Revenue Strategy & Operations Manager

Nectar•Palo Alto, CA

2d•Hybrid

About The Position

Nectar is hiring its first dedicated Revenue Strategy and Operations professional to build and own the revenue operations function. Reporting to the Head of Operations, this role takes responsibility for the sales stack, forecasting, deal desk, commissions, and coordination across sales, marketing, customer success, and finance. The successful candidate will operate existing systems immediately and improve them as the company scales, with a path to leading Revenue Operations as a team. The role owns Salesforce administration and the broader go-to-market technology stack, forecasting and pipeline reporting, deal desk and pricing operations, commission and quota administration, and marketing operations until a dedicated marketing operations hire is made. The first 90 days include taking over weekly forecasting, assuming Salesforce administration by quarter-end, running commission calculations under the FY27 plan, delivering a quote-to-cash automation, and creating a 12-month RevOps roadmap. Nectar is building an AI-native social operating system for commerce. Founded by former Meta product and engineering leaders, the company has raised more than $30 million and works with brands including Oura Health, Caraway, e.l.f. Cosmetics, Kosas, and OLIPOP. The role is based on a hybrid schedule: four days in the office, plus three remote flex days per quarter after the first three months.

Requirements

2–6 years of experience in hands-on revenue or sales operations at a B2B SaaS company, ideally one that scaled through Series A/B, or 2–3 years in management consulting, banking, or a similarly rigorous analytical environment with evidence of systems aptitude.
Ability to quickly and independently master technical tools; prior Salesforce administration is a strong plus, but demonstrated ability to learn systems is required.
Experience with money-related operational processes such as commission administration, deal desk, billing handoffs, or quote-to-cash, with precision around pay and revenue recognition.
Advanced Excel or Google Sheets skills.
Ability to build complex models, automate workflows, write SQL, or independently learn platforms under deadline pressure.
Structured, hands-on execution and willingness to handle both strategic work and operational tasks such as data cleanup and order form quality assurance.
High ownership and low ego, with comfort working in a 60-person company where there is no one to delegate to.

Nice To Haves

Experience with usage-based or hybrid pricing models.
Experience administering commission tooling such as CaptivateIQ, Spiff, or QuotaPath, or building compensation calculations from scratch.
Exposure to CPQ implementation or evaluation.
Familiarity with modern finance stacks such as Rillet or NetSuite and procurement portals such as Coupa or Ariba.
Prior experience as a first operations hire or on a founding team.
SQL skills and comfort using AI tools to automate work.

Responsibilities

Administer Salesforce, including objects, flows, validation rules, reporting, user management, and data hygiene across the pipeline.
Own the GTM technology stack end to end, including evaluating, implementing, integrating, and retiring tools.
Build and maintain integrations between sales and finance systems to support clean quote-to-cash data flow.
Run weekly pipeline reviews and forecasting rollups, and prepare board-level reporting on bookings, pipeline coverage, and conversion.
Maintain and improve the forecast model for the company's February–January fiscal year.
Track funnel conversion, velocity, and drop-off from marketing through closed-won by stage and segment.
Run deal desk for enterprise and mid-market deals, including order forms, pricing approvals, discount governance, and non-standard deal structures.
Partner with Legal on contract workflows and own the operational process for drafting, approving, signing, and correctly booking order forms.
Maintain pricing infrastructure, including rate cards, pricing calculators, and approval guardrails.
Administer AE and AI Strategist commission plans, including monthly and quarterly calculations, Finance accruals, disputes, and plan documentation.
Support annual quota setting, territory design, and compensation plan iteration with sales leadership.
Own lead routing, attribution basics, and campaign-to-pipeline reporting until a dedicated marketing operations hire is made.
Keep marketing and sales data connected so pipeline sources remain trustworthy.
In the first 90 days, take over weekly forecasting and Salesforce administration, run a full quarter of commission calculations under the FY27 plan, deliver a quote-to-cash automation, and create a 12-month RevOps roadmap.

Benefits

Competitive compensation and early equity.
Health, vision, and dental benefits.
401(k) match.
ClassPass membership for fitness and wellness classes.
Hybrid schedule: four days in the office and three remote flex days per quarter after the first three months.
$1,000 per month housing stipend for living near the office.
$50 per month mobile stipend.
Commuter benefits, including a train stipend or Palo Alto parking reimbursement.
Free lunch in the office.
Clear career growth opportunities as the company scales.