Sales Operations Lead

We're hiring a seasoned Sales Operations professional to be the right hand to our Head of Revenue Operations and a force multiplier for the entire GTM organization. This is a hands-on, senior individual contributor role for someone who can own problems end-to-end. You’ll touch all aspects of our sales performance, from pipeline and forecasting to territories and process — and drive real impact.

Hightouch has grown from 10 to 50+ account executives in under two years. That kind of growth creates complexity and we need someone who can cut through it quickly, surface what actually matters, and iterate their way to better answers. This is not a role for someone who simply administers existing processes. It's for someone who questions whether the process is right in the first place, fixes what's broken, and builds what's missing.

This role reports to our Head of Revenue Operations. You'll be hands-on-keyboard from day one while also helping build the foundation for how RevOps scales at Hightouch.

• Own pipeline and funnel analysis with a bias toward action. Track how deals move through the funnel, find what's broken, deeply understand why, propose a fix, ship it, and learn from it. Support the weekly forecast with bottoms-up rigor and surface risk before it becomes a miss. We move in days, not quarters.
• Run territory and account management as a living system. Maintain coverage models, balance books of business as we grow, help reassess segmentation, and evolve propensity scoring, intent signals, and routing so reps are pointed at the right accounts.
• Build reporting and systems that scale. Develop dashboards, models, and repeatable processes so insight and operations don't get reinvented every cycle. Turn one-off fire drills into durable infrastructure. Build capably with our AI tools to compress insight cycle time and improve process consistency within RevOps and across the GTM org.
• Connect dots across the GTM org. RevOps at Hightouch is a vital connective function. Partner across marketing, finance, pre-sales, post-sales, and the exec team — your ability to surface information and collaborate across these groups will make you indispensable. You’ll also play a key role in coordinating efforts and staffing between sales, lead generation (marketing, partnerships, and SDR), sales engineering, and post-sales. 

• You've operated in high-growth, high-velocity sales environments. Ideally with 50+ AEs at a company selling enterprise software at multi-$100K or $1M+ price points through direct outbound and partnerships. You know how complex this motion gets and you've learned how to prioritize what matters.
• You think from first principles. When something isn't working, you don't reach for an industry framework first. You ask why, build a hypothesis, and test it. You hold views loosely and update them fast, and you're eager to learn how Hightouch actually runs rather than just apply what worked at your last company.
• You have a bias toward iteration over perfection. You'd rather ship an imperfect fix that moves a decision forward than spend two weeks on something polished that lands too late.
• You're genuinely hands-on-keyboard. You build your own reports, write your own queries, and configure the systems yourself. You go get the answer rather than hand off a spec and wait. (Snowflake, dbt, and Omni are our analysis stack, and we spend a lot of time in Salesforce and Gong too.) You have fast-growing fluency in using AI to accelerate your work.
• You've used data, comp, and visibility to change behavior. You have a strong business partner mindset. Your work hasn't just described what's happening, it's changed how reps and managers operate. You can make the case for an uncomfortable change when the numbers support it.
• You're a clear, direct communicator. Sales leaders and executives trust you because you tell them what you actually think, not what they want to hear. You can explain a nuanced revenue problem without burying the point.
• You have empathy for sellers. You are unafraid to shadow reps to understand practical problems and develop better solutions. Quota-carrying experience is a plus.

The salary range for this position is $180,000 to $250,000 per year, which is location independent in accordance with our remote-first policy. We also offer meaningful equity compensation in the form of ISO options, and offer early exercise and a 10 year post-termination exercise window.