protege - Revenue Operations Lead (GTM Engineer)
Responsibilities
• CRM / SYSTEMS OWNERSHIP • Own Salesforce architecture, configuration, and long-term scalability • Lead ongoing phases of Salesforce buildout and manage relationships with implementation and systems partners as new capabilities are added • Establish structured change management and system governance • Evaluate, phase in, and integrate new GTM systems that support revenue operations as the stack grows — including the event/registration platform, the researcher community platform, and sales engagement tooling (Unify) • GTM ENGINEERING & AUTOMATION • Build and maintain the automations and integrations that connect systems across the GTM stack, rather than relying on manual handoffs between tools • Use APIs, workflow automation platforms, and light scripting where native, declarative configuration isn't enough • Evaluate and pilot AI-enabled tools that improve GTM efficiency — lead scoring, data enrichment, forecasting support — and bring the ones that work into the core stack • Build durable systems designed to scale, not one-off fixes that create technical debt • Maintain data integrity and enforce required-field discipline • Prevent system sprawl and unnecessary customization as new tools are phased in • Establish documentation standards and clear ownership of system changes • Ensure Salesforce operates as the single system of record • Own the GTM data model, SQL/warehouse or BI layer, metric definitions, cohort analysis, funnel velocity, and executive reporting. • REVENUE PROCESS DESIGN • Define and operationalize qualification criteria and opportunity stage definitions • Design lifecycle processes spanning Marketing → Sales → Expansion, including multi-source lead handoff (event, researcher community, BDR, inbound), each with its own defined SLA • Standardize opportunity structure, pricing inputs, and partner attribution tracking • Ensure opportunity records accurately capture key economic inputs to support revenue and margin visibility • FORECASTING & PIPELINE MANAGEMENT • Design and maintain forecasting frameworks in partnership with the Head of GTM Operations • Establish and enforce pipeline standards and inspection cadence • Monitor stage progression, conversion rates, deal aging, and close probability integrity • Improve visibility into revenue realization assumptions and deal-level economics during forecasting • Identify structural bottlenecks impacting close rates and forecast reliability • REPORTING & KPI MEASUREMENT • Standardize core revenue KPI definitions across functions • Build and maintain dashboards for funnel conversion, revenue performance, and operational metrics, including pipeline by source (event, community, BDR, digital) • Track leading and lagging indicators to surface performance risks early • Ensure leadership reporting is grounded in system data, not manual workarounds • MARKETING OPERATIONS • Own lead routing logic and lifecycle transitions across multiple top-of-funnel sources — event, researcher community, BDR, and inbound — each with its own source-specific qualification criteria rather than one generic rule set • Run event operations end-to-end from a systems and data standpoint: registration/event platform administration, lead capture setup, on-site execution support, and a post-event follow-up SLA into Sales • Own researcher community systems and operations — onboarding flows, engagement tracking, and a defined path from active community member to sales-qualified lead • Administer the marketing automation platform and prospecting/sequencing tools (including Unify), keeping them integrated with the CRM • Own campaign QA and marketing database hygiene • Ensure multi-touch attribution integrity across events, researcher community, and digital — not a single-channel model — and full-funnel reporting accuracy • Build event-sourced pipeline and ROI reporting (cost per event, pipeline per event, win rate) and researcher community engagement and conversion reporting • Monitor marketing-to-sales conversion by source and identify structural bottlenecks • Act as the connective, hands-on presence between Marketing and Sales — the day-to-day execution glue currently provided directly by the Head of GTM Operations, freeing that role up for strategy and cross-functional leadership • Translate strategy from the Head of GTM Operations into working systems and process, and surface what's not working back up
Benefits
• You'll help continue to build and govern the operational backbone of a two-sided commercial engine at a pivotal stage of growth — stepping into the hands-on execution work currently done directly by the Head of GTM Operations, freeing that role up for strategy and cross-functional leadership. This role offers meaningful ownership, close partnership with GTM leadership, and the chance to build modern, automated infrastructure from the ground up rather than just administer what already exists. • Pass the Loved Ones’ Test • We act with integrity and do the right thing — especially when it’s hard and no one is watching. • Always Find a Way • We are resourceful, resilient builders who solve hard problems and push through obstacles. • Go Fast and Grow Fast • Velocity matters. We move with urgency, learn quickly, and continuously improve as individuals and as a company. • Practice Kindness and Candor • We communicate directly and respectfully, building trust through honest feedback and genuine care for one another. • Deliver Together • We win as one team. Collaboration, accountability, and shared ownership drive our success. • Own the Outcome. Hone the Craft. • We take pride in our work, sweat the details, and continuously raise the bar for excellence.
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