GTM Operations Manager
RevenueCat · Full-time · Posted 2w ago
RevenueCat gives app businesses the infrastructure and tools to build, run, and improve their monetization. Since graduating from YC's S18 batch, we've grown into the default monetization platform for mobile.
We're in 50%+ of newly shipped subscription apps, we process $16B+ in annual purchase volume, and we help everyone from a solo developer to the OpenAI mobile team understand and grow their revenue.
We're a remote-first team of 150+ people across 25+ countries, guided by values we actually practice: Customer Obsession, Always Be Shipping, Own It, and Balance.
This isn't the right fit for everyone. The systems you’ll build here manage billions of dollars and touch hundreds of millions of end users, and we don’t take that lightly. You'll be expected to work hard and hold a high bar for what you ship, alongside some of the sharpest, most driven people you've worked with. If that sounds energizing rather than exhausting, keep reading.
The role
We’re looking for a GTM Operations Manager to build and improve the workflows that connect our go-to-market teams.
A promising account signs up. Does the right person find out, with enough context to act? A customer becomes eligible for a new product. Do they receive useful guidance? A data sync fails overnight. Do we catch it before it affects a campaign, account handoff, or business decision?
You’ll help make those things work reliably.
You’ll join an existing GTM Operations team, working closely with @Nathan Bellehsen on Salesforce and Sales systems and @Masha Tsaryk on Marketing and customer-lifecycle systems. Your initial focus will be lead handoffs and lifecycle execution: the data, automation, quality checks, and reporting that turn customer signals into useful action.
This is a hands-on individual-contributor role. You’ll own agreed projects from understanding the problem through building, testing, rollout, and ongoing improvement. Experienced teammates will provide context, help set priorities, and partner with you on architectural decisions. Within that direction, we expect you to make progress independently and flag problems early.
Our stack includes Salesforce, Customer.io, Clay, Looker, automation tools, and a growing set of AI workflows. You don’t need to know every tool. You do need to understand how systems connect and enjoy figuring out why something isn’t working.
Why we’re hiring for this role now
RevenueCat’s GTM organization is growing across Sales, Marketing, and Customer Growth. We’re developing more deliberate ways to identify promising accounts, help customers adopt our products, and turn successful one-to-one work into programs that reach many more people.
Our operations team already supports the systems behind that work. We need more capacity to take important workflows from “this could work” to something dependable that people use every day.
You’ll help us ship those improvements while making the existing operation easier to run: fewer manual handoffs, clearer ownership, more trustworthy data, and less time spent solving the same problem twice.
What you’ll be responsible for
Own selected GTM workflows end-to-end. Translate a business problem into a practical solution, agree how success will be measured, build and test it, and stay responsible after launch.
Make lead and account handoffs dependable. Build and improve enrichment, qualification, routing, alerts, and follow-up visibility. Help ensure important signals reach a named owner, and make missed or failed handoffs visible.
Put lifecycle programs into production. Partner with Marketing and Customer Growth on audience definitions, triggers, exclusions, data syncs, campaign QA, and measurement. Turn repeatable requests into workflows and templates teammates can use.
Keep data connected and usable. Trace how account, contact, and product-usage data moves between systems. Investigate stale records, duplicates, mismatched relationships, and failed syncs; fix what you can and work with the relevant system or Data owner on deeper issues.
Build automation that holds up in everyday use. Test realistic scenarios and edge cases, monitor failures, and make it clear how to recover when something breaks. Bring consequential changes to the relevant system owner before rollout.
Use AI where it improves the work. Build or improve workflows for tasks such as enrichment, research, qualification, and quality checks. Evaluate the output, understand the failure modes, and measure whether the result saves time or improves quality.
Make what you build understandable and useful. Document your workflows, enable the people using them, gather feedback, and improve adoption. Share knowledge so another teammate can operate and troubleshoot your work. Keep documentation current as workflows change, and fill gaps in the existing processes you take on.
Make operational performance visible. Build and maintain reports that help teams understand workflow health, handoff gaps, campaign execution, and adoption. Work with senior Ops teammates and Data on consistent definitions.
What you’ll need to be successful
3+ years of hands-on experience in GTM, revenue, marketing, sales, or customer operations.
Practical Salesforce experience. You understand objects, relationships, fields, flows, and how data moves through the system. You have built or changed things yourself.
Experience building in a marketing automation platform such as Customer.io, HubSpot, Marketo, Braze, or Iterable, including segmentation, triggers, and integrations.
Experience building something useful with AI. You can explain the problem, your contribution, how you checked the result, what failed, and what you changed. A sanitized walkthrough is welcome; we don’t expect confidential work from a previous employer.
Strong troubleshooting and analytical judgment. You can trace a problem across systems, check your assumptions against data, and distinguish a symptom from its cause.
Ownership and follow-through. You can take an agreed problem, work through ambiguity, communicate tradeoffs, and deliver without needing every step assigned.
Clear written communication. You keep stakeholders informed, document decisions, and explain technical problems in language others can act on.
Care for the details. You think about the wrong audience, missing record, duplicate trigger, or failed handoff before it becomes someone else’s problem.
Learning agility and adaptability. You can transfer what you know to unfamiliar tools and adjust your plan when priorities change, while keeping commitments and stakeholders informed.
Ideally, you
Have worked in a product-led or usage-based business with both self-service and Sales-assisted customers.
Have connected CRM, marketing automation, customer-success, or product-usage systems.
Can use SQL, APIs, webhooks, or lightweight scripts to investigate data and connect tools.
Have improved adoption of an internal tool or replaced repeated manual work with a maintained workflow.
Have supported customer onboarding, product adoption, lifecycle education, or account-coverage programs.
What success looks like
Within the first month, you’ll:
Learn how customers move through RevenueCat and how our GTM teams support them.
Map an initial workflow with @Nathan Bellehsen and @Masha Tsaryk, including its data sources, owners, dependencies, and common failure points.
Ship your first useful improvement as part of RevenueCat’s “first ship” tradition.
Agree your initial ownership area and a prioritized set of problems to solve.
Within the first three months, you’ll:
Own the day-to-day operation of an agreed set of lead and/or lifecycle workflows.
Deliver an improvement from scoping through rollout, with clear documentation and stakeholder feedback.
Establish baseline measures and monitoring for the workflows you own.
Give another teammate enough context to support your work when you’re away.
Within the first six months, you’ll:
Demonstrate measurable improvement in a core workflow, such as fewer missed handoffs, faster campaign delivery, fresher data, or less manual effort.
Turn recurring operational requests into reusable processes.
Show that the people your workflows serve are using them successfully, and improve what isn’t working.
Within the first twelve months, you’ll:
Independently deliver projects across systems within your areas of ownership.
Have a track record of reliable workflows, useful automation, and improvements that make GTM teams more effective.
Help shape the next priorities using evidence from users, operational performance, and customer needs.
Be developing deeper expertise and taking on progressively more complex work.
Competitive equity in a fast-growing, Series C startup backed by top-tier investors, including Y Combinator
10-year window to exercise vested equity options
A fully remote environment designed around autonomy and flexibility
4-5 weeks of flexible time off annually
Paid desk at a co-working space
Workspace budget and continuous learning stipend
Our interview process is rigorous on purpose. We want to be sure that everyone we bring on is genuinely excited about this work, aligned with how we operate, and ready to meet our high bar for performance. Curious what that actually looks like? Read more in our blog post on how we hire at RevenueCat, including tips to help you succeed.
How we think about hiring and team design: Building a Winning Team
The values that guide how we work: Our Values
How we work as a remote team: How We Work Remotely at RevenueCat
What to expect from our interview process: Interview Expectations
What to expect from comp and employment: Employment FAQ
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