Revenue Operations Lead

Primer•San Francisco, CA

10d

About The Position

As Primer’s Revenue Operations Lead, you will own the systems, processes, and reporting that move a family from their first interaction with Primer through their first day of school. You will own Salesforce, HubSpot, our calling technology, and the reporting that the Growth team uses to manage enrollment performance. You will serve as the daily operating partner to the Head of Growth and act as the connective point between Marketing, Admissions, Product, and other cross-functional partners, creating one reliable view of the enrollment funnel. This is a hands-on builder role. You will redesign our lead flow using native platform capabilities, establish the rhythm-of-business reporting that informs our decisions, and maintain a prioritized roadmap of the revenue-system problems most worth solving. This role has no direct reports today, but the function may grow underneath you as Primer scales.

Requirements

Deep, hands-on experience with both Salesforce and HubSpot, including relevant certifications
A track record of personally building and administering systems, not solely managing vendors or designing from a distance
Experience building or rebuilding a revenue engine within an early-stage or rapidly scaling company
Previous experience leading a sales or customer-facing team, with a clear understanding of how systems affect representative performance and customer experience
Experience supporting high-consideration consumer sales, where customers are making a significant and personal decision
Strong understanding of lead routing, attribution, lifecycle stages, data architecture, reporting, and funnel management
The ability to turn ambiguous business problems into clear requirements, prioritized solutions, and shipped improvements
A solutions-oriented approach: when presented with several broken points, you research the options and return with a recommendation
A systems mindset: you naturally think about where a lead enters, what information travels with it, how it changes over time, and what the representative needs to see

Nice To Haves

Experience evaluating and implementing CTI or calling platforms
Sales enablement or playbook-development experience
Experience building forecasting, staffing, or capacity models
Experience supporting a multi-location or geographically distributed organization

Responsibilities

Own our revenue systems: Own Salesforce, HubSpot, and the broader revenue technology stack, including architecture, administration, integrations, governance, and ongoing optimization
Maintain strong data quality, clear system documentation, and consistent operating standards
Translate business needs into technical requirements and prioritize solutions with Growth, Admissions, Marketing, and Product
Lead testing, validation, deployment, and adoption for system enhancements
Redesign the enrollment engine: Redesign our lead flow so each inquiry is routed correctly and the right source, campaign, campus, and family context reaches Admissions before the first conversation
Move critical workflows away from middleware and toward reliable native platform integrations
Evaluate, select, and implement Primer’s next calling and communications platform
Improve lead routing, attribution, funnel visibility, and lifecycle-stage governance across systems
Build the operating system for growth: Build and maintain reporting across the full funnel, from lead generation through enrollment and the first day of school
Establish the weekly and monthly reporting used to evaluate performance, diagnose funnel issues, and make resource decisions
Bring clear insights and recommendations to monthly business reviews
Build forecasting and capacity-management tools in partnership with the Head of Growth
Create one trusted view of performance across Marketing, Admissions, and campus capacity
Improve how the team operates: Turn the practices of our strongest Admissions representatives into a documented playbook library that Admissions leadership can use for coaching and enablement
Run a weekly operating cadence with Marketing, Admissions, Product, and other key partners
Maintain a standing roadmap of system and process improvements, supported by research, impact assessments, and clear recommendations
Proactively identify broken processes and bring forward solutions, not just status updates