Revenue Operations Specialist/Manager

Overview

You'll work on RevOps and GTM transformation projects at Backblaze, a cloud storage company competing against AWS S3, Google Cloud Storage, and other hyperscalers. Your manager (Kassie Morgan) is leading a complete rethink of how they position, sell, and scale. You'll be in the weeds on CRM builds, process documentation, sales tech evaluation, and cross-functional alignment - not just pulling reports.

Role Snapshot

Company Context

Stage: Public (went public in 2021)

Size: 362 employees

Growth: In active GTM transformation - signals they're shifting strategy after initial public offering period

Market Position: Challenger in cloud storage - competing on price and simplicity against AWS, Google Cloud, Azure, Wasabi. Known for transparent pricing with no egress fees, which is their main wedge against hyperscalers.

GTM Reality

Current State: They're actively rebuilding their GTM motion, which means:

• Existing processes are in flux
• You'll be defining the "right way" alongside leadership
• Lots of discovery work: what's working, what's broken, what to keep vs scrap

What This Means for RevOps:

• Less "steady state" reporting, more "build the reporting from scratch"
• You'll evaluate whether current tech stack (CRM, engagement tools, BI) fits the new motion
• Cross-functional meetings to align on new ICP, territories, comp plans, handoff points
• Documentation of processes that don't exist yet

Team Structure: Small, scrappy RevOps team. You'll likely be one of 2-4 people supporting the entire revenue org (Sales, CS, Marketing). Kassie (your manager) sits at the strategy level, so you'll execute the tactical work.

Competitive Landscape

Main Competitors: AWS S3, Google Cloud Storage, Wasabi, Cloudflare R2

How They Differentiate: Predictable pricing with no egress fees (big deal for high-traffic workloads), S3-compatible API (easy migration), positioning as "enterprise performance at accessible prices"

Market Challenge: Fighting the "nobody gets fired for buying AWS" mentality. Many buyers default to hyperscalers even when Backblaze is cheaper and simpler.

RevOps Implication: Your dashboards need to show win/loss by competitor and objection type to inform positioning shifts.

What You'll Actually Do

Time Breakdown

Project Work (40%) | Systems/Tools (30%) | Reporting/Analysis (20%) | Meetings (10%)

Key Activities

• CRM and Tool Management: Own Salesforce (or their CRM) configuration. Build new fields, workflows, and automations to support the new sales process. Evaluate and implement new tools (e.g., Gong, Outreach, ZoomInfo) as the GTM motion shifts. Debug data integrity issues when reps complain records are wrong.

• Process Documentation: Write out the new sales process step-by-step. Create MEDDIC frameworks, qualification criteria, stage definitions, and handoff rules between SDR→AE→CSM. Run workshops to pressure-test these with the actual sales team.

• Reporting and Dashboards: Build executive dashboards showing pipeline health, conversion rates by stage, rep performance, win/loss trends. Field one-off data requests ("How many deals over $50K did we close last quarter?"). Dig into why the numbers don't match between systems.

• Cross-Functional Projects: Lead initiatives like territory redesign, new comp plan rollout, marketing→sales SLA definition. Run the meetings, track action items, unblock dependencies. Translate between what Marketing thinks is a qualified lead and what Sales will actually work.

• Sales Enablement Support: Help create pitch decks, ROI calculators, and competitive battle cards that match the new positioning. Train reps on new CRM fields or processes. Sit in on calls to understand what's actually happening vs what's supposed to happen.

The Honest Reality

What's Hard

• Ambiguity: "GTM transformation" means things are in flux. You'll get vague requests ("We need better visibility into pipeline") and have to figure out what that actually means and how to deliver it. Requirements change as strategy evolves.

• Data Chaos: In a transformation, data is messy. Old fields don't match the new process. Reps log things inconsistently. You'll spend time cleaning data and chasing people to update records before you can build anything useful.

• Everyone Needs You: Sales wants a report. Marketing wants integration fixed. CS wants a new field. Leadership wants a strategic project done. You'll be juggling competing priorities with limited bandwidth.

• Lack of Historical Context: You're implementing a new motion, which means no historical benchmarks. You can't say "conversion should be X%" because the old motion was different. You're building the baseline.

• Change Management: Reps don't love new processes or CRM updates. You'll face resistance ("This is more clicks") and have to sell them on why it matters. Adoption is your problem to solve.

What Success Looks Like

• You ship 2-3 major projects per quarter (new comp plan, territory model, CRM overhaul) on time and with leadership buy-in
• Sales leadership stops asking for one-off reports because your dashboards answer their questions automatically
• CRM adoption hits 90%+ (reps actually log activity and update stages)
• The GTM motion you help design shows measurable improvement: higher win rates, faster cycles, or better pipeline coverage
• Your manager trusts you to run projects independently without constant check-ins

Who You're Supporting

Internal Stakeholders:

• Sales team (AEs, SDRs, SEs) - your "customers" for CRM, process, and tools
• Sales leadership (VPs, Directors) - they need strategic analysis and executive reporting
• Marketing - alignment on lead routing, MQL definitions, campaign tracking
• Finance - comp plan math, quota setting, revenue forecasting
• CS/Success - post-sale handoff process and upsell tracking

What They Care About:

• Sales wants tools that don't slow them down and reports that help them close deals
• Leadership wants visibility into what's working/not working and confidence the data is accurate
• Marketing wants proof their campaigns drive revenue and fast follow-up on leads

Requirements

• 2-4 years in Revenue Operations, Sales Operations, or similar analytical/operational role (this isn't an entry-level position given the transformation scope)
• Strong Salesforce (or similar CRM) skills - you should be able to build custom objects, workflows, and reports without needing an admin
• SQL or data analysis skills for pulling data from databases/data warehouses when CRM reports aren't enough
• Experience with sales tech stack tools (engagement platforms, BI tools, data enrichment) - bonus if you've led implementations
• Project management ability - you'll own cross-functional initiatives with loose requirements and need to drive them to completion
• Comfort with ambiguity and change - this isn't a "maintain the machine" role, it's a "build the machine" role
• Communication skills to translate between technical/systems work and business impact for leadership