and Deal Desk-adjacent needs (commercial policy adherence) as they arise