Founding RevOps

Rox Data Corp•San Francisco, CA

About The Position

This is a transformational opportunity for a future-thinking RevOps leader to build an AI-native sales org in partnership with the leadership team at Rox to drive unprecedented growth You are NOT joining to build a "modern RevOps stack." You will push the boundaries of Rox to become a full stack GTM solution serving all members of the revenue organization within the Global 2000. That said, you must have a thorough command of the various sources of data consumed by enterprise sales organizations, be opinionated on the relative quality, an expert in the utility of each, as well as the strategic value of the various workflows and processes typically operated by a RevOps team. You will be 60% innovator/builder/executor and 40% GTM strategist. You will be the chief evangelist for RevOps on Rox This is initially an individual contributor role with the potential to build a team as we scale

Requirements

4 year degree required; advanced degree (MBA, etc.) a plus
2+ years RevOps experience at a startup or high-growth company
2+ years consulting experience preferred and/or 2+ years in closing Enterprise sales role
Experience working with internal C-level executives and GTM leaders
Passion for innovation as evidenced by history of driving change and improvements in RevOps roles
Vision for what you want to build and deep conviction that legacy GTM tech is obsolete

Responsibilities

Strategic Planning & Forecasting
Assess and evolve our ICP and target persona definitions
Partner with leadership on capacity planning, quota setting, and territory design & lead the execution
Build financial models connecting headcount to revenue targets in partnership with Finance
Develop compensation plans that align with company goals
Own the quarterly and annual planning process
Process Design & Optimization
Evolve the playbook in partnership with the GTM leadership team: Create and document end-to-end revenue processes from lead generation through renewal
Design territory models, account assignment rules, and lead routing logic
Operationalize sales methodologies (like MEDDICC, Command of the Message, etc.) in Rox
Co-develop and activate Sales Plays in Rox
Sales Enablement & Productivity
Propose Rox product enhancements and implement workflows that remove friction from the sales process
Standardize and templatize repeatable processes (e.g., Create proposal templates, pricing calculators, and ROI models)
Maintain a framework for developing a MECE set of GTM collateral aligned to our ICP and target personas
Build and maintain competitive intelligence repositories and battle cards
Design onboarding programs for new revenue team members leveraging existing Sales Enablement work
Analytics & Reporting
Build the foundational reporting analytics for pipeline visibility, forecast accuracy, and conversion metrics
Create executive dashboards for board meetings and investor updates
Develop cohort analyses, retention models, and revenue attribution frameworks
Own the single source of truth for all revenue metrics
Revenue Infrastructure & Systems
Own the implementation and evolution of Rox-on-Rox (as CRM, sales engagement platform, BI, convo intelligence, etc tools)
Data governance standards and data quality
Cross-functional Orchestration
Act as the connective tissue between marketing, sales, growth strategy (post-sales), finance, and product
Translate business requirements into technical implementations by working with front-line sales to stay ahead of our GTM needs as we scale
Drive alignment on definitions, metrics, and processes