Principal Revenue Operations

Sortly•Sacramento, CA

4h•$175,000 - $184,000•Remote

About The Position

The Principal Revenue Operations is a senior leadership role at the center of Sortly's go-to-market engine. Reporting to the Chief Revenue Officer and serving as their second in command across the GTM organization, as well as a strategic partner to the VP, Data. This leader owns the operational backbone that connects Sales, Marketing, Customer Success, and Customer Experience into one aligned, high-performing revenue team. This is a role for a strategic operator: someone who can shape GTM strategy alongside the CRO, represent revenue operations at the leadership table, and translate ambitious growth goals into the systems, processes, and insights that make them achievable. You will drive operational efficiency, pipeline integrity, forecasting accuracy, and consistent execution against business goals; and you'll act on behalf of the CRO to keep the entire GTM org moving in the same direction. Your work will span six core areas of ownership.

Requirements

8+ years of experience in Revenue Operations ideally as a one person team, Sales or Marketing Operations, including several years in a senior leadership capacity in a B2B SaaS environment
A strong cross-functional leader operating as a strategic partner to executive GTM leadership, with the judgment and credibility to act on a CRO's behalf
Strong experience managing and optimizing CRM and revenue systems and tools (HubSpot, Segment, Amplitude, Looker, etc.)
Deep understanding of sales funnels, customer journeys, and SaaS metrics (ARR, CAC, CLTV, NRR, etc.)
AI Fluency: You stay curious about AI, test tools that are relevant to your work, and apply them thoughtfully - not just for efficiency, but to expand your scope and impact.
Strong analytical skills and comfort building executive-level reporting and dashboards across multiple tools
Proven ability to lead through influence, align senior stakeholders, and drive change across a cross-functional organization
Excellent communication and project management skills, with experience presenting to executive audiences
Self-starter who thrives in a fast-paced, remote-first environment

Responsibilities

Serve as the CRO's second in command across the Sales-Assisted GTM organization — a trusted proxy in leadership forums, cross-functional decisions, and day-to-day operational leadership
Partner with the CRO to shape GTM strategy, annual planning, and resource allocation across Sales, Marketing, Customer Success, and Customer Experience
Facilitate alignment among GTM leaders on strategic questions such as ICP targeting, lead qualification criteria, joint planning, and SLAs
Represent the revenue organization in executive level reporting, and drive accountability against company growth goals
Own the strategy, architecture, and optimization of the full revenue operations and website tech stack, including CRM, marketing automation, CS platforms, and reporting tools (HubSpot, Avoma, Hightouch and lead router).
Set the multi-year roadmap for the GTM systems landscape; evaluate, implement, and sunset tools to support growth and scale
Audit system health, integrations, and utilization; drive adoption through enablement and training across teams
Partner with Data team to own a shared governance model — clean, connected revenue data with consistent definitions across systems
Set CRM, opportunity management, and data hygiene standards that scale with the business
Co-own the workflows that deliver insights, recommendations, and next steps to GTM teams as part of the RevOps / Customer Insights / Data Engineering pod — jointly deciding definitions, priorities, and what ships
Contribute to and serve as a stakeholder in the company's revenue forecasting, pipeline analysis, and performance reporting, supporting accurate planning across the revenue organization
Build and maintain the core suite of RevOps dashboards spanning funnel metrics and key SaaS indicators (ARR, CAC, CLTV, NRR), ensuring consistency between Hubspot and the data warehouse
Lead recurring insight forums such as a monthly Revenue Metrics Review, surfacing trends and driving strategic decisions with data
Own the full lead-to-renewal lifecycle, including routing, qualification, handoffs, funnel metrics, and attribution modeling
Partner with Marketing on lead scoring, campaign effectiveness, and continuous CRO of the website
Map, refine, and document core revenue workflows (e.g., lead management, sales-to-CS handoff) to drive clarity, consistency, and efficiency at scale
Lead high-impact, cross-functional initiatives that enhance revenue performance — system upgrades, process transformations, and org-wide alignment programs
Develop business cases and secure executive buy-in for longer-term investments in the GTM engine
Collaborate with Customer Success and Data team on churn analysis, health scores, and upsell/cross-sell insights that lead to repeatable processes to expand revenue from the existing base