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About the Role

Fulcrum is seeking its second full-time RevOps hire to report directly to the Head of RevOps. This role will collaborate across Sales and Customer Success to build the operational infrastructure necessary for a fast-scaling Go-To-Market team. The initial focus will be on auditing and rebuilding broken systems, establishing processes and data foundations to support team growth, and owning forecasting, sales process design, rules of engagement, SDR measurement, and early deal desk foundations. This is an individual contributor role with a clear path to management as the team scales.

Responsibilities

Rebuild Fulcrum's forecast methodology from the ground up, including stage definitions, data hygiene, rep behavior, and the model itself.
Own weekly pipeline data quality and identify/fix CRM hygiene issues at the source.
Support the Head of RevOps with pipeline review preparation, coverage analysis, and forecast variance tracking.
Partner with the Head of Sales to document and operationalize the sales process end-to-end.
Define and enforce rules of engagement across Sales, SDR, and CS, including territory, handoff, and escalation.
Establish initial deal desk parameters, including discount governance, approval workflows, and Salesforce enforcement.
Own the SDR process and measurement framework, covering sequencing hygiene, SLA enforcement, conversion tracking, and handoff quality.
Build the reporting infrastructure for leadership to monitor performance.
Direct and collaborate with the Salesforce admin contractor on builds, backfills, and data integrity work.
Own the GTM tech stack roadmap, evaluating, implementing, and integrating new tools as Fulcrum scales.
Build and maintain the reporting layer, including SFDC reports, dashboards, and lightweight BI.
Support quarterly and annual planning cycles, including capacity modeling, quota setting, and territory design.
Enable future CS and Sales leaders on operational processes.
Own the operational side of AE onboarding, including playbook documentation, CRM training, and process enforcement.

Requirements

5-8+ years in B2B SaaS RevOps or SalesOps, ideally at a company that scaled through Series A or B.
Experience as an early ops hire, capable of building with limited resources and no playbook.
Proven experience owning a forecast process end-to-end.
Proficiency as a Salesforce user capable of building reports, auditing data, and directing an admin.
Experience with CRM hygiene and data quality work, including diagnosing pipeline issues.
Analytical rigor, comfortable building models in Sheets/Excel, QA-ing data, and owning a reporting layer.
Ability to be an opinionated collaborator and earn credibility with senior stakeholders.

Skills

Salesforce
Forecasting
Pipeline Integrity
Data Quality
CRM Hygiene
Sales Process Design
Rules of Engagement
SDR Operations
GTM Stack Management
Reporting
Dashboarding
BI Tools
Capacity Modeling
Quota Setting
Territory Design
Onboarding

Location

San Francisco

Work Type

In-person collaboration
Full-time

Experience Level

5-8+ years

Salary/Compensations

Competitive salary

Benefits

Full health, dental & vision
Meaningful founding-team equity
High-ownership, high-trust culture
Regular team off-sites, dinners
Office stocked for builders

About the Company

The $1.5 trillion insurance industry is powered by brokers, who face challenges with account management capacity due to manual processes and system limitations.
Fulcrum is building an AI platform to automate insurance drudgery, saving customers thousands of hours and millions of dollars annually.
The company has achieved significant growth, reaching multiple seven figures in ARR within its first year and serving a substantial portion of the top 50 brokers.
Fulcrum has successfully raised its Series A funding and is poised for further expansion.
The team consists of experienced professionals from companies like Affirm, Uber, DoorDash, and McKinsey.