Note: The job is a remote job and is open to candidates in USA. Sortly is a simple, multi-device inventory management solution that enables thousands of SMBs and teams to manage their assets effectively. The Principal Revenue Operations role is a senior leadership position responsible for aligning Sales, Marketing, Customer Success, and Customer Experience into a high-performing revenue team, driving operational efficiency and strategic initiatives.
Responsibilities
- Serve as the CRO's second in command across the Sales-Assisted GTM organization — a trusted proxy in leadership forums, cross-functional decisions, and day-to-day operational leadership
- Partner with the CRO to shape GTM strategy, annual planning, and resource allocation across Sales, Marketing, Customer Success, and Customer Experience
- Facilitate alignment among GTM leaders on strategic questions such as ICP targeting, lead qualification criteria, joint planning, and SLAs
- Represent the revenue organization in executive level reporting, and drive accountability against company growth goals
- Own the strategy, architecture, and optimization of the full revenue operations and website tech stack, including CRM, marketing automation, CS platforms, and reporting tools (HubSpot,Avoma, Hightouch and lead router)
- Set the multi-year roadmap for the GTM systems landscape; evaluate, implement, and sunset tools to support growth and scale
- Audit system health, integrations, and utilization; drive adoption through enablement and training across teams
- Partner with Data team to own a shared governance model — clean, connected revenue data with consistent definitions across systems
- Set CRM, opportunity management, and data hygiene standards that scale with the business
- Co-own the workflows that deliver insights, recommendations, and next steps to GTM teams as part of the RevOps / Customer Insights / Data Engineering pod — jointly deciding definitions, priorities, and what ships
- Contribute to and serve as a stakeholder in the company's revenue forecasting, pipeline analysis, and performance reporting, supporting accurate planning across the revenue organization
- Build and maintain the core suite of RevOps dashboards spanning funnel metrics and key SaaS indicators (ARR, CAC, CLTV, NRR), ensuring consistency between Hubspot and the data warehouse
- Lead recurring insight forums such as a monthly Revenue Metrics Review, surfacing trends and driving strategic decisions with data
- Own the full lead-to-renewal lifecycle, including routing, qualification, handoffs, funnel metrics, and attribution modeling
- Partner with Marketing on lead scoring, campaign effectiveness, and continuous CRO of the website
- Map, refine, and document core revenue workflows (e.g., lead management, sales-to-CS handoff) to drive clarity, consistency, and efficiency at scale
- Lead high-impact, cross-functional initiatives that enhance revenue performance — system upgrades, process transformations, and org-wide alignment programs
- Develop business cases and secure executive buy-in for longer-term investments in the GTM engine
- Collaborate with Customer Success and Data team on churn analysis, health scores, and upsell/cross-sell insights that lead to repeatable processes to expand revenue from the existing base
Skills
- 8+ years of experience in Revenue Operations ideally as a one person team, Sales or Marketing Operations, including several years in a senior leadership capacity in a B2B SaaS environment
- A strong cross-functional leader operating as a strategic partner to executive GTM leadership, with the judgment and credibility to act on a CRO's behalf
- Strong experience managing and optimizing CRM and revenue systems and tools (HubSpot, Segment, Amplitude, Looker, etc.)
- Deep understanding of sales funnels, customer journeys, and SaaS metrics (ARR, CAC, CLTV, NRR, etc.)
- AI Fluency: You stay curious about AI, test tools that are relevant to your work, and apply them thoughtfully - not just for efficiency, but to expand your scope and impact
- Strong analytical skills and comfort building executive-level reporting and dashboards across multiple tools
- Proven ability to lead through influence, align senior stakeholders, and drive change across a cross-functional organization
- Excellent communication and project management skills, with experience presenting to executive audiences
- Self-starter who thrives in a fast-paced, remote-first environment
Benefits
- Annual off-site retreats
- Home office stipend
- 401k match
- Yearly learning and development reimbursement
Company Overview