Senior Manager, RevOps
About The Position
Fulcrum is an AI platform designed to automate the administrative tasks in the insurance brokerage industry, saving customers time and money. The company has experienced rapid growth, achieving multiple seven figures in ARR within its first year and securing significant enterprise clients. Fulcrum has recently completed its Series A funding round and is poised for further expansion. The company emphasizes rocket-ship growth, extreme ownership, tackling bleeding-edge problems with real impact, in-person collaboration with a lean, staff-level team in San Francisco, and offering top-of-market rewards including competitive base salary and meaningful equity.
Requirements
- 5-8+ years in B2B SaaS RevOps or SalesOps, ideally at a company that scaled through Series A or B.
- Experience as an early ops hire, capable of building systems with limited resources and no playbook.
- Proven experience owning a forecast process end-to-end.
- Proficiency as a Salesforce user, capable of building reports, auditing data, and directing an admin.
- Experience with CRM hygiene and data quality work, including diagnosing pipeline issues.
- Analytical rigor, comfortable building models in Sheets/Excel, QA-ing data, and owning a reporting layer.
- Ability to be an opinionated collaborator and earn credibility with senior stakeholders.
Responsibilities
- Rebuild Fulcrum's forecast methodology from the ground up, including stage definitions, data hygiene, rep behavior, and the model itself.
- Own weekly pipeline data quality, identifying and fixing CRM hygiene issues at the source.
- Support the Head of RevOps with pipeline review preparation, coverage analysis, and forecast variance tracking.
- Partner with the Head of Sales to document and operationalize the sales process end-to-end.
- Define and enforce rules of engagement across Sales, SDR, and CS, covering territory, handoff, and escalation.
- Establish initial deal desk parameters, including discount governance, approval workflows, and Salesforce enforcement.
- Own the SDR process and measurement framework, focusing on sequencing hygiene, SLA enforcement, conversion tracking, and handoff quality.
- Build the reporting infrastructure to enable leadership to track performance and identify areas for improvement.
- Direct and collaborate with the Salesforce admin contractor on builds, backfills, and data integrity work.
- Own the GTM tech stack roadmap, evaluating, implementing, and integrating new tools as Fulcrum scales.
- Build and maintain the reporting layer, including SFDC reports, dashboards, and lightweight BI as data matures.
- Support quarterly and annual planning cycles, including capacity modeling, quota setting, and territory design.
- Enable future CS and Sales leaders on operational processes as those functions scale.
- Own the operational side of AE onboarding, including playbook documentation, CRM training, and process enforcement.
Benefits
- Competitive salary ($170,000-$210,000) + meaningful equity.
- Full health, dental & vision.
- High-ownership, high-trust culture.
- Lightning-fast executors.
- Regular team off-sites, dinners.
- Office stocked for builders.
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What This Job Offers
Job Type
Full-time
Career Level
Senior
Education Level
No Education Listed
