Revenue Operations

Tribe AI

About The Position

Tribe AI is hiring its first Revenue Operations professional to own the revenue operations function and work directly with the Head of GTM. This hands-on, individual-contributor role is responsible for building and running the company’s revenue engine using data and analysis. The person will own forecasting and bookings roll-ups, establish GTM metrics and reporting, improve pipeline data quality, and prepare the weekly GTM operating meeting. The role also owns deal desk and ongoing sales commissions for more than 60 sellers, including administration of the Spiff commissions platform and development and administration of sales compensation plans. The person will build AI-powered tools and infrastructure for the GTM team and supply forecasts and metrics to strategic finance, while supporting territory planning and GTM organization design as needed. Delivery and project metrics, margins, accounting, and financial planning are outside the scope of this role. Success in the first 90 days includes providing analysis ahead of forecast calls, establishing trusted metrics with a regular refresh cadence, moving commissions into Spiff, drafting the following year’s compensation plans, and taking full ownership of weekly GTM meeting preparation.

Requirements

Experience in Revenue Operations, Sales Operations, GTM Operations, or GTM Systems within a B2B revenue organization.
Hands-on experience running sales commissions at scale for a sizable sales team, including understanding plan mechanics, draws, accelerators, and clawbacks.
Experience building forecasts and pipeline metrics end to end, often using imperfect data.
Strong GTM judgment and experience participating in pipeline reviews and assessing why a rep’s forecast may be inaccurate.
Preference for hands-on work building analysis rather than directing an analyst, and comfort working as a team of one.
Experience establishing and enforcing stage definitions and forecast hygiene with sellers.
Ability to build real AI infrastructure using tools such as Claude, agents, skills, and automations.

Nice To Haves

Experience at a services, consulting, or professional-services company, where SOW-based bookings differ from recurring subscription revenue.
Experience implementing or administering a commissions platform such as Spiff, CaptivateIQ, Xactly, or similar.
Deal desk experience, including pricing approvals, deal structuring, and contract review with sales.
Experience with partner or channel funnel analytics.
Background in software engineering or Salesforce consulting. An engineering background is identified as a strong signal.

Responsibilities

Build and run the forecast and bookings roll-up end to end, flagging forecast risks and deal changes before forecast calls.
Establish a trusted bookings number for the organization.
Create and regularly refresh core GTM metrics, including time to close, days in stage, loss rate, and partner funnel metrics.
Improve underlying data quality by setting and enforcing stage definitions and pipeline hygiene.
Own preparation for the weekly GTM meeting, including data pulls, analysis, and identifying topics requiring attention.
Run sales commissions on an ongoing basis for more than 60 sellers.
Own the implementation and administration of the Spiff commissions platform and the compensation plan templates behind it.
Administer upcoming sales compensation plans, including plan mechanics, accelerators, draws, and clawbacks, and partner with GTM leadership on plan design.
Build Claude skills and AI automations for GTM workflows, such as proposal building and project plans.
Build AI-powered back-end infrastructure for GTM operations.
Answer ad hoc GTM and sales-metrics questions from strategic finance and provide forecasts for business planning.
Support territory planning and GTM organization design as needed.
Own deal desk responsibilities.