Rev Ops Manager (Sales)

Overview

You'll design and maintain the operational infrastructure for Spellbook's sales team. This means building CRM workflows in Salesforce, cleaning pipeline data, creating dashboards, and running analyses that answer questions like "Should we hire another AE?" or "Is our pricing model working?" You'll work directly with the sales team, marketing ops, and finance to make sure everyone is looking at the same numbers and that those numbers are actually accurate.

Role Snapshot

Company Context

Stage: Series A/B (estimated based on 152 employees and rapid hiring)

Size: 152 employees

Growth: Actively hiring across teams, 4,000+ teams using the product

Market Position: Early leader in legal AI space - launched as "first generative AI copilot for lawyers," now racing to stay ahead as competitors enter

GTM Reality

Pipeline Sources:

• Likely 40-50% PLG/Product-led - they mention free trials and have 4,000+ teams, suggesting inbound motion from product usage
• 30-40% Outbound - targeting in-house legal teams and law firms that fit ICP
• 10-20% Referrals/Word-of-mouth - legal industry is relationship-driven

Team Structure:

• Probably have SDRs/BDRs working inbound leads and doing targeted outbound
• AEs closing deals (mix of SMB transactional and mid-market consultative)
• Likely adding CSMs as they scale to focus on retention and expansion

Current State:

• Scaling phase - moving from "everyone does everything" to specialized roles
• Systems probably built quickly to support growth, now need proper architecture
• Multiple tools that don't talk to each other cleanly

What You'll Actually Do

Time Breakdown

CRM/Systems Work (35%) | Analysis/Reporting (30%) | Meetings/Projects (25%) | Firefighting (10%)

Key Activities

• CRM Architecture: You'll redesign how deals flow through Salesforce stages, what fields are required, what automation triggers when. This means mapping current processes, finding where things break, and building better workflows. Expect to spend hours testing automations and fixing data that doesn't fit the new structure.

• Pipeline Analysis: You'll pull weekly/monthly reports on conversion rates, deal velocity, win/loss patterns. Sales leadership will ask questions like "Why did our close rate drop?" or "Which segment has the best unit economics?" and you'll dig into the data to find answers. Some of this is dashboard work, some is one-off SQL queries or Excel deep-dives.

• Capacity Planning: You'll model out scenarios like "If we hire 3 more AEs, what pipeline do we need to support them?" or "How many SDRs per AE makes sense?" This requires understanding quota attainment, ramp time, and pipeline coverage ratios. You'll present these models to leadership who will challenge your assumptions.

• Cross-functional Projects: Marketing wants to change lead scoring. Finance needs forecast data structured differently. Sales wants a new tool integrated. You're the person who figures out how to make it work without breaking everything else. Lots of Slack, lots of meetings, lots of "let me look into that and get back to you."

The Honest Reality

What's Hard

• Data is always messy: Reps don't update Salesforce consistently. Deal stages mean different things to different people. You'll spend a surprising amount of time just cleaning data and chasing people to log activities correctly. It's thankless work but critical.

• Everyone wants something different: Sales wants simplicity and speed. Finance wants precision and forecasting accuracy. Marketing wants attribution clarity. Your job is to balance these competing priorities, which means saying "no" or "not yet" frequently.

• You're building while the plane is flying: The company is growing fast, so you're redesigning systems while people are actively using them. Every change you make affects someone's workflow, and they'll let you know when it breaks their process.

• The scope is huge: At a 152-person company, you're probably the only Rev Ops person focused on sales, or one of two. That means you're doing everything from admin-level Salesforce config to strategic pricing analysis. It's hard to go deep when you're spread thin.

What Success Looks Like

• Sales leadership can look at a dashboard and immediately understand pipeline health, conversion rates by segment, and forecast accuracy - without asking you for a one-off report
• Reps spend less time on admin and more time selling because workflows are cleaner and automation handles repetitive tasks
• Finance gets reliable, accurate data for forecasting and board reporting without constant back-and-forth
• When the company makes a GTM decision (new segment, pricing change, territory split), your analysis directly informed it

Who You're Supporting

Primary Stakeholders:

• VP of Sales / CRO - needs forecasting, capacity planning, performance visibility
• Sales Managers - need pipeline inspection, rep performance tracking, coaching insights
• Individual Reps - need clean CRM, easy workflows, commissions calculated correctly
• Marketing - needs lead attribution, conversion metrics, closed-loop reporting
• Finance - needs accurate forecasts, revenue recognition data, ARR/bookings clarity

What They Care About:

• Sales cares about: "Does this make my life easier or harder?" and "Can I trust these numbers?"
• Marketing cares about: "Which channels/campaigns drive revenue?" and "What's our CAC?"
• Finance cares about: "Can we hit our forecast?" and "Is this data audit-ready?"

Requirements

• 3-5 years in revenue operations, sales operations, or related analytics role (probably at another B2B SaaS company)
• Deep Salesforce experience - you've built workflows, custom fields, reports, and dashboards, not just used them
• Strong Excel/Google Sheets and comfortable with SQL or BI tools (Looker, Tableau, etc.)
• You've supported a sales team through a scaling phase (20 to 50+ reps, or Series A to Series B)
• You can translate between technical/systems language and business/sales language
• Experience working with finance on forecasting and with marketing on attribution is a plus
• Legal tech or legal industry experience is probably NOT required - they care more about ops chops