RevOps Architect

About the role

The will define the end-to-end strategy and operating model for the global go-to-market engine. This role owns the technical and operational backbone that powers how we sell, bill, and recognize revenue across all markets. You will architect the systems that connect customer data, product usage, and financial workflows into a single source of truth. The position requires building scalable infrastructure that supports both rapid experimentation and strict compliance as we grow. You will act as the central design authority for all GTM technology, ensuring alignment between product, revenue, and finance. Success in this role means creating a future-state operating model that can flex with new business models and market demands. You will translate complex business requirements into resilient platform capabilities that enable predictable growth. This is a foundational role that shapes the long-term reliability and scalability of Replit's revenue ecosystem.

Key facts

What you'll do

Define and execute the long-term vision and roadmap for Replit's GTM systems, with direct ownership of CRM and CPQ platforms to ensure they evolve with our sales model and product strategy.

Own the Salesforce platform strategy and architecture, designing and governing an instance that scales to support complex enterprise sales motions, multi-geo operations, and flexible consumption-based pricing models without degradation of performance or data integrity.

Partner with Finance, Legal, and Deal Desk to design, implement, and optimize billing, order management, and revenue recognition workflows so that GTM systems feed accurate, timely, and compliant data into downstream financial processes.

Establish and maintain systems and controls that meet public company reporting standards, embedding SOX-readiness into GTM-related processes, data flows, and access protocols to support audit objectives and regulatory expectations.

Build, mentor, and lead a high-performing team of GTM systems professionals, setting performance standards, career pathways, and a culture of operational excellence, continuous learning, and data-driven improvement.

Drive cross-functional alignment across Sales, Marketing, Finance, Legal, and Engineering through structured discovery, requirements synthesis, and solution design that ensures systems investments directly support business priorities and compliance mandates.

Evaluate, select, and integrate best-in-class technologies into the revenue tech stack, making thoughtful build-vs-buy decisions that balance speed, cost, risk, and long-term scalability as the organization grows.

Develop and enforce data governance frameworks and data quality standards across all GTM systems, enabling reliable forecasting, pipeline management, account-based marketing, and revenue reporting trusted by leadership.

Leverage AI and automation to enhance system capabilities, reduce manual configuration and data movement, and unlock productivity gains across revenue-generating functions while maintaining security and compliance.

Establish and maintain strong vendor relationships, negotiating contracts, service-level agreements, and implementation plans with key partners to ensure reliable delivery, support, and ongoing value realization from critical GTM platforms.

Requirements

Have 10+ years of experience in GTM systems, revenue operations, or business systems, with at least 3 years in a leadership role managing teams and delivering complex technology initiatives in high-growth environments.

Have built and scaled GTM systems infrastructure at organizations generating $1B+ in annual revenue, demonstrating comfort with enterprise-scale environments, sophisticated sales models, and rigorous financial controls.

Possess deep expertise in Salesforce architecture, including hands-on configuration, customization, and integration work supporting complex sales processes, multi-org strategies, and high-volume transactional workloads across regions.

Have hands-on experience partnering on quote-to-cash processes, including configuring CPQ, managing order flows, and ensuring data alignment with billing and revenue recognition systems to support accurate and timely financial reporting.

Have direct experience supporting public company reporting requirements, SOX compliance, and audit readiness for GTM-related systems and controls, including evidence trails, change management, and separation of duties considerations.

Demonstrate a track record of effective cross-functional partnership with Finance, Legal, Sales Leadership, and Engineering, using structured problem-solving and clear communication to resolve competing priorities and constraints.

Bring strong people leadership skills with experience building, developing, and retaining high-performing teams in fast-paced, ambiguous, and rapidly scaling organizations, including coaching, feedback, and performance management.

Can seamlessly move between strategic planning and hands-on technical problem-solving, balancing big-picture thinking with attention to detail in system design and implementation.

Communicate complex technical concepts clearly and persuasively to executive and non-technical audiences, translating business needs into system requirements and trade-off analyses.

Nice to have

Active Replit user with an understanding of developer tools and coding platforms to ensure proposed solutions reflect real-world usage patterns and technical realities.

Experience at a high-growth SaaS company or developer-focused platform, bringing familiarity with rapid iteration, experimentation, and developer-centric go-to-market motions.

Background in finance, accounting, or business operations, providing insight into how revenue systems connect to general ledger structures, billing operations, and financial controls.

Experience with sales enablement and training programs, helping sales teams adopt, configure, and leverage technology effectively to drive pipeline and conversion.

Experience with consumption-based or usage-based revenue models in addition to traditional SaaS contract structures, including metering, rating, and billing considerations.

Bring familiarity with modern revenue tech stacks including tools like Stripe, Metronome, Nue.io, Workday Financials, or similar platforms, and the ability to evaluate new tools against business and compliance criteria.

Experience with integrating AI/ML capabilities into business systems to drive automation, orchestration, and predictive insights across the revenue lifecycle.

Hold relevant certifications such as Salesforce Architect credentials or equivalent proof of technical depth in the platform and its ecosystem.

Have experience with international GTM operations and multi-currency, multi-entity compliance, including localization, tax, and regulatory alignment across regions.

Practical notes

This role is full-time and based in Foster City, California.

Candidates must be eligible to work in the United States without sponsorship for this position.

No visa sponsorship is available for this role.

Relocation is not provided.

The start date is contingent on business needs and cannot be guaranteed until after the hiring process is complete.