RevOps Business Partner — Acquisition Motion

Overview

You own the revenue operations infrastructure for Workleap's direct acquisition motion. You work with sales leadership, SDRs, and AEs to diagnose pipeline health, build forecasting models, and automate manual processes. You're selling internally—convincing reps to adopt new workflows and leadership to trust your data.

Role Snapshot

Company Context

Stage: Growth stage (407 employees, recently rebranded)

Size: 407 employees

Growth: Transitioning from ShareGate (single product) to Workleap (multi-product platform). Scaling GTM infrastructure to support this complexity.

Market Position: Challenger in HR tech - competing against point solutions and larger HRIS systems. Focus on SMBs (50-500 employees likely).

GTM Reality

Pipeline Sources:

• Likely 40-50% Inbound - website demos, content downloads, product-led interest from ShareGate legacy base
• 30-40% Outbound - SDR-generated meetings, targeted account lists
• 10-20% Expansion/Cross-sell from ShareGate customers moving to Workleap platform

SDR/AE Structure: Dedicated SDR team feeding AEs (you're building the handoff process)

SE Support: Likely shared or minimal - product demos handled by AEs for SMB motion

Competitive Landscape

Main Competitors: Likely Culture Amp, Lattice, 15Five, BambooHR (performance management), Deel/Rippling (all-in-one)

How They Differentiate: Unified platform for engagement + performance + compensation (not just one piece). AI-powered insights. Built for growing SMBs, not enterprises.

Common Objections: "We already have [point solution]", "Our HRIS does some of this", "Too many platforms already"

Win Themes: Consolidation (one platform vs scattered tools), AI insights that actually work, built for companies scaling 50-500 employees

What You'll Actually Do

Time Breakdown

Data Analysis (30%) | System Building (25%) | Stakeholder Meetings (25%) | Documentation (20%)

Key Activities

• Pipeline Reporting: Build and maintain weekly/monthly pipeline dashboards. Answer questions like "Why did pipeline drop 15% this week?" or "How many deals are stuck in demo stage?" You'll spend hours in spreadsheets reconciling CRM data with what actually happened.
• Process Design: Map out the acquisition funnel from SDR outreach → AE handoff → demo → proposal → close. Identify where deals die (usually between demo and proposal). Build automated alerts when deals sit too long. Most reps will resist your new process at first.
• Forecasting & Analytics: Build weekly forecast models. Sales leadership asks for accuracy but pipeline is messy - deals slip, commit dates change, reps sandbag. You're constantly cleaning data and re-running models.
• System Integration: Work with the Revenue Systems Analyst to connect HubSpot/Salesforce with product usage data, marketing automation, and the data warehouse. Lots of meetings about field mapping and data hygiene. Most integrations take 3x longer than planned.
• Enablement: Train reps on CRM hygiene, new workflows, and reporting dashboards. Most won't follow the process until their manager enforces it. You'll repeat yourself a lot.

The Honest Reality

What's Hard

• Data is Always Messy: Reps don't update stages on time, fields are blank, won dates keep changing. You spend 40% of your time cleaning data before you can analyze it.
• Everyone Wants Different Metrics: Sales wants activity metrics, leadership wants pipeline coverage, finance wants bookings forecasts, marketing wants attribution. You're constantly building "one more report."
• Change Management: You'll design better processes but getting reps to adopt them is the real work. Most will keep doing things the old way until forced to change.
• Blame When Things Miss: If the forecast is wrong or pipeline is thin, people look at RevOps. You have visibility but limited control over whether reps execute.
• Multi-Product Complexity: They're scaling from one product (ShareGate) to a platform (Workleap). Attribution gets messy, deal structures get complicated, and your systems need to support both legacy and new motions.

What Success Looks Like

• Forecast accuracy within 10-15% month over month
• Pipeline coverage ratio improves (e.g., from 2x to 3x quota)
• Deal cycle time decreases (e.g., from 60 days to 45 days)
• Sales leadership stops asking "Where did that deal go?" because your dashboards answer it proactively
• Reps actually use the CRM correctly without constant reminders

Who You're Supporting

Primary Stakeholders:

• VP/Director of Sales (your main partner - needs accurate forecasts and pipeline insights)
• AE team (5-15 reps likely - you're making their lives easier with automation, but also enforcing process)
• SDR team (3-8 reps likely - you're optimizing their lead routing and handoff to AEs)
• Head of RevOps (Charles - your hiring manager, reports to exec team)

What They Care About:

• Sales Leadership: Forecast accuracy, pipeline health, why deals are slipping, how to hit the number
• AEs: Less admin work, faster quote generation, clear next steps on deals, good lead quality from SDRs
• SDRs: Fair lead routing, credit for their pipeline generation, tools that actually work
• Finance/CEO: Bookings forecast, revenue predictability, CAC efficiency

Requirements

• 3-5 years in RevOps, Sales Ops, or similar analytical role (ideally at a B2B SaaS company)
• Strong HubSpot or Salesforce experience (they mention HubSpot Champion in poster's profile - likely a HubSpot shop or migrating to it)
• SQL or data analysis skills (you'll need to pull data from the warehouse, not just CRM)
• Experience with SaaS metrics: pipeline coverage, win rates, velocity, CAC/LTV
• Comfortable with ambiguity - you're building systems in a scaling, multi-product environment
• Change management skills - you'll need to get reps to adopt new processes
• Bonus: Experience with multi-product GTM or HR tech/people management software