Revenue Operations Lead (US/Can - East Coast)

AuthZed

137d

About The Position

AuthZed is pioneering open-source authorization solutions for scaling businesses tackling complex end-user permissions in zero-trust architectures. The focus is on providing SpiceDB—the most mature open-source permissions database inspired by Google’s Zanzibar system—and building managed services that enable planet-scale production authorization services. The company is fully remote with employees across the US and Europe, fostering a hardworking group with a software-driven culture. The role involves managing the complete GTM operational stack and workflows as a product owner for internal stakeholders across sales, marketing, and customer success, ensuring cross-functional GTM team alignment, revenue growth, and efficiency.

Requirements

• 3 to 5+ years in revenue operations within the B2B software space.
• Experience with Technical integrations and Data Analysis: Able to build BI applications, analyze and query data with SQL (as needed), and integrate APIs across platforms and databases.
• 1-2 years experience working in a customer-facing role either as a seller or in a sales support role.
• Expert-level Knowledge of GTM Tooling: Deeply skilled with key CRM products and related tools required in an effective B2B software GTM stack.
• Deep understanding of B2B SaaS sales and marketing concepts, e.g. SLG, PLG, Pipeline, etc.
• Hands-on Experience: Built and maintained a GTM stack from the ground up as the first revenue operations hire.
• Comfortable with ambiguous and changing requirements, with a rapid ability to learn new technical concepts.
• Excellent communication, presentation, and collaboration skills, with a keen eye for using data to back proposals and ideas.

Nice To Haves

• Experience planning and building sales territories and incentive plans.
• Open source + commercial GTM model experience.
• PLG SaaS experience.

Responsibilities

• Manage and own the complete GTM operational stack and workflows as a product owner for internal stakeholders across sales, marketing, and customer success.
• Build out, maintain, and streamline platforms and tools as needed to reach GTM goals.
• Own and optimize HubSpot CRM platform, ensuring stakeholders practice proper hygiene across all touchpoints in the customer lifecycle.
• Build and maintain flows related to lead scoring and routing, lifecycle stages, and sequences spanning inbound, outbound, and product-led motions.
• Unify Ideal Customer Profile (ICP) and target account definitions and reflect/maintain in the sales and marketing systems of record in partnership with sales and marketing.
• Ensure integrity and synchronization of all GTM data.
• Support sales with pipeline reporting and associated metrics to support operational cadence such as pipeline calls, deal reviews, and the like.
• Enforce seller discipline and track/improve pipeline accuracy and deal rigor to continuously improve forecast accuracy.
• Assist leadership in driving quarterly business reviews, forecasts, annual budgeting, and planning.
• Support CS with automated alerts concerning account usage and expansion signals and renewal/expansion forecasting.
• Own end-to-end GTM metrics and observability to track and assess performance of all revenue-generating functions.
• Measure effectiveness of collaboration between key GTM functions - sales, marketing, and CS.
• Develop, document, maintain, and implement a comprehensive GTM operations strategy.
• Document and maintain GTM wiki detailing your work and processes.
• Triage and proactively gather feedback from GTM and finance teams to assess efficiency and gaps in our GTM operations.
• Administer GTM team compensation plans.
• Attend twice yearly full team off-sites (typically U.S.-based).

Benefits

• Opportunities to work with cutting-edge technology in a growing sector.
• A supportive environment where your ideas lead to real impacts.
• Competitive salary based on experience.
• Stock options at an early-stage startup.
• Comprehensive benefits including healthcare (in the US) and other insurance.
• 401(k) + 401(k) company contribution (3% of your annual salary).
• Fully remote role with flexible working hours to accommodate different time zones.
• Periodic travel for bi-yearly team on-sites for team bonding and collaboration.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level