RevOps Leader

• Develop and maintain sales analytics reports/dashboards and apply quantitative analysis/data visualization to provide actionable insights that support data-driven decision-making for the sales and executive leadership teams
• Manage sales quota forecasting and partner with sales to lead territory planning
• Define and evolve operational performance metrics and resources
• Own the GTM forecasting inputs into FP&A, translating pipeline health, bookings pacing, retention trends, and capacity assumptions into consistent, system-driven forecast views
• Lead capacity, territory, and coverage planning analysis, incorporating AE ramp curves, quota deployment, productivity trends, account distribution, and whitespace to inform hiring, quota setting, and resource allocation
• Oversee bookings, retention, and churn modeling, synthesizing cohort behavior, renewal pipelines, expansion patterns, and leading risk indicators to support forward-looking revenue planning
• Set standards for AE performance reporting and analysis, ensuring consistent visibility into attainment, pipeline quality, deal mix, discounting behavior, and productivity versus expectations

• Turn business questions into clear Salesforce and Gong requirements, working closely with a Salesforce Admin, and designing clean stage flows, data rules, and reporting that reinforce the right sales behaviors

• Design and optimize lead lifecycle management from MQL to closed-won
• Demand & campaign operations: standardize UTM taxonomy, campaign naming, attribution (first, last, multi-touch), and cost capture across HubSpot and Salesforce; connect ad platforms, ingest and reconcile spend, and manage event/webinar operations and statuses
• Lead lifecycle, scoring, and governance: own lead/account scoring, segmentation, personas, tiers, and suppression rules; design and manage routing, recycling, SLAs, and clean automated handoffs between HubSpot and Salesforce
• Ensure scalable order-to-cash workflows in partnership with Finance and Sales Ops
• Define data quality standards and accountability across teams and apply data cleansing techniques to improve the quality and accuracy of contacts and accounts databases and develop processes
• Campaign operations and attribution: standardize UTM taxonomy, campaign naming, and member statuses; implement first/last touch plus multi‑touch attribution in HubSpot and Campaign Influence in Salesforce
• Lead lifecycle governance: build and manage routing and recycle rules; develop reports to govern acceptance SLAs; build and manage clean and automated handoffs between HubSpot and Salesforce
• Scoring and segmentation: build and maintain lead/account scoring, persona and tier models, and suppression rules
• Channel ops and cost capture: connect ad platforms, ingest spend to campaigns, reconcile cost fields in SF/HS; track event/webinar ops and statuses
• Process & Systems Architecture, Improvement, and Implementation
• Improve overall sales performance through process improvement, system enhancements and best practice sharing
• Facilitate Sales Leadership’s in understanding process bottlenecks and inconsistencies to implement data enrichment processes to improve sales team’s performance
• Assist in process improvement and manage all aspects of Salesforce CRM and Gong including workflow, reporting, data integrity and maintenance
• Engage and work with aligned operations teams and lines of business to achieve data needs and analysis results more effectively
• Partner with IT teams to understand new capabilities available in Salesforce and Gong and assist in training sales representatives to use these capabilities

• Strong analytical skills and engineering mindset with attention to detail
• Ability to think broadly with strong conceptual ability, with natural curiosity and propensity to learn rapidly
• Strong written and verbal communication skills
• Accustomed to working in a fast-paced environment
• Team oriented
• Incredibly strong work ethic
• Excellent interpersonal skills

• 5+ years work experience in Revenue Operations in a high-velocity sales environment
• Demonstrated experience partnering with senior Sales, Marketing, and Finance leaders
• Proven ability to lead through influence without direct reports
• Proven track record throughout career and education
• Proven experience in developing, building and delivering quantitative metrics in a preferred
• Direct experience in working with Salesforce
• In-depth understanding of key Nonprofit data and fundraising process and business flows a plus

• Process modeling tools and best practices
• Project management tools and best practices
• Data modeling
• Systems analysis and design
• Advanced knowledge of Salesforce a plus
• Competency with relational databases and SQL queries
• Experience with visual analysis applications and sales intelligence software
• Proficiency Microsoft Excel, PowerPoint, and other Microsoft Office Applications

• Bachelor's degree in Business, Mathematics, and/or Engineering or 5+ years’ experience in a related field
• Salesforce Sales/Service Cloud Consultant, Salesforce Administrator or Salesforce Developer a plus

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