Revenue Operations Lead (GTM Engineer)

Protege

About The Position

Protege is hiring a senior, hands-on individual contributor to own and build the operational backbone of its revenue organization. The role combines revenue operations with GTM engineering, covering Salesforce architecture, revenue process design, pipeline governance, forecasting infrastructure, performance measurement, attribution, and data integrity across the full funnel. It also builds and maintains the automations and integrations connecting Salesforce with marketing, event, community, web, outbound, and sales engagement systems. Reporting to the Head of GTM Operations, the Revenue Operations Lead translates GTM strategy into scalable systems, structured processes, and reliable revenue visibility. The role is execution-focused and requires direct involvement in Salesforce configuration, workflow automation, APIs, and modern GTM tools. It partners closely with Marketing and Sales as their day-to-day operational connector, while helping the Head of GTM Operations focus on strategy and cross-functional leadership.

Requirements

At least 6 years of experience in Revenue, GTM, Growth, or Sales Operations within a scaling B2B company.
Deep, hands-on Salesforce expertise in architecture, configuration, and administration; stated as non-negotiable.
Comfort with modern GTM technology beyond Salesforce, including sales and marketing automation platforms, BI tools, analytics, APIs, and AI-enabled tools.
A builder’s mindset and preference for engineering durable automated systems over repeatedly applying manual fixes.
Execution-first approach and willingness to work directly in the details of building systems rather than only directing others.
Strong understanding of full-funnel revenue processes and KPI measurement.
Structured, data-driven approach and confidence enforcing operational discipline.

Responsibilities

Own Salesforce architecture, configuration, scalability, and long-term system governance.
Lead phases of Salesforce buildout and manage implementation and systems partners as capabilities are added.
Establish structured change management, documentation standards, and clear ownership of system changes.
Evaluate, phase in, and integrate GTM systems, including event registration, researcher community, and sales engagement platforms.
Build and maintain automations and integrations across the GTM stack using APIs, workflow automation platforms, and light scripting where needed.
Evaluate and pilot AI-enabled tools for GTM efficiency, such as lead scoring, data enrichment, and forecasting support, and integrate successful tools into the core stack.
Build scalable systems, maintain data integrity and required-field discipline, prevent unnecessary system sprawl and customization, and ensure Salesforce remains the system of record.
Own the GTM data model, SQL/warehouse or BI layer, metric definitions, cohort analysis, funnel velocity, and executive reporting.
Define and operationalize qualification criteria and opportunity stage definitions.
Design lifecycle processes from Marketing through Sales and Expansion, including source-specific lead handoffs and SLAs for events, researcher community, BDR, and inbound.
Standardize opportunity structure, pricing inputs, and partner attribution tracking; ensure opportunity records capture economic inputs for revenue and margin visibility.
Design and maintain forecasting frameworks with the Head of GTM Operations; establish pipeline standards and inspection cadence.
Monitor stage progression, conversion rates, deal aging, close probability integrity, revenue realization assumptions, and deal-level economics.
Identify structural bottlenecks affecting close rates and forecast reliability.
Standardize revenue KPI definitions and build dashboards for funnel conversion, revenue performance, and operational metrics, including pipeline by source.
Track leading and lagging indicators, and ensure leadership reporting is based on system data rather than manual workarounds.
Own lead routing logic and lifecycle transitions across event, researcher community, BDR, and inbound sources, with source-specific qualification criteria.
Manage event operations from a systems and data perspective, including platform administration, lead capture, on-site execution support, and post-event follow-up SLAs into Sales.
Own researcher community systems and operations, including onboarding, engagement tracking, and a path from active community member to sales-qualified lead.
Administer marketing automation and prospecting/sequencing tools, including Unify, and keep them integrated with the CRM.
Own campaign QA and marketing database hygiene; maintain multi-touch attribution and full-funnel reporting accuracy across events, community, and digital channels.
Build event-sourced pipeline and ROI reporting, including cost per event, pipeline per event, and win rate, as well as researcher community engagement and conversion reporting.
Monitor marketing-to-sales conversion by source and identify structural bottlenecks.
Serve as the hands-on connective presence between Marketing and Sales; translate the Head of GTM Operations' strategy into working systems and processes and surface operational issues.
Apply Protege’s stated values: integrity, resourcefulness, urgency and continuous improvement, kindness and candor, collaboration and accountability, and ownership and craftsmanship.