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The Revenue Strategy team is a critical partner within our Revenue organization, driving the systems, processes, and insights that power our GTM engine. We work hand-in-hand with Sales, Marketing, Customer Success and Finance to ensure our teams are aligned, equipped and set up to deliver their best performance. Our mission is to serve as a center of operational excellence — helping the business scale efficiently, make data-informed decisions and stay closely connected to the needs of our customers and teams.
Our culture rewards initiative and impact. You’ll be empowered to take ownership, experiment, and think strategically about how to orchestrate & drive our GTM operating system. We combine the hustle of a startup with the discipline of an enterprise GTM team - balancing urgency, operational excellence, and an #Unstoppable mindset.
If you’re someone who thrives in a fast-paced, growth-minded environment, where performance is recognized, voices are heard, and the bar is always rising - this is the place for you.
You'll serve as the owner of our revenue systems and operating data, with primary accountability for our Salesforce ecosystem and its adjacent GTM platforms.
This role sits within the Revenue Strategy organization and reports directly to the Senior Director of Revenue Strategy, reflecting its cross-functional mandate. You will partner closely with Sales, Marketing, Customer Success, Product, Finance and Executive Leadership to ensure that our revenue systems accurately reflect how the business operates and scales with the company over time.
You will own the architecture, integrity and evolution of our Salesforce ecosystem, lead a team and ensure that our systems are durable, enable strong execution, reliable forecasting and shared understanding across teams.
Own Revenue Systems End to End
Serve as the owner of Salesforce and connected GTM systems, including Sales Cloud, Marketing Cloud, CPQ, Spiff, and other 3rd party integrations (Clay, Outreach, Gong, Pocus, Gainsight)
Lead the end-to-end revenue data model across lead, opportunity, quote, subscription, renewal and expansion workflows
Co-define and manage the roadmap for revenue systems, balancing new capabilities, usability and technical debt
Own the revenue data model across Salesforce and connected systems to ensure a single source of truth for ARR, pipeline and funnel metrics
Design configuration, custom objects and process automation to reduce manual work and improve data quality
Lead system integrations between Salesforce, billing platforms and financial systems for seamless data flow and accurate reconciliation
Ensure systems are reliable, scalable and trusted as the operational system of record
Enable Cross-Functional Execution
Work closely with Sales, Marketing, Customer Success, Product, Finance and Leadership to translate business needs into effective system design
Ensure systems support how teams actually work, not just how metrics are reported
Partner closely with the Senior Director of Revenue Strategy to ensure systems and data fully support decision-making needs
Metrics Consistency and Reporting
Ensure company-wide definitions for ARR, pipeline, funnel, renewals, expansion and churn are understood & integrated into revenue systems, finding opportunities for improvement and clarity
Design information architecture that provides leadership with clear visibility into performance, risk and opportunity
Partner with Deal Desk & Finance on reconciliation to billing and financial systems while maintaining operational integrity
Data Quality & Governance
Establish guardrails, controls and validation to maintain data integrity without slowing teams down
Identify and resolve root-cause issues when data or processes break
Maintain documentation of system architecture, workflows and metric definitions
Lead & Develop the Team
Lead and develop a team covering Systems Architecture, Marketing Ops & Data Engineering
Set clear ownership boundaries and expectations across analytics, systems and operations
Ensure the team delivers both day-to-day reliability and long-term stability
6+ years in GTM Systems, Revenue Operations or Sales Operations roles in B2B SaaS
Deep hands-on experience owning Salesforce as a cross-functional platform (Sales Cloud, Marketing Cloud, CPQ, Spiff)
Clear understanding of the modern GTM stack (Clay, Outreach, Gong, Pocus, Gainsight)
Proven ability to work effectively with Sales, Marketing, Customer Success, Finance, Product and Executives
Strong understanding of quote-to-cash workflows and recurring revenue models
Comfort operating in fast-moving, high-expectation environments where tradeoffs are constant
Experience in a venture or private equity backed SaaS company
People leadership experience a plus
Salesforce Administrator or Developer certification a plus
Experience integrating Salesforce with ERP or billing systems (e.g. NetSuite) a plus
The base salary for this role ranges from $140,000 - $200,000 + bonus + benefits. Compensation offered will be determined by factors such as location, level, job-related knowledge, skills, and experience.
We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform essential job functions, and to receive other benefits and privileges of employment. Please contact us to request accommodation.