Revenue Operations Lead, Graphite

• 3+ years of experience in Revenue Operations, Sales Operations, or related analytical GTM roles
• Proven ability to manage and integrate CRM and GTM systems (HubSpot, Outreach, UnifyGTM, Clay, or similar)
• Strong analytical mindset. Comfortable with data modeling, dashboards, and using insights to drive action
• Demonstrated experience balancing territory design, lead routing, and performance analytics
• Understanding of both PLG motion metrics (usage, conversion, expansion) and SLG processes (pipeline, quota, forecasting)
• Excellent communication skills & ablility to translate complex data into clear recommendations for cross-functional teams

Desirable

• We’re looking for a Revenue Operations (RevOps) Lead to design, optimize, and scale the systems and processes that power Graphite’s go-to-market engine
• Own the territory modeling process — build frameworks that balance opportunity potential, account density, and rep capacity to drive equitable coverage and revenue scalability
• Develop account segmentation models that categorize customers by firmographics, intent, product usage, and propensity to buy, ensuring our teams target the right accounts with the right motions
• Develop and operationalize account propensity models to help sellers prioritize high-potential accounts and actions
• Partner with Sales Leadership to define territory reassignment triggers (e.g., growth thresholds, new verticals, regional expansion) and implement them in real time
• Establish and maintain territory health dashboards to monitor coverage efficiency, account penetration, and pipeline balance across segments
• Own our GTM tech stack (HubSpot, Clay, UnifyGTM, Outreach, and supporting integrations), ensuring data accuracy, enrichment, and hygiene across all systems
• Create scalable, automated workflows that route leads, assign territories, and trigger follow-ups in real time
• Build and maintain dashboards to monitor GTM performance, pipeline health, and productivity metrics
• Define key revenue and productivity metrics, ensuring visibility across
• Analyze funnel performance and identify bottlenecks, trends, and opportunities to improve conversion and velocity
• Provide actionable insights to improve sales efficiency across both PLG and SLG motions
• Partner closely with Data and Marketing teams to transform product usage data, firmographic signals, and campaign performance into actionable GTM insights
• Collaborate with Marketing to ensure lead scoring, routing, and engagement strategies align with territory models and ICPs