Founding Revenue Operations Manager

About the role

In this pivotal position, you will be responsible for establishing and leading the revenue operations function within a rapidly growing social commerce startup. Reporting directly to the Head of Operations, your focus will be on optimizing and scaling revenue-related systems and processes. This is a unique opportunity to build and refine operational structures that will support the company's growth trajectory.

Key facts

What you'll do

• Act as the primary Salesforce administrator, managing various aspects including objects, flows, validation rules, user accounts, and ensuring data integrity throughout the sales pipeline.
• Oversee the entire suite of go-to-market technologies, which involves assessing, implementing, integrating, and phasing out tools such as Salesforce, Pylon, and Granola.
• Develop and sustain integrations between sales and finance platforms, specifically Salesforce and Rillet, to facilitate a seamless quote-to-cash data flow.
• Lead the weekly forecasting efforts, conducting pipeline assessments, consolidating forecasts, and preparing comprehensive reports for the board that cover bookings, pipeline coverage, and conversion metrics.
• Continuously enhance the forecasting model to align with the fiscal year, which runs from February to January.
• Analyze the sales funnel from marketing to closed-won deals, providing leadership with insights into conversion rates, sales velocity, and drop-off rates by stage and segment.
• Manage the deal desk for both enterprise and mid-market transactions, overseeing order forms, pricing approvals, discount policies, and non-standard deal structures.
• Collaborate closely with the Legal team to streamline contract workflows, focusing on the operational elements of drafting, approving, signing, and booking order forms.
• Maintain the pricing framework, which includes rate cards, pricing calculators, and approval guidelines.
• Administer commission structures for Account Executives and AI Strategists, including monthly and quarterly calculations, coordinating accruals with the Finance team, resolving disputes, and documenting commission plans.
• Support sales leadership in setting annual quotas, designing territories, and making adjustments to compensation plans.
• Handle initial marketing operations tasks such as lead routing, basic attribution, and campaign-to-pipeline reporting until a dedicated marketing operations hire is onboarded.
• Ensure seamless connectivity between marketing and sales data for accurate tracking of pipeline sources.

Requirements

• 2 to 6 years of experience in revenue or sales operations within a B2B SaaS environment that has scaled through Series A or B funding, or 2 to 3 years in management consulting, banking, or a similar analytical domain with proven systems expertise.
• Demonstrated ability to quickly learn and master technical systems; prior experience as a Salesforce administrator is advantageous, but a strong track record of independently mastering complex tools is crucial.
• Familiarity with the financial aspects of operations, including commission administration, deal desk management, billing transitions, or quote-to-cash processes.
• Advanced skills in Excel/Sheets; knowledge of SQL and comfort with AI tools for automation are significant advantages.
• A structured and analytical thinker who prioritizes delivering practical solutions over theoretical concepts.
• Strong sense of ownership and readiness to engage in both strategic and detailed operational tasks.

Nice to have

• Experience with usage-based or hybrid pricing strategies.
• Background in administering commission tools such as CaptivateIQ, Spiff, or QuotaPath, or experience in constructing commission calculations from the ground up.
• Exposure to CPQ (Configure, Price, Quote) implementation or evaluation processes.
• Familiarity with modern finance systems like Rillet and NetSuite, as well as procurement platforms such as Coupa or Ariba.
• Previous experience as an initial operations hire or as part of a founding team.

Skills & tools

• Salesforce
• Pylon
• Granola
• Slack
• Rillet
• Excel/Sheets
• SQL (preferred)
• AI tools (preferred)

Practical notes

• This position offers a hybrid work schedule, requiring 4 days in the office, with the flexibility of 3 remote days per quarter after the initial 3 months.
• Benefits include health, vision, dental coverage, and a 401(k) matching program.
• Comprehensive stipends are provided: $1,000 per month for housing, $50 per month for mobile expenses, $50 per month for internet (for remote workdays), and commuter benefits.
• Enjoy complimentary lunch in the Palo Alto office.

About the company

We're living through a fundamental shift in how people discover, evaluate, and purchase products. The next generation doesn't respond to traditional marketing -- they build relationships with brands through authentic social interactions, seek recommendations from communities they trust, and expect personalized experiences that feel human, not corporate.