Revenue Operations Lead, Orb
$170-205k
Offers Equity
3 days a week in office
Purpose-built platform for flexible pricing models
Be an early applicant
Purpose-built platform for flexible pricing models
21-100 employees
Be an early applicant
$170-205k
Offers Equity
3 days a week in office
21-100 employees
Company mission
To provide every business with the infrastructure to unlock their revenue.
Role
Who you are
- 5+ years in Revenue Operations, Sales Operations, or a related role in a high-growth SaaS or technology company
- Deep Salesforce expertise (admin or architect-level preferred)
- Strong data analysis skills—you can distill insights from dashboards and shape strategy with numbers
- You have a strong desire to work with data to inform strategic decisions and drive GTM efficiency
- Comfortable building in a startup environment: you think strategically but don’t shy away from getting in the weeds
- Bonus: experience with usage-based or hybrid pricing models
What the job involves
- We’re looking for a strategic, hands-on Revenue Operations Lead to build and scale the systems and processes that align Orb’s Sales, Marketing, Customer Success, and Finance teams
- This role will own Salesforce and our core GTM infrastructure—unifying our data, optimizing our processes, and enabling smarter, faster decisions across the entire revenue engine
- This role reports directly to the Head of Finance and will partner closely with GTM leadership across the company
- Build dashboards to track full-funnel performance: lead gen, pipeline health, sales velocity, forecasting accuracy
- Create automated reporting cadences to ensure cross-functional alignment
- Analyze GTM performance trends and identify high-leverage opportunities for optimization
- Support deal structuring and pricing, ensuring consistency and compliance across contract types
- Standardize and automate order forms, incorporating approval logic across sales, legal, and finance
- Manage and continuously improve our revenue tech stack (e.g., SFDC, Pardot, Chilipiper, Clay, Koala)
- Ensure high-quality data hygiene and automation to reduce manual work
- Deliver pipeline and revenue analytics to support financial forecasting and planning
- Lead reporting at the leadership, company, and board level for tracking KPIs and company goals, including leading indicators
- Align on key metrics such as CAC, LTV, revenue recognition, and cash flow to support strategic decision-making
- Drive territory planning
- Segment accounts by potential, vertical, and fit to inform go-to-market strategy
- Surface insights into high-performing customer segments and emerging opportunities
Our take
Orb founders Morales and Grover worked together as engineering leaders at Asana for five years, and during their time at the company they witnessed a plethora of changes to pricing and packing. The major changes were a burden not only for the financing team, but for the engineers themselves.
Realizing they wanted more flexibility over how software-as-a-service (SaaS) products are billed and monetized, the pair developed Orb. It's a cloud-based software platform helping businesses create and manage pricing models, with a specific focus on helping businesses that are seeking flexible pricing options for their customers, such as subscription-based services or pay-as-you-go models.
Orb is backed by a number of investment organizations as well as founders and executives at the forefront of enterprise software. It expanded its team in 2023 and is now well-equipped to fulfil its vision of leveraging software so companies can be at their most effective.
Freddie
Company Specialist at Welcome to the Jungle
Company
Funding (last 2 of 3 rounds)
Sep 2024
$25m
SERIES B
Mar 2023
$14m
SERIES A
Total funding: $44m
Company benefits
- Medical insurance - 100% coverage for you and dependents
- Dental, vision, and life insurance
- Unlimited PTO, with 15 days minimum encouraged
- 401k plan
- 16-week paid parental leave with equity vesting
- Commuter stipend
- Catered lunches in the office
Company HQ
SoMa, San Francisco, CA
Leadership
Alvaro Morales
(CEO)Previously a Software Engineer and Engineering Manager at Asana. Graduated from the Massachusetts Institute of Technology with a Master in Computer Science.
Kshitij Grover
(CTO)Began their career as a Software Engineer Intern at Apple and Facebook before becoming a Software Engineer at Asana.
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