RudderStack
Revenue Operations & GTM Systems Lead - Remote
RudderStack, San Francisco, California, United States, 94199
About RudderStack
RudderStack is a warehouse-native customer data platform enabling companies to collect, govern, and activate real-time customer data for analytics, personalization, and AI-powered/agentic applications. Backed by S28, Kleiner Perkins, and Insight Partners, RudderStack is trusted by leading AI-native companies such as Lovable, Hex, n8n, Vercel, and Seamless, along with multiple Fortune 100 global enterprises. About the role
We’re looking for our next RevOps teammate: someone who enjoys building, solving hard problems, and turning chaos into crisp systems. You’ll own RevOps end-to-end (forecasting, compensation, deal desk, systems, data) and architect the automation that scales Sales, Marketing, and Customer Success. This is a true player-coach role: hands-on today, with an opportunity to build the RevOps team as we scale. If you have a growth mindset, enjoy experimenting with AI-driven workflows, and thrive in fast-moving, high-context environments, you’ll feel right at home here. What you\'ll do
Systems & Process
Own and optimize our GTM stack: Salesforce, Gong, Clay, Customer.io, Qualified, RudderStack. Define GTM processes and data governance; maintain routing, hierarchies, and access. Integrate CRM, product, billing, and marketing data into a clear and usable single source of truth.
Commercial Operations
Run forecasting across new business, expansion, and renewals; manage weekly/quarterly roll-ups. Design and administer Sales and CS compensation (quotas, accelerators, crediting, attainment). Operate the deal desk: pricing frameworks, discount guardrails, approvals with Finance/Legal, quote-to-cash accuracy; analyze margin/terms impact.
Analytics & Modeling
Define the GTM data model and metrics (ARR, NRR, CAC, pipeline, retention). Standardize funnel stages and conversion criteria; publish dashboards for executives, board discussions, and planning cycles. Partner with Finance on planning, capacity, coverage, and productivity models.
Automation & AI enablement
Use Clay, Zapier/Make, and RudderStack to automate enrichment, routing, alerts, and reporting. Pilot LLM-enabled workflows (summarization, scoring, forecasting commentary) to remove manual work and increase speed.
Leadership
Manage, coach, and develop a RevOps analyst while staying close to the details. Translate executive priorities into operational roadmaps, KPIs, documentation, and repeatable processes.
Qualifications
6–10 years in RevOps, Sales Ops, GTM Systems with end-to-end ownership. Deep experience with forecasting, compensation design, deal desk operations, and CRM administration. Strong Salesforce administration skills; fluent with Clay and automation tools (Zapier/Make). Who You Are
Data-literate; comfortable defining models and building executive-grade reporting. A builder with a bias towards improving systems, eliminating manual work, and raising the operational bar. A clear communicator and strong cross-functional partner who can work at speed without sacrificing accuracy. Has a growth mindset; is curious, adaptable, excited to learn and leverage AI. The compensation range for this role is $160,000–$200,000 per year. Total compensation will include stock options and a comprehensive benefits package. Actual compensation will depend on your location, skills, experience, and qualifications.
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RudderStack is a warehouse-native customer data platform enabling companies to collect, govern, and activate real-time customer data for analytics, personalization, and AI-powered/agentic applications. Backed by S28, Kleiner Perkins, and Insight Partners, RudderStack is trusted by leading AI-native companies such as Lovable, Hex, n8n, Vercel, and Seamless, along with multiple Fortune 100 global enterprises. About the role
We’re looking for our next RevOps teammate: someone who enjoys building, solving hard problems, and turning chaos into crisp systems. You’ll own RevOps end-to-end (forecasting, compensation, deal desk, systems, data) and architect the automation that scales Sales, Marketing, and Customer Success. This is a true player-coach role: hands-on today, with an opportunity to build the RevOps team as we scale. If you have a growth mindset, enjoy experimenting with AI-driven workflows, and thrive in fast-moving, high-context environments, you’ll feel right at home here. What you\'ll do
Systems & Process
Own and optimize our GTM stack: Salesforce, Gong, Clay, Customer.io, Qualified, RudderStack. Define GTM processes and data governance; maintain routing, hierarchies, and access. Integrate CRM, product, billing, and marketing data into a clear and usable single source of truth.
Commercial Operations
Run forecasting across new business, expansion, and renewals; manage weekly/quarterly roll-ups. Design and administer Sales and CS compensation (quotas, accelerators, crediting, attainment). Operate the deal desk: pricing frameworks, discount guardrails, approvals with Finance/Legal, quote-to-cash accuracy; analyze margin/terms impact.
Analytics & Modeling
Define the GTM data model and metrics (ARR, NRR, CAC, pipeline, retention). Standardize funnel stages and conversion criteria; publish dashboards for executives, board discussions, and planning cycles. Partner with Finance on planning, capacity, coverage, and productivity models.
Automation & AI enablement
Use Clay, Zapier/Make, and RudderStack to automate enrichment, routing, alerts, and reporting. Pilot LLM-enabled workflows (summarization, scoring, forecasting commentary) to remove manual work and increase speed.
Leadership
Manage, coach, and develop a RevOps analyst while staying close to the details. Translate executive priorities into operational roadmaps, KPIs, documentation, and repeatable processes.
Qualifications
6–10 years in RevOps, Sales Ops, GTM Systems with end-to-end ownership. Deep experience with forecasting, compensation design, deal desk operations, and CRM administration. Strong Salesforce administration skills; fluent with Clay and automation tools (Zapier/Make). Who You Are
Data-literate; comfortable defining models and building executive-grade reporting. A builder with a bias towards improving systems, eliminating manual work, and raising the operational bar. A clear communicator and strong cross-functional partner who can work at speed without sacrificing accuracy. Has a growth mindset; is curious, adaptable, excited to learn and leverage AI. The compensation range for this role is $160,000–$200,000 per year. Total compensation will include stock options and a comprehensive benefits package. Actual compensation will depend on your location, skills, experience, and qualifications.
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