Revenue Operations Lead

About the Role

Concord sits at the center of the credit market ecosystem, providing loan servicing, backup servicing, and capital markets administration for specialty finance lenders, institutional investors, and asset managers — spanning fintech, solar, home improvement, equipment finance, and more.

Revenue Operations is the pipeline generation and infrastructure layer behind our go-to-market organization. Reporting to the VP of Revenue Operations, you will own critical pieces of that engine — from client health scoring and ICP modeling to outbound programs and account-based motions — end to end, from definition through adoption.

This is a hands-on individual-contributor role with broad exposure across the revenue engine, working directly with our CRO, CMO, Managing Directors, and business-unit leadership. You'll bring structure to undefined problems, hold a clear point of view, and build processes that keep working after you stop watching them.

Duties and Responsibilities

Project Execution & Cross-Functional Partnership

• Take initiatives from ambiguity to shipped outcome with clear scoping, sequencing, owners, and timelines.
• Bring a point of view on what an initiative actually solves and the trade-off between a fast and durable solution.
• Manage multiple workstreams simultaneously, maintain quality, and pivot cleanly when priorities shift.
• Measure what you ship and feed learnings into the next round of work.

Process & Governance Ownership

• Own and document how the revenue motion runs — account ownership, lead qualification, deal stage movement — and keep that standard understood across the go-to-market team.
• Define rules of engagement, lead routing, qualification criteria, and handoff SLAs across marketing, BDR, sales, and implementation.
• Lead enablement and change management when processes evolve, from leadership down to individual contributors.
• Define how process health is measured and use that to determine where additional structure adds value.

Demand Generation & Pipeline Operations

• Partner with revenue and marketing leadership to prioritize segments, asset classes, and channels.
• Project manage campaigns from kickoff through launch — coordinating briefs, success criteria, target accounts, channel mix, and underlying systems.
• Own the outbound model the BDR team runs on: plays, targeting, qualification standards, cadence, messaging, and performance measurement.
• Build pre- and post-event outreach plans to convert conferences into pipeline.
• Evaluate program performance at 30/60/90 days and decide what scales, what gets fixed, and what gets retired.

Analysis & Strategic Insight

• Build attribution infrastructure that credibly captures pipeline origin across first-touch, last-touch, and multi-touch, including outbound and events.
• Own the systems and governance behind the win-loss program — enforce reason capture at close and support quarterly analysis with reliable data.
• Run deep-dive analyses into pipeline, conversion, and segmentation, tracing discrepancies to their root cause.

Requirements

Qualifications

• 4–7 years in revenue operations, sales operations, or go-to-market operations, with demonstrated growth in scope and ownership.
• Strong Project Owner — independently scoped, sequenced, and shipped cross-functional work, driving deliverables through partners you don't manage.
• Hands-On CRM Depth — configured pipelines, lifecycle stages, workflows, routing, and quoting; can assess whether an existing setup is sound.
• Demand-Generation Fluency — enough command of outbound and events to design a campaign test, define success criteria, and evaluate results accurately.
• Experience in financial services or specialty finance.
• Credibility with Senior Stakeholders — comfortable presenting to revenue leaders and standing behind the areas you own.
• Exceptional Communicator — clear and persuasive in writing and in-person; effective at teaching others. Process documentation is a primary output.
• Business-Case Fluency — can size an opportunity, name trade-offs, and turn analysis into an actionable recommendation.
• Analytical Rigor — strong Excel or Sheets skills; instinct to interrogate reports rather than take them at face value.
• Builder's Bias for Action — proactively creates scalable, measurable programs rather than one-off fixes.
• Eligible to work in the United States.
• HubSpot experience strongly preferred.

Benefits

• Health Care Plan (Medical, Dental & Vision)
• Retirement Plan (401k, IRA)
• Life Insurance (Basic, Voluntary & AD&D)
• Paid Time Off (Vacation, Sick & Public Holidays)
• Family Leave (Maternity, Paternity)
• Short-Term & Long-Term Disability
• Wellness Resources