As a key member of the Revenue Operations team, you will be the operational backbone for our global go-to-market (GTM) organization. You will partner closely with Sales, Marketing, Customer Success, and Finance to drive revenue predictability, pipeline health, and GTM efficiency at scale.
This role owns the systems, processes, and analytics that power how we forecast, plan territories, set quotas, and measure performance across the full customer lifecycle.
The ideal candidate is a self-starter, highly collaborative, and a trusted cross-functional quarterback who can translate complex data from disparate sources into clear, actionable business insight.
What You’ll Do:
Strategic Partnership: Act as a trusted business partner to GTM leaders, driving operational rigor across forecasting, pipeline management, and performance reporting.
Forecasting & Reporting: Own and continuously improve the weekly, monthly, and quarterly forecasting cadence, including pipeline inspection, deal reviews, stage progression, and close-rate analysis.
GTM Planning: Lead annual planning activities, including territory design, quota setting, account segmentation, and headcount modeling in partnership with Sales leadership and Finance.
Data & Analytics: Build and maintain dashboards and reporting that surface leading indicators of revenue performance, funnel conversion, sales productivity, and customer retention.
System Optimization: Partner with the Systems team to optimize the Salesforce instance and the broader GTM tech stack (e.g., Outreach, Gong, Clari, LeanData, 6sense) to improve data integrity, rep productivity, and funnel visibility.
Operational Cadence: Drive operational rhythm for Quarterly Business Reviews (QBRs), pipeline councils, and executive revenue reviews, translating data into actionable recommendations.
Compensation Management: Manage sales compensation plan design, modeling, and administration.
Process Improvement: Identify gaps in GTM process and lead cross-functional initiatives to eliminate friction from lead to renewal.
Executive Support: Support strategic ad hoc analysis for the Sales Leaders, President, CEO, and executive team on pricing, packaging, channel mix, and GTM investment decisions.
What We’re Looking For:
Experience: 5 to 8+ years of relevant experience in Revenue Operations, Sales Operations, Strategy & Operations, or management consulting, ideally within B2B SaaS.
Education: Bachelor’s Degree in Business, Finance, Economics, or a related analytical field.
Technical Expertise: Deep hands-on expertise with Salesforce (reports, dashboards, workflows, and data hygiene) and comfort navigating the modern GTM tech stack.
Data Proficiency: Strong Excel and data analysis skills, with the ability to pull, join, and analyze data from multiple systems.
Analytical Skillset: Proven ability to build and maintain forecasting models, pipeline analytics, and capacity plans in a high-growth environment.
Core Competencies: Highest level of integrity, professionalism, and judgment, particularly with confidential data, and the ability to distill complex, ambiguous business problems into clear frameworks and actionable recommendations.
Collaboration: Collaborative team player with strong communication skills and the ability to influence senior stakeholders.
Track Record: Demonstrated success partnering with Sales leaders to drive measurable improvements in productivity or pipeline conversion.
Mindset: Growth mindset and a curiosity for tackling challenges across the revenue organization.
Nice to Have:
MBA or related Master’s Degree.
Experience in a high-growth, enterprise SaaS or iPaaS environment with a subscription revenue model (familiarity with ARR, NRR, CAC payback, magic number).
Familiarity with building reusable AI processes (Gemini Gems, Claude Skills)
Experience supporting a multi-segment sales motion (Enterprise, Partner, OEM).
Exposure to sales compensation tools (e.g., CaptivateIQ) and CPQ platforms.
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