Revenue Operations Lead

Vouch is the insurance broker that powers ambition. We’re a tech-enabled insurance advisory and brokerage purpose-built for growing companies in technology, life sciences, and professional services. Our clients are ambitious leaders building complex businesses, and we help them manage risk with tailored advice, smart coverage, and responsive service. Backed by over $200M from world-class investors, Vouch combines deep industry expertise with AI-powered tools to deliver a better insurance experience. Our digital workflows reduce friction, speed up decisions, and give our clients the confidence to move faster. Why should you join our team and Vouch? Not only is this an exciting and growing team where you can drive a real impact on our operational scalability, but Vouch is also the preferred insurance provider to customers of Y Combinator, Brex, Carta, and WeWork. We’re a quickly growing startup that believes in transparency and acknowledgment with our team members and cultivating a values-driven company. Our values are "Be Client Obsessed", "Own it together", "Act with integrity and empathy", "Stay Curious and Grow", and "Empower People". What does a work environment look like at Vouch? Vouch has employees located across the U.S., with offices in San Francisco, Chicago, and New York City. This role is aligned with our Chicago office. While this role has hybrid work flexibility, we require team members to be in the office at least three days per week (Tuesday, Wednesday and Thursday) to foster close collaboration and team building. What You’ll Do: Own the operational layer for Horizon's revenue lifecycle. You’ll be the RevOps Lead embedded in Horizon - accountable for the process design and operational integrity of the revenue lifecycle from opportunity creation through binding, servicing, and renewal. Your job isn't to run reports on behalf of leadership; it's to ensure the process layer is clear, consistent, and instrumented well enough that a high-performing advisory team can execute without friction or ambiguity. Design and maintain Horizon's GTM workflows and lifecycle stage model - how opportunities move through Salesforce, how accounts transition between teams and service tiers, and how each stage is consistently defined and executed Run and prepare Horizon pipeline reviews: enforcing hygiene standards ahead of each review, applying stage definitions consistently, and ensuring the data in the room reflects actual deal status Attend Horizon leadership meetings and team-level results reviews as an active operational partner - surfacing where process and execution are out of sync, and distinguishing behavioral issues (addressed through enablement) from design issues (addressed through redesign) Shadow licensed advisors and account managers regularly to understand how the process actually functions on the ground: where it creates friction, where shortcuts emerge, and where documented workflows diverge from actual behavior Provide direct, diagnostic, collaborative feedback to Horizon managers on process adherence, data quality gaps, and workflow breakdowns Maintain a running view of process and data-capture improvement opportunities within Horizon and contribute them to the RevOps team's quarterly process improvement roadmap Build on and actively push the Salesforce FSC foundation. Vouch's Salesforce Financial Services Cloud instance is recently launched and actively being built out. This role is central to that work on the Horizon side - not just defining requirements for others to build, but actively shaping what gets built and relentlessly looking for what should come next. Define the field-level rules, lifecycle stages, routing logic, and workflow states that accurately reflect how Horizon operates - and translate those into clear requirements for your tech and product counterparts to build Ensure data capture standards are understood and followed so that what lives in Salesforce reflects operational reality Identify where manual processes can move toward system-driven execution; maintain a clear view of what's manual today, what should be automated next, and what is blocking that transition Partner with the Director of RevOps on any changes to lifecycle definitions, data standards, or system configuration that affect how the business is measured or how GTM teams are compensated Drive continuous improvement through technology and AI. This isn't a role where you stabilize and maintain. The expectation is that you're always watching how the team works and asking what could be better - with the technical curiosity and hands-on approach to test answers rather than just propose them. Actively experiment with AI tools, workflow automations, and emerging capabilities in the Vouch tech stack to eliminate friction, reduce manual effort, or improve consistency across the Horizon motion Bring a point of view on where AI-assisted workflows can support advisors - not by replacing judgment, but by reducing overhead that consumes time that should go toward client work Test new approaches, build the ones that prove out, and let go of the ones that don't Understand where structure is non-negotiable - data integrity standards, lifecycle definitions, compensation-affecting logic - and where experimentation is the right move; protect both simultaneously Drive operational rigor across the full Horizon motion. Govern handoff architecture and SLA adherence across the Horizon lifecycle - opportunity assignment, account transitions, renewal workflows, and the data integrity that makes cross-sell identification possible at scale Maintain accountability for how Product-Led / Advisory-Led tier routing rules are applied within Horizon - flagging when account assignments don't match eligibility criteria and when the mix drifts from plan Coordinate with Growth Operations on top-of-funnel handoffs so opportunities arriving in Horizon are correctly attributed, properly staged, and ready for the advisory motion About You: You build, not just run. 4-7 years in revenue operations, sales operations, or GTM operations, with a clear track record of designing and implementing processes - not just maintaining or reporting on them. You've built something in relative ambiguity (a lifecycle model, an operational standard, a workflow a team actually uses consistently) and know that a process that exists only in a document isn't a process. You're fluent in Salesforce. Deep hands-on experience - objects, fields, validation rules, workflow automation, and how the CRM reflects (or fails to reflect) operational reality. You write clear system requirements and can review what gets built; you don't need to build it yourself, but you need to know whether it's right. You operate as an embedded partner, not a support function. Comfortable in leadership meetings and team-level reviews - you raise process concerns, push back on behavior that undermines data integrity, and hold a point of view. You're direct and constructive with frontline managers, and you see shadowing as a core research method. You're curious about technology and experimental by nature. You're always asking what could be better as a core operating mode, you experiment with AI tools and workflow automation with genuine enthusiasm, and you know the difference between where structure is the answer and where experimentation is. You're energized by a build phase, not made anxious by it. You understand how process and data are connected. You know data integrity is a process problem before it's a systems problem, and you've worked upstream to fix it rather than downstream to explain it. You're familiar with how GTM data flows from Salesforce into reporting and analytics - you own the definitions and field standards those models depend on. You thrive in the ambiguity of an early-stage environment. You've worked at a startup and know the pace is faster, the resources thinner, and the priorities more fluid than at an established company. You're comfortable building where there's no playbook yet, wearing multiple hats, and making progress without waiting for perfect information. Nice To Have: Experience with Salesforce Financial Services Cloud, or with a CRM migration or re-platforming Experience with advisory-led or high-touch account management motions Insurance or financial services background Exposure to and passion for early-stage startups and/or high-growth environments A background in insurance or other regulated categories Vouch provides several benefits to help you bring your best self to work: Competitive compensation and equity packages Health, dental, and vision insurance Wellness allowance Company-sponsored personal and professional development L&D: Partnerships with Ethena and monthly Lunch & Learns Wellbeing: access to many wellbeing perks, including Peloton, Fetch, OneMedical, Headspace care+, etc. Caregiver Support: company seed into the dependent care FSA and company sponsored Care.com membership. Regular performance reviews: Vouch conducts regular performance discussions with all team members, offering goal setting and check-ins, development discussions, and promotion opportunities. What to expect in a typical interview process: 30-minute phone call with our recruiting team 30-45 minute video interview with the hiring manager Case study/technical screen Meet the team! 30-45 min 1:1 video discussion with 3-4 team members you’d work closely with in the role Executive chat Compensation philosophy: Our salary ranges are based on paying competitively for our size and industry and are part of our total compensation package, which also includes benefits and other perks. We also include stock options in all compensation packages and believe all Vouch employees should have the opportunity to become owners in the company. Individual pay decisions are based on a number of factors, including qualifications for the role, experience level, skill set, location, and business need. The pay range provided is subject to change and may be modified in the future. Vouch believes in putting our people first, and building a diverse team is at the front of everything we do. We welcome people from different backgrounds, experiences, perspectives, and ranges of abilities. We are an equal-opportunity employer and celebrate the diversity of our growing team. If you require reasonable accommodation to complete this application, interview, complete any pre-employment testing, or otherwise participate in the employee selection process, please direct your inquiries to View email address on click.appcast.io. The pay range for this role is: 115,000 - 135,000 USD per year (Chicago, IL (Hybrid)) #J-18808-Ljbffr