Revenue Operations Lead, Go-to-Market (GTM)

Summary

GrayMatter Robotics is a Los Angeles–based robotics startup pioneering AI-powered robotic cells for high-mix manufacturing. Our mission is to empower workers and manufacturers by automating surface finishing processes such as sanding, polishing, and coating. With a Robots-as-a-Service business model, strong investor backing, and rapid growth, we are scaling across industries like aerospace, specialty vehicles, maritime, and consumer goods.

Backed by over $70M in funding and trusted by Fortune 500 companies and U.S. defense partners, we are scaling rapidly. Join us in building the Factory of the Future and shaping the future of human-robot collaboration.

This isn’t just another RevOps role — it’s a rare opportunity to build the entire revenue engine from the ground up at one of the fastest-scaling robotics companies in the world.

As GrayMatter’s first dedicated Revenue Operations hire, you won’t be inheriting legacy processes — you’ll be the architect. You will design, build, and own the systems, processes, and data infrastructure that directly fuel GrayMatter’s growth as we redefine the modern factory.

Role & Responsibilities

Reporting directly to the Director, Office of the CEO – Strategy & Operations (Nicholas Ayala), you’ll collaborate cross-functionally with Sales, Marketing, and Finance to unify data, streamline execution, and ensure the entire go-to-market organization operates as one cohesive system.

• Lead GTM Systems & Architecture

  • Serve as our HubSpot subject matter expert and strategist, owning everything from daily administration to advanced workflow automation, custom object creation, and long-term roadmap design

  • Own and scale our GTM tech stack, evaluating, implementing, and integrating key tools (e.g., Zapier, LinkedIn Sales Navigator, and other critical RevOps platforms) to create a seamless, efficient ecosystem

• Design & Implement Revenue Processes

  • Architect our end-to-end revenue process — from lead generation and routing to pipeline management, forecasting, and close

  • Proactively identify bottlenecks, inefficiencies, and opportunities for optimization; design and implement scalable solutions that drive operational excellence and predictability

  • Partner with Sales leadership on territory planning, quota setting, pipeline health analysis, and forecast accuracy

• Drive Data-Driven Strategy & Insights

  • Build and maintain the single source of truth for all revenue metrics, ensuring accuracy and visibility across the organization

  • Develop dashboards and executive reporting that empower leadership with actionable insights

  • Collaborate with Marketing on lead flow optimization, campaign attribution, and full-funnel analytics

  • Partner with Finance on bookings, ARR reconciliation, and revenue data alignment

• Champion Cross-Functional Alignment

  • Act as the connective tissue between Sales, Marketing, and Finance, ensuring data hygiene, accurate reporting, and clear accountability

  • Drive adoption of new processes and best practices across GTM teams, enabling consistent execution and shared success metrics

• Enable Account-Based Marketing (ABM)

  • Collaborate closely with Marketing to build, manage, and optimize the operational engine for our ABM strategy, including target account list management, data enrichment, and performance tracking within HubSpot

  • Ensure GTM systems and processes fully support ABM campaign execution and reporting

Export Control Requirements

In order to comply with the export regulations of the United States Government, it is required that the applicant must fall under one of the following categories: (i) U.S. citizen or national, (ii) U.S. lawful permanent resident (i.e. current green card holder), (iii) Refugee under 8 U.S.C. § 1157, or (iv) Asylee under 8 U.S.C. § 1158.

Minimum Qualifications

• An Experienced RevOps Master: 5+ years of hands-on industry experience in Revenue Operations, Sales Operations, or a similar GTM systems role

• A HubSpot Power User: Expert in HubSpot administration — building complex workflows, managing custom objects, and leveraging the platform to its full potential

• A Strategic Builder: Proven success building and scaling RevOps processes and infrastructure from the ground up in a fast-paced, high-growth organization

• Data-Fluent & Analytical: Skilled at translating data into strategy; comfortable managing everything from complex spreadsheets to BI dashboards

• An Entrepreneurial Self-Starter: Proactive, autonomous, and resourceful — able to balance tactical execution with strategic foresight

• Experienced in ABM Operations: Hands-on experience supporting or running ABM programs, including account scoring, segmentation, and engagement reporting

• Work Authorization: Must secure work authorization in the United States and maintain ongoing work authorization beginning at the time of hire through the entirety of employment

Preferred Qualifications

• Meets export control requirements in the United States and eligible for secret security clearance

• 5+ years of hands-on industry experience in Revenue Operations, Sales Operations, or a similar GTM systems role within a B2B SaaS or recurring revenue environment

• Experience building and scaling RevOps processes from scratch in a high-growth company

• Familiarity with broader GTM tech stack tools (e.g., Zapier, LinkedIn Sales Navigator, enrichment platforms, BI tools)

• Experience in ABM campaign execution and measurement integrated with HubSpot.

• Comfort working on bookings, ARR reconciliation, and revenue data alignment in partnership with Finance

• Strong change-management skills — driving adoption of new processes and systems across teams

• Prior experience in an early-stage or scaling startup environment where RevOps infrastructure was built ground-up.

GrayMatter Robotics provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training. We celebrate diversity and are committed to creating an inclusive environment for all employees. We encourage and embrace applicants of all backgrounds to apply!

GrayMatter Robotics is committed to providing reasonable accommodations for candidates with disabilities. If you believe you require accommodations during the recruiting process, please contact [email protected] to submit your request.

Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities and activities may change at any time with or without notice.

Compensation for this position includes the base salary range of $120,000 - $145,000 USD plus equity. We also provide comprehensive benefits and perks which include but are not limited to medical, dental, vision, unlimited PTO, 401(k) plan + employer match, regular offsite events, a discretionary fund for enhancing productivity and so much more! The range listed on job postings reflect the minimum and maximum new hire salary across levels in Los Angeles, CA.