Revenue Operations Leader, Strategy & Planning

Contentstack

1d • $155,000 - $195,000

About The Position

Contentstack is hiring a Revenue Operations Leader, Strategy & Planning to build the planning and performance-management foundation for its GTM organization as the company scales toward its $250M ARR goal. The role sits within the GTM Strategy & Systems team under the Office of the CEO and partners closely with the CRO, Finance, and GTM leaders. It brings strategy, systems, and execution together across Revenue Operations, Analytics, GTM Applications, and GTM Engineering.

This is a hands-on builder role focused on turning business objectives into actionable plans, creating a clear view of performance, and helping the business identify opportunities and risks early. The leader will own annual GTM planning, build forecasting and performance-management practices, define consistent cross-functional KPIs, resolve reporting and measurement gaps, and use AI and automation to make recurring analysis and business insights more accessible.

Requirements

• 8–15+ years of experience in Revenue Operations, Sales Strategy, GTM Finance, or a similarly analytical role within a B2B SaaS organization.
• Direct ownership of annual GTM planning across capacity, territories, quotas, and compensation design, with the ability to defend planning assumptions with CRO- and CFO-level stakeholders.
• Strong command of forecasting, funnel economics, and SaaS growth metrics, with hands-on ability to analyze complex pipeline, bookings, and customer data.
• Experience with demand-generation metrics and the Marketing-to-Sales handoff, including funnel-stage definitions, conversion rates, and lead routing.
• Hands-on experience building or significantly shaping segmentation, scoring, or attribution models, and assessing the reliability of inputs and effectiveness of outputs.
• Experience building and deploying AI or agentic workflows that expand analytical capacity, streamline recurring analysis, or improve business decision-making.
• High-agency builder who enjoys creating capabilities, raising standards, and rethinking processes as the business evolves.
• Ability to build trust across functions and challenge assumptions with senior leaders when the data supports a different view.
• Ability to judge when a directional answer is sufficient, when precision matters, and how to communicate uncertainty.
• Ability to stay close to details while keeping broader business objectives in view, and to decide when to gather input versus take ownership and move forward.
• Experience building trusted partnerships with CROs and GTM leaders and influencing decisions while plans are taking shape.
• Value a collaborative, innovative, and fun culture.

Responsibilities

• Own annual GTM planning across capacity, territories, quotas, and incentive-plan design; build scenario models that communicate tradeoffs, dependencies, and assumptions to GTM and Finance leadership.
• Establish a rigorous forecasting approach and evaluate performance against the plan across pipeline, productivity, bookings, retention, and expansion.
• Identify performance gaps and partner with GTM leaders to determine what needs to change.
• Translate performance trends into clear recommendations so leadership can understand risks, identify opportunities, and make informed decisions.
• Define and maintain cross-functional KPIs and consistent business definitions across Finance, Sales, Marketing, and Customer Success.
• Identify gaps in reporting, measurement, and assumptions; work with stakeholders to resolve issues and document agreed-upon standards.
• Build agent-enabled workflows that streamline recurring analysis, surface meaningful changes, and make business insights easier to access.

Benefits

• Interesting, challenging work with opportunities to learn and grow.
• Team connection through office happy hours, organized outings, and community volunteer opportunities.
• Opportunity to contribute, have your voice heard, and receive regular updates about the business and its performance.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed