Overview
You keep the GTM engine running by managing Salesforce, building pipeline reports, supporting forecasting, and fixing process gaps. You work with AEs when deals get stuck in the system, help sales leadership understand pipeline health, and increasingly support CS workflows now that both functions are unified under one leader. This is a mix of systems admin, data analyst, and strategic ops work.
Role Snapshot
| Aspect | Details |
|---|---|
| Role Type | Revenue Operations (systems + analytics + strategy) |
| Focus Areas | Sales ops, customer success ops, systems management |
| Tools | Salesforce, Clari/Gong, BI tools, ZoomInfo/6sense, CS platforms |
| Scope | Supporting ~20-40 GTM reps across sales and CS |
| Team Size | Small RevOps team (2-4 people likely) |
Company Context
Stage: Later-stage (248 employees)
Size: 248 employees
Growth: Company is hiring across GTM, suggesting growth mode and need for operational rigor
Org Structure: RevOps and CS now report to same leaderâyou're supporting both sales and customer success motions
What You'll Actually Do
Time Breakdown
Salesforce Admin (30%) | Reporting/Analytics (25%) | Forecasting Support (20%) | Process Improvement (15%) | Ad Hoc Requests (10%)
Key Activities
- Salesforce Management: You're the Salesforce adminâbuilding fields, workflows, reports. AEs mess up data entry constantly. You're cleaning duplicates, fixing stage progression issues, and making sure pipeline data is accurate for leadership.
- Pipeline Reporting: You build and maintain pipeline dashboards. Weekly forecast calls? You're pulling the data. Board meetings? You're preparing the slides. "How many deals slipped this quarter?" You have the answer.
- Forecasting Support: You help sales leadership forecast revenue. You're flagging deals at risk, tracking commit vs. pipeline, and helping AEs update their forecasts in the system. This is high-pressure during quarter-end.
- Tool Stack Management: You manage integrationsâSalesforce, Outreach/SalesLoft, Gong, ZoomInfo, BI tools. When something breaks, you're troubleshooting or escalating to vendors.
- CS Ops Support: Now that CS reports up with you, you're building customer health dashboards, tracking renewal timelines, and supporting CS workflows (expansion tracking, churn analysis).
- Process Design: You identify bottlenecksâ"Why are deals getting stuck in legal?"âand design solutions. You create playbooks, update workflows, and train reps on new processes.
- Ad Hoc Analysis: Sales leader asks, "What's our win rate against Databricks?" or "Which industries convert best?" You're pulling data and building analyses.
The Honest Reality
What's Hard
- Reps ignore your process: You build a beautiful lead routing workflow. Reps bypass it. You spend half your time chasing people to update Salesforce correctly.
- Endless ad hoc requests: "Can you pull this report by EOD?" interrupts your project work constantly. Priorities shift daily.
- Systems break: Integrations fail. Salesforce bugs out. You're the first call when something doesn't work, even if it's not your fault.
- Accuracy pressure: Forecasting is high-stakes. If your data is wrong, leadership makes bad decisions. You're double-checking everything.
- Scope creep: You're pulled into sales strategy discussions, comp plan design, territory planningâway beyond "just run reports." It's interesting but stretches you thin.
What Success Looks Like
- Pipeline data is accurate enough that leadership trusts forecasts
- Reps spend less time fighting with systems and more time selling
- You identify process improvements that materially impact win rate or cycle time
- Dashboards you build become the source of truth for GTM decisions
- You're seen as a strategic partner, not just the Salesforce admin
Who You're Supporting
Primary Stakeholders:
- VP Sales / Head of CS (your leadershipâthey rely on you for data and strategy input)
- AEs and CSMs (you're unblocking them daily)
- Finance (you partner on revenue forecasting and reporting)
- Sales Enablement (you provide data for training needs)
What They Care About:
- Leadership: Accurate forecasts, pipeline visibility, identifying growth levers
- Reps: Systems that work, fast answers to questions, minimal admin burden
- Finance: Clean data for rev rec, accurate reporting
Requirements
- 2-4 years in revenue operations, sales operations, or similar
- Strong Salesforce skills (admin certification a plus)
- Comfortable with data analysis (Excel, SQL, or BI tools)
- Experience supporting enterprise sales teams (long cycles, complex deals)
- Ability to context-switch quicklyâyou're juggling 10 things at once
- Strong communication skillsâyou're translating between technical systems and non-technical sales reps