Head of Revenue Operations and GTM Engineering

HockeyStack is an Applied AI company on a mission to automate sales, marketing, and customer success for B2B companies. We build the most complete and accurate picture of the B2B buyer by integrating with every tool your team uses, partnering with third-party data providers, and deploying custom AI research agents. We use this data to power applications that automate high-value, high-complexity workflows across the go-to-market and revenue teams. Our core products include:

• Marketing Intelligence – instantly answers questions like “What led to that sudden drop in pipeline?”

• Account Intelligence – surfaces next-best actions to help reps move target accounts toward conversion

Since launching in January 2023, we’ve come through Y Combinator, raised a $20M Series A led by Bessemer. We’re growing 3× year-over-year, have hit multimillion ARR, and process over 60 TB of GTM data monthly. Based at our San Francisco HQ, we operate fully in-person, move fast and hire people who are ready to win.

🚀 Your Mission

As our Head of Revenue Operations & GTM Engineering, you’ll sit at the intersection of data, systems, and strategy—owning the full GTM operations engine and building the infrastructure that fuels our next phase of growth. You won’t just support the revenue team—you’ll amplify it. From designing scalable workflows in Salesforce to forecasting pipeline with surgical precision, from automating business logic with AI to uncovering new levers for efficiency and conversion, you’ll drive impact across sales, marketing, and customer success. You’ll lead a nimble GTM engineering team, work directly with founders, and shape our go-to-market machine from the ground up. If you’re a proactive operator who thrives in high-urgency environments and wants to define the blueprint—not follow one—this is your moment.

🔧 What You’ll Do

Strategic Ownership & Proactivity

• Own the end-to-end GTM operations roadmap.

• Proactively identify revenue-impacting gaps across the funnel and propose data-driven solutions.

• Drive cross-functional collaboration between sales, marketing, and CS.

Systems (SFDC & Tooling)

• Own our CRM (Salesforce) and other GTM tools (e.g., HubSpot, Outreach, Gong).

• Design scalable architecture to support a growing team.

• Implement automation, lead routing, territory design, and lifecycle workflows.

Data, Insights & Forecasting

• Build and maintain dashboards for pipeline, forecast accuracy, and funnel metrics.

• Lead quarterly forecasting with sales leadership.

• Use insights to recommend initiatives that increase conversion rates and drive growth.

Sales Process & Enablement

• Refine and document our sales process end-to-end.

• Partner with sales leadership to onboard and enable reps.

• Help define and measure KPIs across the GTM org.

Project Management & Execution

• Own cross-functional GTM initiatives from idea to execution.

• Drive roadmap prioritization, track OKRs, and ensure stakeholder alignment.

• Operate independently with a bias for action in a fast-paced startup environment.

GTM Engineering using AI

• Take over our existing GTM Engineering team and ongoing projects

• Automate existing business processes using AI

• Discover new ways of increasing revenue and efficiency using AI

🧬 What We’re Looking For

• Ownership-first mindset — you take initiative, move fast, and figure things out

• Thrive in early-stage, high-urgency environments where speed and impact matter

• Fully committed to working in-person 5 days/week at our SF HQ

• Curious, self-aware, and feedback-driven — you bring energy, not ego

• See this role as a defining chapter — not a stepping stone or side quest

• 4+ years in RevOps, SalesOps, or similar roles in high-growth B2B SaaS startups.

• Experience building GTM systems and infrastructure (e.g., Salesforce, BI tools, marketing automation).

• Experience using AI to automate tasks.

• Proven ability to forecast, analyze funnel metrics, and uncover performance gaps.

• A systems thinker with strong execution chops—comfortable being both strategic and hands-on, equally important traits.

• Excellent communication skills and high degree of ownership.

• Work directly with founders and GTM leadership and Manage your team

• Influence key strategic decisions with data and insights.

✨ Why Join Now?

We’re at an inflection point. The product is proven, the market is massive, and the opportunity is wide open. You’ll be joining a company with real traction, rapid growth, and meaningful backing—where every person still shapes the outcome. This isn’t just a job. It’s a chance to build something category-defining with people who care deeply about doing it right.

As part of our San Francisco, California-based team, the salary range for this role is $140,000– $240,000 USD base pay annually, depending on experience and qualifications.

HockeyStack is proud to be an Equal Opportunity Employer. We do not discriminate based on race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability, or any other legally protected status. We celebrate diversity and are committed to fostering an inclusive environment for all employees.