Overview
You're the RevOps person at Jetson, a climate tech company selling home decarbonization solutions. You'll own the CRM, build reports for sales leadership, maintain data hygiene, and set up processes as they hire more reps with fresh Series A funding. The poster mentions "AI-focused," so expect some work with AI tools for forecasting, lead scoring, or automation.
Role Snapshot
| Aspect | Details |
|---|---|
| Role Type | Revenue Operations Specialist |
| Primary Focus | CRM admin, sales reporting, process optimization |
| Deal Complexity | N/A (supporting sales team) |
| Tech Stack | Likely Salesforce or HubSpot, sales engagement tools, BI tools |
| Scope | Full revenue org (sales, potentially CS and marketing ops) |
| Reports To | Likely VP Sales or CRO |
Company Context
Stage: Series A ($50M raise mentioned)
Size: 60 employees
Growth: Actively hiring for GTM roles post-raise
Market Position: Operating in home decarbonization space - likely competing against heat pump installers, solar companies, or other climate tech players
Mission: Decarbonizing North American homes (residential climate tech)
What You'll Actually Do
Time Breakdown
CRM/Systems Admin (35%) | Reporting/Analytics (30%) | Process Building (20%) | Troubleshooting (15%)
Key Activities
- CRM Maintenance: Keep Salesforce/HubSpot clean as they hire more reps. Fix duplicate records, enforce field requirements, update validation rules. Someone has to be the data cop.
- Sales Reporting: Build and maintain dashboards for pipeline coverage, forecast accuracy, activity metrics. Weekly forecasting calls mean pulling reports on Thursdays and explaining why numbers moved.
- Process Design: Document and build workflows as the team scales - lead routing, opportunity stages, approval processes. Series A means formalizing what's been scrappy.
- Tool Evaluation: Research and potentially implement new tools (AI for lead scoring, conversation intelligence, enrichment tools). "AI-focused" in the post suggests they want someone exploring modern rev tech.
- Data Analysis: Dig into conversion rates, sales cycle length, win/loss patterns. Figure out what's working and what's not as they refine their GTM motion.
- Sales Enablement Support: Build reports for comp plans, territory assignments, quota tracking. Partner with finance on commission calculations.
The Honest Reality
What's Hard
- You're likely the only RevOps person (or one of very few). Lots of requests, limited bandwidth. Sales leadership wants reports yesterday.
- Post-fundraise hiring sprees create chaos. New reps means more training, more questions, more "why isn't this working?" Slack messages.
- Climate tech sales cycles are probably complex (homeowners + contractors + financing + permits). Your data model needs to reflect that messiness.
- "AI-focused" could mean anything from "we use ChatGPT sometimes" to "build us a custom ML model." Expectation-setting will be important.
- CRM hygiene at a 60-person startup is rough. Reps don't log activities consistently. Data quality is your eternal battle.
- You'll spend significant time in meetings explaining why forecasts changed or why a report doesn't show what someone thought it would.
What Success Looks Like
- Sales leadership trusts the pipeline and forecast numbers you provide
- New reps can onboard and use the CRM without constant hand-holding
- You've implemented 2-3 new tools that measurably improve efficiency or data quality
- Reports run automatically instead of requiring manual pulls every week
- The sales team stops complaining about lead routing or territory assignment (mostly)
Who You Support
Primary Stakeholders:
- VP Sales or CRO (your likely boss)
- Account Executives (your main users)
- SDR/BDR team if they have one
- Sales leadership team for forecasting
What They Care About:
- Clean, reliable data for decision-making
- Dashboards that answer their questions without manual work
- Fast turnaround on urgent reports
- Systems that don't break or slow them down
- Help evaluating and implementing new tools
Requirements
- 2-4 years in RevOps, Sales Ops, or similar analytical role
- Strong with CRM platforms (Salesforce or HubSpot most likely)
- Comfortable with Excel/Google Sheets, SQL helpful but not required
- Experience with sales engagement platforms (Outreach, Salesloft) or BI tools (Tableau, Looker)
- Understanding of B2C or B2B2C sales motions (they sell to homeowners)
- Interest in AI/ML tools for sales ops (mentioned specifically in post)
- Ability to work independently - you're figuring things out without a huge team
- Comfortable with ambiguity at a Series A startup