Revenue Strategy & Operations Manager

Lob is hiring a Revenue Strategy & Operations Manager to connect go-to-market operations with business strategy and contribute to revenue growth. The role leads GTM planning, forecasting, incentive planning, analytics, and cross-functional execution with teams including Finance, Product, and Operations.

Responsibilities

Set and drive the strategy and operations for GTM leadership, owning GTM weekly business reviews, New Logo + Usage forecasting, and annual planning

Own RevOp’s analytics suite, continuously assessing operational performance

Serve as the strategic thought partner to senior leaders, providing data-driven recommendations and tradeoffs to inform decision-making

Own the implementation of GTM workstreams

Design incentive plans that align company goals to GTM reality

Connect revenue targets to GTM headcount expenditure, ensuring the GTM team is aligned with the right business outcome

Translate complex analyses into performance narratives and actionable recommendations that influence leadership decisions

Own GTM analytics infrastructure, partnering with Finance to define KPIs, build datasets, and create scalable dashboards that balance administration and insights

Analyze sales funnel data and market data to diagnose performance gaps, workshop initiatives that improve GTM productivity and attainment, and implement these changes

Become the cross-functional GTM lead, partnering closely with Product, Finance, Operations to deliver analytical insight and strategy

Translate large, multi-quarter strategic outcomes into projects and execution, managing the roadmap in collaboration with leadership and cross-functional partners

Preferred

Experience with SQL a plus

SQL

Benefits

Variable: $12,500.00 - $15,000.00

RSUs

Remote working opportunities in AZ, CA, CO, DC, FL, GA, IA, IL, MA, MD, MI, MN, MT, NE, NC, NH, NJ, NV, NY, OH, OR, PA, RI, TN, TX, UT, and WA, unless specified otherwise in the job description above.

Company

Automated, personalized direct mail at scale

San Francisco, California, USA

https://lob.com/

Founded in 2013

201-500 employees

Qualifications

Strong business acumen, proven ability in developing and executing strategies that drive scalable, high-quality operations in ambiguous, fast-paced environments

Excellent communication & stakeholder management skills

Proven experience leading and working across functions from a position of soft influence to execute on initiatives and drive a GTM point of view

Previous experience designing and administering compensation plans across a variety of Go-to-Market orgs including Sales and Customer Success that connect fairness and company targets

Ability to identify operational inefficiencies and design scalable processes, systems, and operating models that take into account long-term considerations

Strong analytical skills with the ability to synthesize quantitative and qualitative insights into clear recommendations and decisions

Excellent project management skills, with the ability to independently manage complex projects and workstreams, assess timeline needs, and own the delivery

4-6+ years of experience in revenue operations, GTM strategy, business operations, strategy consulting, ideally within SaaS, FinTech, or a high-growth company

Hands on experience with CRM, BI, and data warehouse tools (e.g. Salesforce, Looker, Tableau, Omni, or equivalents)

Able to pull data, translate it into insights, and make it useful for Sales leaders

Understanding of common Go-to-Market metrics (e.g. NRR, GRR, LTV:CAC, Pipeline Coverage, CAC Payback, Rule of 40), their calculations, and nuances between metrics

Experience with SQL a plus

Required skills

Revenue Operations, Go-to-Market Strategy, Incentive Compensation Planning, Salesforce, Looker, Tableau, Omni, SQL, Go-to-Market Metrics, Business Operations, Stakeholder Management

Preferred skills

Experience with SQL a plus

Experience

4+ years