Litify - Senior Revenue Operations Leader
Requirements
• Can translate a business question into a data model — and defend that model when a sales leader disagrees with it. • Has served as strategic advisor to a revenue leader — sat at the table for the decision, not just delivered the readout. • Track record of putting net-new corrective actions into a field sales organization, with a before-and-after. • Has built a bottoms-up capacity or quota model and personally defended it against a top-down target. • Forecast discipline — can describe how they'd know the forecast was wrong before the quarter ended. • Has selected and landed AI tooling that changed how a field team works, backed by adoption data — vendor fluency alone is a disqualifier, not a qualification. • Has driven cross-organizational initiatives (Sales, Marketing, Finance) without owning every function involved. • Can describe how the GTM tool stack's data actually connects, not just list the vendors in it. • Comfortable operating hands-on at Litify's scale (~200 people) — has personally built models, not only managed analysts who did. • Has a tinkering mindset — experience leveraging expected baseline Salesforce admin credentials to wire AI (e.g. Claude via MCP) directly into Salesforce. • Has both a considered view and a track record on each side of the point-solution question — can point to a time they got real value working inside a vendor stack, and a time they consolidated one away in favor of an AI-native workflow. Screened on versatility, not on which side they favor. • Disclosure:The estimated base salary range for this role is $175,000-190,000. You will also be offered a bonus and benefits. • Disclosure: • Our salary ranges are based on paying competitively for our size and industry, and are one part of many compensation, benefits and other reward opportunities we provide. • Individual pay rate decisions are based on a number of factors, including qualifications for the role, experience level, skill set, and balancing internal equity relative to peers at the company.
Responsibilities
• Revenue Operations & Systems: • Own CRM architecture, hygiene, and stage-gate discipline across the full sales cycle. • Build and maintain the bottoms-up capacity model the team's growth targets are set and defended against. • Own revenue reporting — a single source of truth for the CRO and executive team on pipeline, bookings, and attainment. • Run the forecast process end to end: stage-exit criteria, conditional close rates, and a cadence where managers commit their own numbers. • Build and lead a weekly Demand Council cadence. • Instrument competitive-presence tracking across the pipeline. • Partner with the CRO & other members of the executive team on territory design, quota setting and modeling, and compensation plan mechanics. • AI in the Revenue Stack: • Evaluate, select, and land AI tooling into the GTM stack. The bar is judgment and change management — landing something reps actually use — not necessarily building it in-house. • Drive adoption of what gets deployed, with usage data to show it changed behavior, not just that it shipped. • Be personally hands-on with the tools, not just directing a team that uses them — baseline Salesforce administrator fluency, plus firsthand experience connecting AI directly to the CRM (e.g., using Claude via MCP against Salesforce), not just vendor evaluation. • Operate credibly on both sides of the point-solution question, by design: able to work within and get real value out of an existing vendor stack (Domo, Terret-style tools) and able to design and land an AI-native replacement when that's the better call. The seat is not hired to pre-commit to either philosophy — it's hired to have the judgment and the hands to execute whichever one a given problem actually needs. • Cross-Functional Execution: • Drive initiatives across Sales, Marketing, and Finance without needing to own every function touched. • Turn diagnosis into action: interventions that reach the field, with a measurable before-and-after. • Team Leadership: • Team Leadership: • Build and lead the RevOps team — hiring, developing, and setting priorities as it scales with the company.
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