RevOps Lead

Overview

You're the first dedicated RevOps hire at Quorso, a retail intelligence platform with 58 employees. You'll build and own the entire revenue operations infrastructure—CRM hygiene, forecasting, pipeline analytics, commission tracking, sales process optimization, and tech stack management. You'll work closely with sales leadership and likely report directly to the CRO or CEO during this expansion phase.

Role Snapshot

Company Context

Stage: Early-stage (58 employees, "exciting expansion phase" suggests Series A/B)

Size: 58 employees

Growth: Actively hiring, expanding US presence (poster is LATAM lead, suggesting geographic expansion)

Market Position: Niche player in retail operations software—competing against legacy systems, spreadsheets, and larger analytics vendors

GTM Reality

Pipeline Sources:

• Likely 60-70% outbound - retail is relationship-driven, conferences matter
• 20-30% inbound - retail operations leaders searching for "store performance software" or similar
• 10-20% referrals - retail is a small world, word-of-mouth matters

SDR/AE Structure: Small team likely means AEs are doing some of their own prospecting. Possibly 1-2 SDRs supporting 3-5 AEs.

SE Support: Probably shared SE or strong AEs doing their own demos given the company size.

Competitive Landscape

Main Competitors: Legacy BI tools (Tableau, Power BI), retail-specific analytics platforms, homegrown systems, and retail execution software providers

How They Differentiate: "Intelligent Management Platform" suggests AI/ML-driven insights with action-oriented workflow (not just dashboards)

Common Objections: "We already have reporting tools", "Our systems are too complex to integrate", "Store managers won't adopt another tool"

Win Themes: Unified platform (vs. siloed systems), actionable insights (not just data), high engagement/adoption rates

What You'll Actually Do

Time Breakdown

Systems & Data (35%) | Analysis & Reporting (30%) | Process & Enablement (25%) | Strategic Planning (10%)

Key Activities

• Salesforce Administration: You're the Salesforce admin. Custom fields, workflows, reports, dashboards. Cleaning up data quality issues that accumulated before you arrived. Training reps who keep using stages wrong.

• Forecasting & Pipeline Review: Building weekly/monthly forecast models. Running pipeline reviews with sales leadership. Digging into why deals are slipping and what the real close probabilities are. Creating executive dashboards.

• Tech Stack Management: Evaluating, implementing, and managing sales tools (likely Outreach/Salesloft, Gong/Chorus, LinkedIn Sales Nav, ZoomInfo). Figuring out what integrations are broken and fixing them.

• Commission & Comp: Building commission tracking spreadsheets (probably no automated system yet). Answering "why is my commission X" questions. Working with finance on quota planning and territory design.

• Sales Process Optimization: Analyzing conversion rates at each stage. Identifying where deals die. Recommending (and enforcing) process changes. Building playbooks that reps might actually use.

• Strategic Projects: Pricing analysis, market segmentation, territory planning, sales capacity modeling. Whatever the executive team needs data for.

The Honest Reality

What's Hard

• Building from scratch: There's no existing infrastructure. You're inheriting messy data, inconsistent processes, and reps who've been doing things their own way. It takes 6-12 months just to get the foundation solid.

• You're a team of one: No RevOps team below you. You're doing both strategic work and grinding through Salesforce reports. At 3pm you're in an executive meeting about market strategy; at 4pm you're troubleshooting why a Zapier integration broke.

• Sales will resist change: Reps hate new processes and tools. You'll propose changes that make logical sense and get pushback because "that's not how we've done it." You need executive air cover to enforce anything.

• Retail sales cycles are long and unpredictable: Forecasting is hard when deals take 6-9 months and can stall for months due to retail seasonality, budget cycles, or leadership changes. Your forecast model will be wrong a lot.

What Success Looks Like

• Forecast accuracy within 15-20% of actual bookings quarter over quarter
• CRM adoption above 85% - reps are actually logging activities and updating stages
• Pipeline coverage of 3-4x quota consistently across the team
• Sales cycle reduction of 15-20% year over year through process improvements
• Executive dashboard that leadership actually trusts and uses for decision-making

Who You're Selling To

Primary Buyers:

• VP/Director of Retail Operations (budget owner)
• VP/Director of Store Operations
• CIO/IT teams (technical evaluation)
• District/Regional Managers (end users who influence the purchase)

What They Care About:

• ROI proof: Retail operates on thin margins. They need to see specific cost savings or revenue lift.
• Integration complexity: They have legacy systems (POS, inventory, workforce management). Integration can kill deals.
• Store manager adoption: If store managers don't use it, the platform fails. They care deeply about user experience and change management.
• Data accuracy: Garbage in, garbage out. They need confidence the data is clean and the insights are trustworthy.

Requirements

• 4-6+ years in RevOps, Sales Ops, or similar role (ideally at a B2B SaaS company)
• Strong Salesforce expertise - admin certification preferred, you'll be in Salesforce daily
• Excel/Google Sheets mastery - complex formulas, pivot tables, modeling
• Experience with sales engagement tools (Outreach, Salesloft, Gong, etc.)
• SQL or basic data analysis skills helpful for pulling data from the platform
• Comfortable with ambiguity and building processes from scratch
• Strong communication skills - you'll present to executives and train sales reps
• Retail/supply chain experience is a plus but not required
• US-based (company is expanding US operations)