Revenue Operations Lead (US/Can - East Coast)

We’re pioneering open-source authorization solutions for scaling businesses tackling complex end-user permissions in zero-trust architectures. Our focus is on providing SpiceDB—the most mature open-source permissions database inspired by Google’s Zanzibar system—and building managed services that enable planet-scale production authorization services.

Our strategic approach to capital-raising has empowered us to efficiently utilize our $3.9M seed fund. We’ve developed SpiceDB, now the open source standard in authorization database technology, fortified our reputation as authorization experts, accelerated our open-source community growth, and are scaling revenue with robust enterprise products.

AuthZed is a fully remote company with employees across the US and Europe. We’re a hardworking group with a software-driven culture; even our sales team understands and loves our technology! We bring integrity to all our interactions, fostering confidence in decision making - trusting and respecting each voice on our team, every day.

Platform & Technology Management

• Manage and own the complete GTM operational stack and workflows as a product owner for internal stakeholders across sales, marketing, and customer success. Ensure cross-functional GTM team alignment, revenue growth, and efficiency

• Build out, maintain, and streamline platforms and tools as needed to reach GTM goals

• Own and optimize HubSpot CRM platform, ensuring stakeholders practice proper hygiene across all touchpoints in the customer lifecycle

Lead Management & Data Operations

• Build and maintain flows related to lead scoring and routing, lifecycle stages, and sequences spanning inbound, outbound, and product-led motions

• Unify Ideal Customer Profile (ICP) and target account definitions and reflect/maintain in the sales and marketing systems of record in partnership with sales and marketing, supporting marketing with attribution across various marketing channels

• Ensure integrity and synchronization of all GTM data

Sales Operations & Pipeline Management

• Support sales with pipeline reporting and associated metrics to support operational cadence such as pipeline calls, deal reviews, and the like

• Enforce seller discipline and track/improve pipeline accuracy and deal rigor to continuously improve forecast accuracy

• Assist leadership in driving quarterly business reviews, forecasts, annual budgeting, and planning

Customer Success Operations

• Support CS with automated alerts concerning account usage and expansion signals and renewal/expansion forecasting

Performance Analytics & Strategic Insights

• Own end-to-end GTM metrics and observability to track and assess performance of all revenue-generating functions, drive improvements to KPIs, and inform GTM strategy decisions for audiences spanning leadership, board, and investors

• Measure effectiveness of collaboration between key GTM functions - sales, marketing, and CS

Process Management & Continuous Improvement

• Develop, document, maintain, and implement a comprehensive GTM operations strategy

• Document and maintain GTM wiki detailing your work and processes

• Triage and proactively gather feedback from GTM and finance teams to assess efficiency and gaps in our GTM operations

Team Experience

• Administer GTM team compensation plans

• Attend twice yearly full team off-sites (typically U.S.-based)

The Essentials:

• Experience: 3 to 5+ years in revenue operations within the B2B software space

• Experience with Technical integrations and Data Analysis: Able to build BI applications, analyze and query data with SQL (as needed), and integrate APIs across platforms and databases

• Sales Experience: 1-2 years experience working in a customer-facing role either as a seller or in a sales support role and have first-hand experience of the operational requirements

• Expert-level Knowledge of GTM Tooling: You are deeply skilled with the key CRM products and related tools required in an effective B2B software GTM stack and how to integrate, maintain and automate them

• Sales and Marketing Methodologies: Deep understanding of B2B SaaS sales and marketing concepts, e.g. SLG, PLG, Pipeline, etc

• Hands on Experience: You have built and maintained a GTM stack from the ground up as the first revenue operations hire

• Flexibility and Adaptability: Comfortable with ambiguous and changing requirements, with a rapid ability to learn new technical concepts

• Communication: Excellent communication, presentation, and collaboration skills, with a keen eye for using data to back your proposals and ideas for GTM leadership team’s consideration

Extra Shine:

• Sales Team Design: Experience planning and building sales territories and incentive plans.

• Open source + commercial GTM model experience a strong plus

• PLG SaaS experience

• Opportunities to work with cutting-edge technology in a growing sector

• A supportive environment where your ideas lead to real impacts

• Competitive salary based on experience

• Stock options at an early-stage startup

• Comprehensive benefits including healthcare (in the US) and other insurance

• 401(k) + 401(k) company contribution (3% of your annual salary)

• This role is fully remote, with flexible working hours to accommodate different time zones

• You’ll also get to enjoy periodic travel for bi-yearly team on-sites, where we focus on team bonding, collaboration, and having fun together!

Join a supportive and innovative team with a remote-first culture, where your contributions directly impact our growth and success.