Audit the demo-to-customer lifecycle to identify friction and unlock conversion opportunities
Design and implement process improvements that reduce manual effort and accelerate cycle times
Own GTM playbooks, rules of engagement, and ensure best practices across the Sales tech stack (HubSpot, Apollo, Clari, JustCall, etc.)
Lead Weekly and Monthly Business Reviews end-to-end, from data synthesis to executive narratives
Build dashboards that surface leading indicators and enable proactive decision-making
Translate complex, multi-source data into clear insights with actionable recommendations
Own forecasting with scenario models to support quarterly and annual planning
Run forecast vs. actual reviews with root-cause analysis and course-correction plans
Partner with Sales leadership to set bottoms-up, data-backed targets and drive AI/ML adoption in forecasting
Act as the operational bridge across Sales, Marketing, and Customer Success, ensuring clean data flows and aligned execution
Lead cross-functional initiatives to strengthen pipeline management from qualification to close
Drive strategic projects and mentor junior team members to build operational rigour

Experience: 4–7 years in RevOps, Business Ops, or GTM in SaaS/high-growth environments; consulting experience is a plus
Process & Automation: Proven track record in process optimisation that improves revenue efficiency
SaaS Metrics: Strong understanding of ARR, NRR, CAC, LTV, churn, and pipeline velocity, with the ability to translate data into action
GTM Tech Stack: Hands-on expertise with tools like HubSpot, Apollo, Clari, JustCall, and similar platforms
AI/ML Fluency: Experience leveraging AI/ML for forecasting, analytics, and automation — from evaluation to adoption
Cross-Functional Influence: Strong stakeholder management across Sales, Marketing, CS, and Finance
Project Leadership: Ability to manage multiple priorities with speed and precision
Mindset: High ownership, outcomes-driven, and thrives in ambiguity
Education: Bachelor’s degree required; MBA/Master’s is a plus

Work wherever you are: We’re 100% remote, so you get to choose if you want to work from home, cafe, hills or beaches.
Co-working, on the house: If co-working is your jam, we offer a generous annual allowance of up to INR 14,000 annually* for social working.
We care about your learning: We are invested in seeing you grow, and commit USD 1000 annually to help you level up your skills.
We count your spark, not your leaves: We care about you not just as an employee, but as a person. So if you need a reset, make use of Unlimited leaves.
Your Safety Net, Woven in: We take care of the what-ifs. From health insurance with coverage up to INR 10 lakh for you and your family, to accident protection of an additional INR 10 lakh, and life insurance worth 3× your annual salary, our benefits wrap you and your family in protection so you can focus on thriving.
Workspace setup of your dreams: Work from anywhere, and if that’s home, we’ll chip in INR 35,000 to help you create a space that’s as effortless as your workflow.

Senior Lead, Sales Operations & Strategy

Key skills