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About the Role
We are seeking a Revenue Operations Lead to own and scale the systems, processes, and Go-To-Market (GTM) strategy that drive revenue growth. This role involves leading territory strategy, segmentation, and coverage planning, while also managing the revenue technology stack and Salesforce foundation. It sits at the intersection of Sales, Finance, Marketing, and Growth, requiring analytical rigor and a systems-oriented approach to solve complex GTM challenges and build infrastructure for a rapidly scaling company.
Responsibilities
- Design, deploy, and continuously optimize territory models and account segmentation across sales segments and regions.
- Analyze historical performance, market opportunity, whitespace, and account data to inform coverage and capacity planning.
- Partner with Sales and Finance on headcount planning, quota alignment, and equitable territory design.
- Lead territory balancing efforts to ensure fairness, clarity, and strong performance opportunities for reps.
- Support GTM planning cycles with territory assignments, coverage recommendations, and scenario modeling.
- Lead special projects such as market expansion, vertical strategy, or new sales motion design.
- Own and evolve Listen’s revenue tech stack, including SFDC and integrated GTM tools.
- Manage SFDC architecture, workflows, routing logic, validation rules, and automation that support scalable execution.
- Oversee integrations and data flows between CRM and connected systems, ensuring reliability and accuracy.
- Implement new system features, enhancements, and pilots in partnership with RevOps leadership.
- Serve as the go-to expert for diagnosing and resolving complex system issues.
- Maintain high-quality SFDC data through audits, deduplication, validation, and governance standards.
- Ensure the underlying data model supports accurate reporting, forecasting, and downstream BI.
- Enable Sales and RevOps teams with dashboards, territory views, and actionable insights.
- Build and maintain clear documentation for systems, processes, and GTM workflows.
- Partner closely with Sales, Marketing, Growth, Enablement, and Finance to align systems and strategy with business goals.
- Support adoption through training, enablement, and thoughtful change management.
- Translate business needs into scalable, repeatable GTM systems and processes.
Requirements
- 5 - 8+ years of experience in Revenue Operations, Sales Operations, or GTM Strategy in a high-growth B2B SaaS environment.
- Hands-on experience owning a modern revenue tech stack.
- Proven experience designing territories, segmentation, or coverage models at scale.
- Strong understanding of B2B SaaS GTM motions, sales capacity planning, and revenue processes.
Location
- SF office
- NYC
- London
Work Type
- Full-time
Experience Level
- 5 - 8+ years
Benefits
- Full medical, dental, and vision coverage.
- FSA/HSA and life insurance available.
- Meaningful equity ownership.
- Annual Learning Stipend for books, courses, conferences, coaching, and language lessons.
- Annual Wellness Stipend for gym memberships, race fees, massages, and ergonomic gear.
- Monthly Stipend for AI tools, software, and GPU credits.
- Private chef serves lunch and dinner in SF office; daily meal credit for NYC and London teams.
- Flexible time off (take-what-you-need vacation policy).
- Company offsites and events.
About the Company
- Listen Labs is the world's fastest AI research platform, enabling companies to understand customer needs and drive action.
- Founded by serial entrepreneurs and built with talent from leading tech companies and consultancies.
- Acquired by Salesforce in 2026 and incubated within Salesforce AI Labs.
- Grew annualized revenue 15x and completed over 2 million interviews before acquisition.
- Raised $100M led by Ribbit Capital, with Sequoia, Conviction, and Pear VC participating.
- Serves 15% of Fortune 100s with enterprise wins and expansions across major brands.
- Enables research that used to take weeks to be completed in days.