Revenue Operations Manager

Overview

You manage Allium's complete revenue systems stack and use AI coding tools to build custom GTM advantages. You're the technical owner of Salesforce, HubSpot, Nue.io, Snowflake, and Omni, keeping data clean and systems integrated while the GTM team scales. The unique part: you're expected to use Claude Code to build automations and tools that give Allium's sales motion an edge.

Role Snapshot

Company Context

Stage: Early-stage (62 employees, scaling GTM now)

Product: Data infrastructure/system of record for digital assets

Customers: Enterprise fintech and crypto companies (Visa, Stripe, Coinbase, a16z)

Market Position: Technical infrastructure play in crypto/blockchain data space

GTM Maturity: Actively building out the go-to-market function - you're an early rev ops hire

What You'll Actually Do

Time Breakdown

Systems Admin (40%) | Data/Reporting (25%) | AI Automation Projects (25%) | Strategy/Planning (10%)

Key Activities

• Salesforce Admin: Keep CRM clean as the team grows. Build custom fields, update workflows, manage lead routing, fix data quality issues. You're the person who gets pinged when something breaks or reports look wrong.

• System Integrations: Own the connections between Salesforce, HubSpot, Nue.io (sales comp tool), Snowflake (data warehouse), and Omni (BI tool). When data doesn't flow correctly, you troubleshoot. When they need a new integration, you scope and implement it.

• Reporting & Dashboards: Build pipeline reports, forecast views, activity metrics. Sales leadership will ask for specific cuts of data - you pull it from Snowflake/Omni and make it digestible. You're maintaining the single source of truth for revenue metrics.

• Claude Code Projects: This is the distinctive part - use Claude to build custom scripts, automations, or internal tools that improve the sales process. Examples might include: lead enrichment scripts, automated qualification scoring, custom data pulls, prospect research tools. You're expected to be thoughtful about where AI can create compounding advantages.

• Process Design: As GTM scales, you document and standardize workflows. What happens when a lead comes in? How do opportunities progress through stages? When do deals go to legal? You're building the operational playbook.

• Sales Comp: Manage Nue.io for commission calculations. Make sure reps get paid correctly based on closed deals. Handle disputes and questions about attainment.

The Honest Reality

What's Hard

• You're building the plane while flying it: At 62 people scaling GTM, processes don't exist yet. You're creating structure from scratch while systems are actively being used. Things will be messy.

• Technical breadth required: You need to be comfortable with multiple systems, data modeling in Snowflake, and now AI-assisted coding. If you're purely a Salesforce admin or purely a data analyst, this will stretch you.

• Competing priorities: Sales will want reports yesterday. Systems will need urgent fixes. Leadership wants strategic automation projects. You'll need to triage constantly and sometimes disappoint people.

• Solo or small team pressure: You're likely the main or only rev ops person. When something breaks, you're the fix. No one to hand things off to.

• Ambiguity on the AI charter: "Use Claude Code thoughtfully to build GTM advantages" is exciting but vague. You need to figure out what to build, how to prioritize, and how to measure impact. No one will hand you a roadmap.

What Success Looks Like

• Clean, reliable data in Salesforce that sales leadership trusts for forecasting
• Dashboards and reports that answer questions without manual data pulls
• Systems that scale as headcount grows (automated lead routing, clear stage progression)
• 2-3 meaningful automation projects shipped that measurably improve GTM efficiency
• Sales comp runs without errors or disputes

The Technical Stack

CRM & Marketing: Salesforce (primary CRM), HubSpot (marketing automation, likely used for SDR sequences)

Sales Comp: Nue.io (commission tracking and payouts)

Data: Snowflake (data warehouse), Omni (BI/analytics layer)

AI Tooling: Claude Code (for building custom scripts and automations)

Who You'll Work With

Sales Leadership: Your main stakeholder. They need accurate forecasts, pipeline visibility, and help scaling the team's capacity.

Sales Reps (AEs/SDRs): You're their systems support. They'll ask for CRM help, report access, data fixes.

Marketing: Integration point with HubSpot. You'll coordinate on lead flow, attribution, campaign tracking.

Finance: Partner on revenue recognition, deal desk issues, commission calculations.

Engineering/Data Team: You'll work with them on Snowflake data models and potentially API integrations.

Requirements

• 3+ years in revenue operations, sales operations, or CRM administration
• Hands-on Salesforce admin experience (building reports, workflows, custom objects)
• SQL skills for querying data warehouses (Snowflake experience a plus)
• Experience integrating multiple sales/marketing tools
• Comfortable with or willing to learn AI-assisted coding (Claude, Cursor, etc.)
• B2B SaaS or technical product background preferred
• Startup experience helpful - comfortable with ambiguity and building from scratch
• Ability to context-switch between urgent fixes and strategic projects

What Makes This Different

The AI Automation Charter: Most rev ops roles are system maintenance and reporting. This explicitly includes building custom tools using Claude Code - you're expected to think like a builder, not just an admin.

Early-Stage Leverage: At 62 people scaling GTM, you shape how the function operates. The systems and processes you build now will stick.

Technical Customers: Selling to Visa, Stripe, Coinbase means deals are complex and technical. The data you manage matters - forecasting accuracy, pipeline hygiene, and reporting are critical when deals are large and slow.

Small Team Reality: You'll have more scope and autonomy than at a larger company, but also less support and structure. Good if you like ownership, hard if you prefer defined processes.