Revenue Operations and Strategy Lead

Forma • CA

76d

About The Position

Forma is looking for a RevOps leader specializing in Sales and Growth Operations. The Revenue Operations & Strategy Lead will own and contribute to high-impact, high-visibility initiatives and processes — including forecasting, annual planning, sales efficiency & enablement, funnel insights, Deal Desk and more. Reporting to the Chief Revenue Officer, they’ll collaborate with Sales, Marketing, CS, Product, and Finance leadership and teams to unlock incremental revenue growth, creating measurable results each step of the way. They’ll help design, build, and maintain the strategy, infrastructure, and processes to name, cover, and win our market — lighting the way to Sales team efficiency and overall plan achievement. The ideal candidate has a deep understanding of how Enterprise SaaS organizations use RevOps and SalesOps best practices to accelerate growth, takes a data-driven approach to their work, and enjoys owning full scope projects — from strategizing & planning to execution & enablement.

Requirements

• 5-8 years of experience in Revenue Operations, Sales Operations, or GTM Strategy
• Strong background in supporting leadership decision-making and driving GTM efficiency
• Experience in high-growth startups and effective teaming with multiple revenue functions
• Excellent problem-solving skills with the ability to translate ambiguity into actionable recommendations
• Empathy for sales representatives and investment in their success
• Top-tier analytics skills with the ability to run analyses and build complex models
• Excellent communication skills for crafting clear and effective recommendations
• Proficient in Salesforce, forecasting tools, and workflow infrastructure
• Experience with SQL, Excel/Sheets, and BI tools (Tableau, Looker, Power BI, or equivalent)
• Bachelor's degree required

Nice To Haves

• Financial and/or consulting background

Responsibilities

• Build reports, dashboards, and executive presentations
• Perform strategic data analysis to align insights with business priorities
• Support leadership with annual/quarterly planning cycles
• Develop dashboards and reporting to support the sales team
• Partner with GTM leadership on playbooks, metrics, and enablement
• Drive pipeline management, forecasting, coverage models, quota setting, and territory planning
• Build revenue forecasts and scenario models
• Design territory, capacity planning, and headcount modeling
• Launch and manage GTM programs
• Coordinate cross-functional partners and ensure accountability
• Own commission calculations and payout accuracy
• Optimize workflows across Sales, AM/CS, and Marketing
• Track and report on KPIs (win rate, cycle time, ARR growth, churn/retention, expansion)

Benefits

• Remote-first working environment
• Medical, dental and vision insurance plans
• Employee wellness program
• One-time home office stipend
• 401(k) savings plan
• Flexible PTO policy
• 12 weeks Parental Leave + 4 additional weeks for the Birthing Parent

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: Bachelor's degree
• Number of Employees: 101-250 employees