Revenue Operations Architect — GTM Systems Builder

Role Description

This is a builder role and a manager role. You’ll spend your days in Salesforce, in Gong, and in Claude — designing systems and shipping them, not only running a team or maintaining a process someone else defined. Most of the infrastructure doesn’t exist yet. You’ll design it, build it, own it, and prove it works before anyone else has to adopt it.

If you’re energized by a blank canvas and shipping real systems — and you’ve built one, ideally with AI in the loop — we want to talk. If you’ve only maintained a machine someone else built, this isn’t the fit.

What You’ll Build

• The forecast and deal engine:
  • A simplified, high-accuracy forecast off two sources only — Gong + Salesforce — on a MEDDICC-based commit/best-case structure with a +/-5% accuracy target and a weekly CRO cadence.
  • The deal desk: pricing guardrails, discount authority, and quote governance — built to move fast without leaking margin.
  • Territory and quota models: capacity planning, attainment tracking, and clean routing logic owned in Salesforce.
• GTM engineering & signal intelligence:
  • The signal layer: product usage and intent data routed into a scored queue for BDRs and AEs.
  • GTM AI agents you architect and ship — research, sequencing, forecasting, and daily pipeline briefings — productionized, not prototyped.
  • An ICP scoring model that sharpens itself as deal data compounds.
• The CRO’s operating system:
  • A live executive dashboard: pipeline coverage, conversion, ramp velocity, NRR, and forecast accuracy — self-serve, not a weekly manual pull.
  • The systems and data hygiene that make every number above trustworthy.
• GTM execution:
  • Own cross-functional GTM projects end to end (pricing changes, launches, new-segment entry) with named owners and a clear definition of done on every line.
  • Partner with Marketing to keep one pipeline definition and one source of truth — no parallel systems, no competing data.

Qualifications

• 6+ years in RevOps, GTM engineering, or sales strategy at high-growth B2B SaaS/AI — ideally through the $20M–$100M ARR scaling phase.
• Hands-on builder.
• You’ve personally built forecasts, routing logic, deal-desk rules, dashboards, or GTM automations — not just directed a team that did.
• Deep, working fluency in Salesforce and Gong; strong analytical and systems-design instincts.
• A bias toward shipping and finishing: you scope tightly, deliver, and close the loop rather than leaving projects at 80%.
• Comfort building with AI tooling (Claude, agents, LLM-driven workflows) as a core part of the stack, not a novelty.
• Able to influence a tenured, change-resistant seller base by proving value first, then driving adoption.

Nice to Have

• CPQ / Salesforce architecture depth.
• Experience with outbound data infrastructure (enrichment, sequencing, intent).
• Enterprise sales motion and complex-deal support.

This is a zero-to-one, builder-first role. If you want to run a team, this isn’t it. If you want to build the system a great team will run on.

We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses and identifying potential inconsistencies or verification signals in application materials based on available information. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us.