RevOps Manager

Overview

You'll run revenue operations for Sardine's GTM team, which sells fraud prevention and compliance software to banks, fintechs, and online retailers. You report to Kevin Lin (Director of RevOps) and work cross-functionally with sales, marketing, customer success, and finance. Your job is to make sure the revenue engine runs cleanly - accurate forecasting, clean pipeline data, scalable processes, and reliable reporting.

Role Snapshot

Company Context

Stage: Series C ($146M raised, including $70M Series C in 2024)

Size: 302 employees

Growth: Nearly doubled customer base in 2024, actively scaling GTM. Hiring across sales and expanding into new markets.

Market Position: Challenger in fraud prevention space competing against Sift, SEON, Signifyd, Kount. Category is hot - fraud losses are exploding and banks/fintechs need better tools. Sardine differentiates on behavioral biometrics and device intelligence.

GTM Reality

Who Sales Sells To:

• Risk/fraud leaders at banks and fintechs (VP/Director of Risk, Head of Fraud)
• Security and compliance buyers at online retailers
• Technical evaluators (security engineers, data scientists)

Sales Structure:

• Likely split between mid-market AEs and enterprise AEs
• SDR/BDR team for outbound prospecting
• Sales engineers for technical demos and POCs
• Customer success team handling post-sale implementation and expansion

Your Scope:

• You'll touch all of these teams but won't manage individual contributors directly
• You're building processes, not running deals

What You'll Actually Do

Time Breakdown

Salesforce/Systems (30%) | Reporting/Forecasting (25%) | Process Projects (25%) | Meetings (20%)

Key Activities

• CRM Administration: Keep Salesforce clean and functional. This means data hygiene audits, fixing broken fields, updating picklists, training reps on proper data entry, and constantly fighting against garbage data creeping in. You'll spend more time here than you want to.

• Pipeline & Forecast Reviews: Build weekly/monthly pipeline reports for leadership. Dig into forecast accuracy - which reps are sandbagging, which deals are actually going to close, what's slipping and why. You'll be in forecast calls with sales leadership analyzing every $100K+ opp.

• Process Design & Optimization: Map out the sales process, find bottlenecks, propose fixes. This could be redesigning how SEs get looped in, building a better lead routing model, or creating a new opportunity stage structure. Then you have to get everyone to actually follow it.

• Tool Stack Management: Own integrations between Salesforce, marketing automation, product analytics, billing systems. When something breaks (and it will), you're troubleshooting. When sales wants a new tool, you're evaluating it and building the business case.

• Analytics & Insights: Answer questions like: What's our win rate by segment? How long do deals actually take? Where do deals stall? Which lead sources convert best? You're building dashboards and digging into the data to find answers.

• Cross-functional Projects: Partner with marketing on lead flow and attribution. Work with finance on revenue recognition and commission tracking. Help CS build expansion playbooks. Lots of Slack, lots of meetings, lots of alignment work.

The Honest Reality

What's Hard

• Data is always messy: Reps don't update stages on time, close dates slip constantly, deal values are guesses. You'll spend endless hours cleaning data and begging people to follow process. It's never perfect.

• You're building while flying: Hypergrowth means constant change. The process you built last quarter is already outdated. Headcount is increasing, territories are shifting, new products are launching. You're always catching up.

• Everyone wants something from you: Sales wants better dashboards. Marketing wants lead attribution fixed. Finance wants more accurate forecasts. Leadership wants insights yesterday. You're juggling 10 priorities and can't make everyone happy.

• Impact is indirect: You don't close deals. Your wins are things like "forecast accuracy improved 15%" or "reduced time-to-first-meeting by 3 days." It's satisfying if you like operational excellence, but you're never the hero.

What Success Looks Like

• Forecast accuracy within 10-15% each quarter
• Sales leadership can trust pipeline data to make decisions
• New reps get ramped faster because processes are documented
• Reports and dashboards actually get used instead of ignored
• You've eliminated at least one major bottleneck in the sales process

Who You're Supporting

Primary Stakeholders:

• VP Sales / CRO (needs accurate forecasts and pipeline visibility)
• Sales Managers (need coaching data and performance metrics)
• Individual AEs/SDRs (need CRM to work and not waste their time)
• CFO/Finance (needs revenue data for board decks and planning)

What They Care About:

• "Can I trust this forecast?"
• "Why are deals taking longer to close?"
• "Which reps need help and where?"
• "What's our true pipeline coverage?"
• "How do we scale from 10 reps to 30 without chaos?"

Requirements

• 3-5+ years in RevOps, sales ops, or similar GTM operations role
• Deep Salesforce expertise - you can build custom reports, maintain field dependencies, troubleshoot automation
• SQL/Excel skills for data analysis - you need to dig into raw data, not just trust dashboards
• Experience scaling GTM at a growth-stage B2B SaaS company (ideally Series B/C)
• Understanding of enterprise sales cycles and how complex deals actually move
• Comfortable with ambiguity - you'll be figuring things out as you go
• Strong communication skills - you're translating between technical systems and non-technical stakeholders constantly