Revenue Operations Lead
About Vapi
Vapi is the most configurable platform for building voice agents. Our platform equips companies with everything they need—telephony, real‑time streaming, deterministic fallbacks, HIPAA/SOC2 compliance, and an AI testing suite—to launch production‑grade voice agents fast. In just 18 months, more than 300,000 developers have signed up, with over 1,500 new developers joining every day. Our mission is to make voice humanity’s default interface again by capturing nuance, emotion, and context that text alone misses. Try it now!
About the Role
As Revenue Operations Lead at Vapi, you’ll be the connective tissue across our go-to-market teams—building the systems, processes, and insights that drive predictable growth. You’ll own Salesforce and our GTM tech stack, design reporting and forecasting frameworks, and ensure smooth lead flow, territory planning, and compensation operations. This is a high-impact role where you’ll partner closely with Sales, Marketing, and Finance leadership to create clarity, unlock efficiency, and scale our revenue engine as we grow rapidly.
What You’ll Do
Tech stack ownership: Administer and configure SFDC (objects, fields, flows, validation rules, permissions). Maintain data hygiene and integrations (e.g., Outreach/Salesloft, HubSpot/Marketo, Gong, ZoomInfo).
Reporting & analytics: Automate dashboards for leadership & frontline teams (pipeline, conversion, coverage, SLA, win/loss). Build self-serve reporting in SFDC and BI (Looker/Tableau/Mode).
Quotas & forecasting: Implement quota models, territory & book design, and forecast methodology. Drive weekly forecast cadence and accuracy.
Pipeline creation & funnel health: Define stage gates, entry/exit criteria, and SLAs. Monitor SDR lead flow, MQL→SQL conversion, and source/segment performance; recommend campaigns/plays.
Lead management & scoring: Partner with Marketing on lead qualification (scoring, routing, enrichment, de-dupe) to maximize speed-to-lead and quality.
Territories & capacity: Build territory frameworks, account scoring, and whitespace analysis. Create headcount & capacity models for future hires.
Compensation & incentives: Own sales compensation plans, commissions logic, crediting rules, and monthly/quarterly true-ups.
Process & enablement: Document GTM processes; run change management; uplevel teams with training and playbooks.
Tech stack strategy: Evaluate tools, manage vendors, and ensure clean integrations and governance.
Who You Are
4+ years in Revenue Operations / Sales Operations at a B2B SaaS company (Series A–C preferred).
Salesforce power user (Admin cert a plus) and comfort with MarTech/SalesTech (HubSpot/Marketo, Outreach/Salesloft, Gong, ZoomInfo, CPQ).
Strong analytics chops (Excel/Sheets; BI like Looker/Tableau/Mode; SQL a plus).
Experience owning quotas, territories, forecasting, and comp plans end-to-end.
Excellent cross-functional communicator; structured PM who ships.
Bias to action, high standards, and love for clean data and durable processes.
Why Vapi
Define the future of human–AI interaction: help pioneer a new era of voice-based AI products that are transforming how people and businesses communicate
Own meaningful work at a breakout startup: join early, take real ownership, and have a direct hand in building a category-defining company from the ground up
Surround yourself with exceptional people: work alongside a world-class team of engineers, operators, and builders backed by top-tier investors who believe in our mission
Accelerate your career in a high-growth environment: grow fast, take on big challenges, and unlock opportunities as we scale one of the most exciting platforms in AI
What We Offer
Competitive compensation: includes a strong base salary and meaningful equity ownership
Comprehensive health coverage: medical, dental, and vision plans
Flexible time off: take-what-you-need vacation policy with an emphasis on rest and balance
Daily meals: catered lunches and dinners provided for in-office days
Lifestyle & wellness stipends: monthly allowances to support rent, transportation, food, fitness, and mental well-being
Professional development: annual learning stipends for courses, conferences, and upskilling
Team connection: regular offsites, team events, and opportunities to build in-person relationships
Average salary estimate
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