The Revenue Operations Specialist plays a critical role in ensuring alignment, efficiency, and scalability across the revenue-generating functions — including Sales, Marketing, and Customer Success. This role focuses on managing tools, processes, and data to help the organization achieve predictable growth. The specialist serves as the operational backbone for go-to-market (GTM) teams by providing insights, maintaining systems, and driving process improvements.
A core focus of this role is feeding the partner pipeline — sourcing, qualifying, and handing off high-potential partners to the Partner Development Team (PDT) while keeping the systems and data behind that pipeline clean and reliable. If you're detail-obsessed, comfortable moving between multiple systems, and energized by turning data into a steady flow of qualified opportunities, this is your role.
Continuously source new partner leads so the pipeline always stays full.
Mine industry and research sources — trade shows, partner directories, competitor research, and online communities — to build a steady stream of prospects.
Use research and prospecting tools to identify, qualify, and reach the right partners.
Surface inactive and lapsed partners for re-engagement.
Map and streamline end-to-end revenue processes, from lead generation to deal close.
Document and enforce standardized operating procedures (SOPs) and GTM workflows.
Help set and track goals, quotas, and KPIs across teams.
Maintain data integrity across systems, the CRM (Salesforce), and prospecting tools through regular audits and cleanups.
Track key revenue metrics such as pipeline coverage, conversion rates, churn, and ARR/MRR growth.
Provide leadership with actionable insights based on data trends and performance analytics.
Partner with Sales, Marketing, and Customer Success on priorities, handoffs, and alignment.
Participate in recurring pipeline syncs to review progress, set targets, and surface blockers.
Exceptional attention to detail and a track record of clean, accurate, well-organized data.
Comfort working across multiple systems at once and switching context without losing accuracy.
Strong proficiency with Google Workspace (Docs and Sheets) and Microsoft Excel — confident with lookups, filtering, and structuring large data sets.
Experience in B2B SaaS, tech, or digital marketing environments preferred.
Proficiency in CRM platforms (e.g., Salesforce, HubSpot) and data visualization tools (e.g., Tableau, Power BI, Google Data Studio).
Excellent research skills and resourcefulness in finding and verifying information.
Self-starter who manages multiple priorities and deadlines in a fast-paced, fully remote environment.
Strong written communication and cross-team collaboration.
Industry experience: background in performance marketing, affiliate, or ad tech — especially working with affiliates, media buyers, or partner networks.
Prospecting tools: hands-on experience with sales-intelligence and prospecting platforms.
Partner data sources: familiarity with partner data sources and ad-intelligence or research tools.
2–4 years in Revenue Operations, Sales/Marketing Operations, lead generation, or partner/business development.
Bachelor's degree in Business, Marketing, Analytics, or a related field — or equivalent practical experience.
The above is not intended to be an all-inclusive list of duties and responsibilities. The company reserves the right to assign or reassign duties and responsibilities as business needs require.