Revenue Operations Lead

Counterpart is a management liability insurance platform for the 21st century workplace. We offer products and services to help companies align the risks and incentives of creating great organizations. Our platform is designed to measure risk more efficiently using the most advanced rating system in the industry, while also proactively mitigating the risks of our insureds. Ultimately, we provide businesses with frameworks to be the best versions of themselves. That’s where you come in.

Counterpart is the place for people who want to build and use top-tier technology to improve insurance products and outcomes for small businesses. You will own real problems, work alongside the future leaders of this industry, and help build a company defining a category.

We are seeking an experienced and analytical Revenue Operations Lead to join our growing team. As a Revenue Operations Lead, you will be responsible for optimizing our revenue streams and maximizing profitability. You will collaborate with various departments, including Business Development, Marketing, and Insurance Product, to identify revenue opportunities, improve processes, and implement effective strategies, and drive adoption of AI tools across the GTM channel to achieve revenue targets. You will help by building playbooks, running enablement sessions, and setting the standard for how the team works with new technology and processes. You will drive step-function improvements in the way we measure and manage performance, innovate on incentives, and partner directly with leadership and stakeholders to meet topline objectives. 

YOU WILL

Strategy and Planning 

• Oversee building, documenting, and optimizing of sales, engagement, and customer service processes to support our growth. Identify bottlenecks and implement solutions with a bias toward action.
• Move reporting from reactive to predictive.  Build dashboards that don’t just show what happened, but flag anomalies, bottlenecks, forecast pipeline risk, while providing next actions. 
• Own the monthly, quarterly and annual sales planning process including productivity drivers.
• Build and monitor staffing and capacity plans for the GTM team ensuring alignment with company goals.
• Design and implement a quota methodology and variable compensation structure that aligns with the company objectives while driving peak performance.  Utilize AI assisted compensation analysis to pressure test assumptions and ensure P&L budget needs are met. 

Cross functional alignment 

• Use AI assisted analysis to deliver market insights, forecast projections, and competitive analysis faster than traditional methods, surfacing trends and risks before they hit the P&L.
• Consistently engage and align with field, product, and technology leaders across Counterpart to optimize process and production results. 
• Leverage AI to develop a marketing operations process that will track and analyze marketing campaign performance and inform future marketing campaigns and ROIC. 
• Orchestrate field, marketing, and operational alignment through documented workflows. updated process, technology, and communication optimization to remove bottlenecks and maximize performance.

Process Optimization 

• Build and maintain AI-powered workflows that compress cycle time, auto-route submission, and surface actionable signal across the sales and retention cycle, so GTM teams spend less time on manual triage and more time selling.
• Design integrations and automations across the stack (Salesforce, Hubspot, Intercom, etc.) that reduce manual data entry and keep systems in sync without human intervention.
• Build controls and monitoring to ensure that internal and external stakeholders are utilizing the system in an appropriate and consistent manner.

Sales Enablement & AI Integration 

• Evaluate and deploy AI tools (copilot, predictive models, workflow automation) that eliminate repetitive workflows, increase team capacity, and surface insights that would take hours to find manually.
• Provide reporting and insights into the drivers behind ‌performance to internal and external stakeholders.

WHO YOU WILL WORK WITH:

• Tanner Hackett, CEO & Founder: Having founded two other major startups, including Button and Lazada, Tanner now spends his time focused on mental health through his philanthropy, Openminded.org, in addition to reading, surfing, yoga, and enjoying the outdoors. 
• Tobias Schuler, Head of Data: After becoming a Fellow of the Casualty Actuarial Society and working as a consultant actuary at EY for several years, Tobias went on to drive the actuarial data & systems teams at QBE. He further leveraged his deep insurance and technical expertise at Munich Re Digital Partners in North America, where he headed data and analytics and oversaw the data infrastructure behind some of their largest programs.
• Kelly North, Vice President of Revenue: Kelly leads revenue strategy at Counterpart, with a strong focus on accelerating growth through distribution, sales operations, marketing, and digital transformation. She brings deep experience driving results by building high-performing teams and executing collaborative, cross-functional strategies. Outside of work, Kelly enjoys spending time with her family, is an avid reader, and has a passion for all things outdoors.
• Satwik Mysore, Director of Management Liability: After graduating with an actuarial science degree, Satwik has spent most of his career at Travelers, where he built one of the largest and most profitable management liability books by forming strong broker relationships.
• Mike Muglia, Professional Liability Lead: Mike previously served as Director of Professional Liability at RB Jones, a leading Lloyd’s Coverholder and MGU, and National Underwriting Director at Burns & Wilcox, a prominent international wholesale broker & MGA. Over the course of his career, he has led underwriting teams across a range of specialties, including Architects & Engineers, Contractors Professional, Management Liability, Tech/Cyber/Media Liability, Allied Healthcare and Social Services, Miscellaneous E&O, General Liability, Contractors Pollution, and Fire Suppression Contractors
• Brad Bahler, Risk Engineer Territory Lead: Brad has over a decade of experience in management liability underwriting. He managed one of the largest books of small business management liability risks at Travelers, where he was known for his deep understanding of coverage, outstanding submission response times, and boundless enthusiasm for the space.

Our estimated pay range for this role is $180,000 to $210,000. Base salary is determined by a variety of factors, including but not limited to, market data, location, internal equitability, and experience. We also offer performance bonuses.

We are committed to being a welcoming and inclusive workplace for everyone, and we are intentional about making sure people feel respected, supported and connected at work—regardless of who you are or where you come from. We value and celebrate our differences and we believe being open about who we are allows us to do the best work of our lives.

We are an Equal Opportunity Employer. We do not discriminate against qualified applicants or employees on the basis of race, color, religion, gender identity, sex, sexual preference, sexual identity, pregnancy, national origin, ancestry, citizenship, age, marital status, physical disability, mental disability, medical condition, military status, or any other characteristic protected by federal, state, or local law, rule, or regulation.