Sales Operations Lead

About the role

You will own the end-to-end sales operations function at Hightouch, acting as the strategic and operational right hand to the Head of Revenue Operations. This role requires you to drive process, insight, and execution across the entire GTM motion with speed and ownership. You will analyze pipeline and performance data deeply to uncover friction and build actionable fixes that materially improve outcomes. You will design and evolve the systems, reports, and territories that enable our scaling organization to operate with clarity and discipline. You will partner tightly with every GTM team to align on strategy, surface critical information, and coordinate execution. You will use AI tools to accelerate insight generation and improve consistency across sales and marketing workflows. You will champion data-driven decisions that change seller behavior and support uncomfortable but necessary changes.

Key facts

What you'll do

• Own pipeline and funnel analysis with a bias toward action, tracking how deals move, finding blockages, diagnosing root causes, proposing fixes, shipping improvements, and learning from outcomes to support weekly forecasts with bottoms-up rigor and surface risk early.
• Run territory and account management as a living system, maintaining coverage models, balancing books of business as we grow, reassessing segmentation, and evolving propensity scoring, intent signals, and routing so reps are pointed at the right accounts.
• Build reporting and systems that scale by developing dashboards, models, and repeatable processes that turn one-off fire drills into durable infrastructure and ensure insight and operations do not get reinvented every cycle.
• Connect dots across the GTM organization by partnering across marketing, finance, pre-sales, post-sales, and the executive team to surface information and collaborate across groups, coordinating efforts and staffing between sales, lead generation, sales engineering, and post-sales.
• Use our AI tools to compress insight cycle time and improve process consistency within RevOps and across the GTM org, enabling faster decisions and more reliable execution through modern tooling.
• Translate complex revenue problems into clear narratives for sales leaders and executives, explaining nuanced issues without burying the point and earning trust through direct, data-backed communication.
• Develop and maintain the dashboards, models, and queries that give visibility into pipeline health, forecast accuracy, and rep performance, ensuring stakeholders have timely and reliable information.
• Own the configuration, optimization, and governance of Salesforce, Gong, Snowflake, dbt, and Omni to ensure data integrity, usability, and scalability as the business grows.
• Drive adoption of new processes and tools by coaching and influencing revenue leaders and individual contributors, using data, comp, and visibility to change behavior and improve outcomes.
• Operate with a bias toward iteration over perfection, shipping imperfect fixes that move decisions forward quickly rather than waiting for polished solutions that arrive too late.
• Maintain a hands-on-keyboard mentality by writing queries, building reports, and configuring systems yourself instead of handing off specs and waiting for results.
• Surface risk in forecasts and pipeline early, enabling proactive management and course correction before issues impact revenue goals.

Requirements

• You have operated in high-growth, high-velocity sales environments, ideally with 50+ account executives at a company selling enterprise software at multi-$100K or $1M+ price points through direct outbound and partnerships.
• You think from first principles, asking why before reaching for an industry framework, building hypotheses, testing them, holding views loosely, updating fast, and learning how Hightouch actually runs rather than applying past playbooks blindly.
• You have a bias toward iteration over perfection, preferring to ship an imperfect fix that advances a decision over waiting for a perfect solution that arrives too late.
• You are genuinely hands-on-keyboard, building your own reports and queries and configuring systems yourself, using Snowflake, dbt, and Omni for analysis and Salesforce and Gong for execution.
• You have used data, comp, and visibility to change behavior, demonstrating a strong business partner mindset by describing what is happening and changing how reps and managers operate.
• You are a clear, direct communicator, trusted by sales leaders and executives because you explain nuanced revenue problems without burying the point.
• You have empathy for sellers, unafraid to shadow reps to understand practical problems and develop better solutions, with quota-carrying experience as a plus.
• You are comfortable working remotely in a North America-based fully remote environment and can manage your schedule to meet business needs without direct supervision.

Nice to have

• Experience working with composable CDPs and marketing platforms that integrate tightly with CRM and revenue systems.
• Familiarity with AI tools and methodologies for accelerating analytics, reporting, and sales operations workflows.
• Background in organizations that have implemented E-Verify and related compliance processes post-hire.

Practical notes

This role is full-time and remote based in North America. The compensation range is $180,000 to $250,000 per year and includes meaningful equity in the form of ISO options with early exercise and a 10 year post-termination exercise window. Hightouch participates in E-Verify, and verification will occur after a conditional offer is extended. The role reports to the Head of Revenue Operations and requires hands-on engagement with analytics platforms and CRM systems to maintain data integrity and operational scalability.