Revenue Operations Lead

Vouch•Chicago, IL

About The Position

Own the operational layer for Horizon's revenue lifecycle. You'll be the RevOps Lead embedded in Horizon — accountable for the process design and operational integrity of the revenue lifecycle from opportunity creation through binding, servicing, and renewal. Your job isn't to run reports on behalf of leadership; it's to ensure the process layer is clear, consistent, and instrumented well enough that a high-performing advisory team can execute without friction or ambiguity. Design and maintain Horizon's GTM workflows and lifecycle stage model — how opportunities move through Salesforce, how accounts transition between teams and service tiers, and how each stage is consistently defined and executed. Run and prepare Horizon pipeline reviews: enforcing hygiene standards ahead of each review, applying stage definitions consistently, and ensuring the data in the room reflects actual deal status. Attend Horizon leadership meetings and team-level results reviews as an active operational partner — surfacing where process and execution are out of sync, and distinguishing behavioral issues (addressed through enablement) from design issues (addressed through redesign). Shadow licensed advisors and account managers regularly to understand how the process actually functions on the ground: where it creates friction, where shortcuts emerge, and where documented workflows diverge from actual behavior. Provide direct, diagnostic, collaborative feedback to Horizon managers on process adherence, data quality gaps, and workflow breakdowns. Maintain a running view of process and data-capture improvement opportunities within Horizon and contribute them to the RevOps team's quarterly process improvement roadmap. Build on and actively push the Salesforce FSC foundation. Vouch's Salesforce Financial Services Cloud instance is recently launched and actively being built out. This role is central to that work on the Horizon side — not just defining requirements for others to build, but actively shaping what gets built and relentlessly looking for what should come next. Define the field-level rules, lifecycle stages, routing logic, and workflow states that accurately reflect how Horizon operates — and translate those into clear requirements for your tech and product counterparts to build. Ensure data capture standards are understood and followed so that what lives in Salesforce reflects operational reality. Identify where manual processes can move toward system-driven execution; maintain a clear view of what's manual today, what should be automated next, and what is blocking that transition. Partner with the Director of RevOps on any changes to lifecycle definitions, data standards, or system configuration that affect how the business is measured or how GTM teams are compensated. Drive continuous improvement through technology and AI. This isn't a role where you stabilize and maintain. The expectation is that you're always watching how the team works and asking what could be better — with the technical curiosity and hands-on approach to test answers rather than just propose them. Actively experiment with AI tools, workflow automations, and emerging capabilities in the Vouch tech stack to eliminate friction, reduce manual effort, or improve consistency across the Horizon motion. Bring a point of view on where AI-assisted workflows can support advisors — not by replacing judgment, but by reducing overhead that consumes time that should go toward client work. Test new approaches, build the ones that prove out, and let go of the ones that don't. Understand where structure is non-negotiable — data integrity standards, lifecycle definitions, compensation-affecting logic — and where experimentation is the right move; protect both simultaneously. Drive operational rigor across the full Horizon motion. Govern handoff architecture and SLA adherence across the Horizon lifecycle — opportunity assignment, account transitions, renewal workflows, and the data integrity that makes cross-sell identification possible at scale. Maintain accountability for how Product-Led / Advisory-Led tier routing rules are applied within Horizon — flagging when account assignments don't match eligibility criteria and when the mix drifts from plan. Coordinate with Growth Operations on top-of-funnel handoffs so opportunities arriving in Horizon are correctly attributed, properly staged, and ready for the advisory motion.

Requirements

4–7 years in revenue operations, sales operations, or GTM operations, with a clear track record of designing and implementing processes
Experience building something in relative ambiguity (a lifecycle model, an operational standard, a workflow a team actually uses consistently)
Fluent in Salesforce. Deep hands-on experience — objects, fields, validation rules, workflow automation, and how the CRM reflects (or fails to reflect) operational reality.
Ability to write clear system requirements and review what gets built
Comfortable in leadership meetings and team-level reviews
Direct and constructive with frontline managers
Experience shadowing as a core research method
Curious about technology and experimental by nature
Experience experimenting with AI tools and workflow automation
Understand how process and data are connected
Experience working upstream to fix data integrity issues
Familiarity with how GTM data flows from Salesforce into reporting and analytics
Experience in a startup environment
Comfortable building where there's no playbook yet, wearing multiple hats, and making progress without waiting for perfect information

Nice To Haves

Experience with Salesforce Financial Services Cloud
Experience with a CRM migration or re-platforming
Experience with advisory-led or high-touch account management motions
Insurance or financial services background
Exposure to and passion for early-stage startups and/or high-growth environments
A background in insurance or other regulated categories

Responsibilities

Design and maintain Horizon's GTM workflows and lifecycle stage model
Run and prepare Horizon pipeline reviews
Attend Horizon leadership meetings and team-level results reviews as an active operational partner
Shadow licensed advisors and account managers regularly
Provide direct, diagnostic, collaborative feedback to Horizon managers on process adherence, data quality gaps, and workflow breakdowns
Maintain a running view of process and data-capture improvement opportunities within Horizon and contribute them to the RevOps team's quarterly process improvement roadmap
Define the field-level rules, lifecycle stages, routing logic, and workflow states that accurately reflect how Horizon operates
Ensure data capture standards are understood and followed
Identify where manual processes can move toward system-driven execution
Partner with the Director of RevOps on any changes to lifecycle definitions, data standards, or system configuration
Actively experiment with AI tools, workflow automations, and emerging capabilities in the Vouch tech stack
Bring a point of view on where AI-assisted workflows can support advisors
Test new approaches, build the ones that prove out, and let go of the ones that don't
Govern handoff architecture and SLA adherence across the Horizon lifecycle
Maintain accountability for how Product-Led / Advisory-Led tier routing rules are applied within Horizon
Coordinate with Growth Operations on top-of-funnel handoffs

Benefits

Competitive compensation and equity packages
Health, dental, and vision insurance
Parental leave
Flexible vacation time
Wellness allowance
Technology allowance
Company-sponsored personal and professional development
L&D: Partnerships with Ethena and monthly Lunch & Learns
Wellbeing: access to many wellbeing perks, including Peloton, Fetch, OneMedical, Headspace care+, etc.
Caregiver Support: company seed into the dependent care FSA and company sponsored Care.com membership.
Regular performance reviews: Vouch conducts regular performance discussions with all team members, offering goal setting and check-ins, development discussions, and promotion opportunities.