Revenue Operations Specialist

Who you are

• 3–5 years of experience in Revenue Operations, Sales Operations, or a related GTM operational role at a B2B SaaS or high-growth technology company
• Strong analytical skills — you can build pipeline models, dissect conversion data, and translate complexity into clear, actionable recommendations
• Fluency with AI tools: you use LLMs daily as a productivity multiplier, are comfortable experimenting with automations, and are genuinely excited about what AI can do for revenue operations
• A bias toward action and systems thinking — you don't just identify problems, you build durable solutions that scale
• Strong written and verbal communication skills; comfortable presenting operational findings and owning outcomes with senior stakeholders
• High agency and ownership mentality. You treat every system, process, and report as if the revenue org depends on it — because on this team, it does
• The discipline to iterate on prompts, tools, and workflows rather than accepting first-pass output
• Strong judgment applied to validating, refining, or discarding AI-generated output
• An authorship standard — you direct, review, and take full accountability for everything you produce
• Experience with SQL or other querying languages
• Hands-on experience building or deploying AI workflows, agents, or automations in a business context
• Familiarity with GTM tools like Salesforce, Gong, Outreach, or similar
• Genuine intellectual curiosity about how AI is reshaping go-to-market strategy -- you follow this space and have opinions about it

What the job involves

• GTM Operations is a small, high-intensity team at the center of Cockroach Labs' revenue transformation
• As a Revenue Operations Specialist, you'll support the systems, data, and processes that power how our GTM organization operates — from CRM governance and pipeline reporting to sales process design and tech stack optimization
• You'll sit at the intersection of Sales, Marketing, and Customer Success, building the operational infrastructure that makes each of those teams faster, smarter, and more accountable
• This role requires real operational and technical fluency
• You'll own our CRM data integrity, build reporting frameworks, design scalable sales processes, and increasingly leverage AI to automate and accelerate how the revenue org works
• If you thrive in ambiguity, move faster than the organization expects, and believe the best operations are the ones people actually adopt, this role was built for you
• CRM Ownership and Data Integrity: Own Salesforce as the system of record for the revenue org — managing data hygiene, pipeline stage definitions, field governance, and process automation. Make sure leadership can trust what they see in the CRM
• Reporting and Revenue Analytics: Build and maintain the dashboards, reports, and KPIs that give Sales, Marketing, and CS visibility into performance — pipeline coverage, conversion rates, deal velocity, rep productivity, and retention metrics. Surface insights that drive real decisions
• Sales Process Design and Enablement: Define, document, and enforce the sales processes and rules of engagement that keep the GTM org aligned — from lead routing and opportunity management to forecasting cadences and handoff protocols
• Tech Stack Management: Own and optimize the GTM tech stack (Salesforce, Gong, Outreach, and more) — evaluating tools, managing integrations, driving adoption, and ensuring the stack actually supports how the team sells
• AI and Automation: Identify and deploy automation and AI-powered workflows that reduce manual work and increase GTM efficiency — from enrichment and routing to forecasting and health scoring. Measure impact and iterate
• Cross-Functional Program Execution: Partner with Sales leadership, Marketing Ops, Finance, and Data Engineering to run programs end-to-end — diagnose operational gaps, design solutions, coordinate across stakeholders, and make sure adoption sticks
• Strategic Partnership: Act as a trusted operational partner to revenue leaders across Sales, Marketing, and Customer Success. Earn influence through operational rigor, speed of execution, and a clear point of view on what the data actually shows
• The learning curve here is steep, the pace is real, and the impact is immediate. Here's what success looks like:
• In your first 90 days
• Get deep on our GTM motion — understand how Cockroach Labs sells, where the operational friction is, and what the data says about it
• Complete a full audit of CRM data health and surface your top recommendations
• Build relationships across Sales, Marketing, CS, Finance, and Data Engineering
• Ship your first reporting improvement or process fix that influences a real decision
• In your first year
• Own the end-to-end reporting infrastructure that revenue leadership relies on for forecasting and planning
• Drive at least one major operational improvement — a redesigned process, a new automation, or a tech stack upgrade — that measurably improves GTM efficiency
• Become the go-to operational partner for senior revenue leaders
• Build a track record of shipping things that stick, not just recommending them

Benefits

• Competitive Health Insurance Coverage
• Paid Parental Leave
• Flexible PTO
• Learning & Development
• Relocation Support
• Employee Referral Bonus