Revenue Operations

Overview

You're in Revenue Operations at OnRamp building the infrastructure for a GTM team that just tripled in 3 months. You own Salesforce, comp plans, pipeline reporting, and forecasting. The company went from 1 sales rep doing inbound SMB to a multi-AE, multi-SDR team closing Fortune 15 deals. You're turning early-stage chaos into repeatable process.

Role Snapshot

Company Context

Stage: Series A (raised Q4 2024, now scaling fast)

Size: ~12-15 employees (GTM team tripled in 3 months)

Growth: Aggressive hiring—from 1 rep to full AE, SDR, SE, Rev Ops team. Landing Fortune 15 customers.

Market Position: Proving enterprise buyers will pay for customer onboarding platforms. Category is heating up.

GTM Reality

Pipeline Sources:

• 75% Outbound - SDRs feeding AEs via cold outreach
• 25% Inbound - Demo requests, referrals

SDR/AE Structure: At least 2 SDRs, multiple AEs, SEs supporting larger deals

SE Support: Sales Engineers helping with enterprise POCs and technical demos

What You'll Actually Do

Time Breakdown

Salesforce Admin (40%) | Reporting/Analytics (30%) | Process Design (20%) | Ad-hoc Requests (10%)

Key Activities

• Salesforce Hygiene: Cleaning up data as the team scales. Building fields, workflows, and automations. Making sure pipeline data is accurate so Connor (VP Sales) can forecast.
• Comp Plan Design: Building SDR and AE comp plans. Quotas, accelerators, SPIFs. Making sure commission calculations are clear and reps trust them.
• Pipeline Reporting: Building dashboards for Connor and leadership. What's the SDR meeting-to-opp conversion rate? What's AE close rate by segment? Where are deals getting stuck?
• Tool Stack Management: Owning Outreach/Salesloft (SDR sequences), Gong/Chorus (call recording), Salesforce, and whatever else gets added. Integrations between tools.
• Forecasting: Helping Connor build predictable forecasts. Early stage means limited historical data. You're building the models as the team proves out the motion.
• Territory and Account Planning: As the team grows, figuring out how to split accounts and territories. Who owns mid-market vs enterprise? How do SDRs divide target accounts?

The Honest Reality

What's Hard

• Fast growth means systems are constantly breaking. You fix something, then they hire 3 more reps and it breaks again.
• Limited historical data. You're building forecasting models with 6-12 months of data, not years.
• Early-stage means unclear processes. "How should we do this?" is a constant question. You're figuring it out as you go.
• Wearing too many hats. You're systems admin, data analyst, comp plan designer, and strategic advisor all at once.

What Success Looks Like

• Clean, trustworthy pipeline data (leadership can forecast accurately)
• Reps spend more time selling, less time fighting with Salesforce
• Clear comp plans that reps understand and trust
• Efficient GTM motion (high SDR-to-opp conversion, high AE close rates)

Who You Support

Primary Stakeholders:

• Connor Farrell (VP Sales) - needs forecasting, pipeline insights, strategic recommendations
• AEs - need clean data, efficient workflows, comp clarity
• SDRs - need sequences, list building, meeting attribution
• SEs - need POC tracking, technical win/loss insights

What They Care About:

• Accurate data they can trust
• Clear comp plans and quota attainment tracking
• Tools that work and don't slow them down
• Insights on what's working and what's not

Requirements

• 2-4 years in Rev Ops, Sales Ops, or BizOps at a B2B SaaS company
• Strong Salesforce admin skills (custom objects, workflows, reports)
• Experience with GTM tools (Outreach, Gong, Clari, etc.)
• Comfortable with data analysis (SQL, Excel/Sheets, BI tools)
• In office every day in Fort Point, Boston (team is there daily)
• Thrives in early-stage chaos—building processes from scratch