Sales & Operations Specialist, Capital
RevenueCat · Full-time · Posted 4w ago
RevenueCat removes the headaches of building and scaling in‑app subscriptions. Since graduating from YC’s S18 batch we’ve grown into the default monetization platform for mobile: we’re in >40% of newly shipped subscription apps, we process $12B+ in annual purchase volume, and we help everyone from a solo dev in Brazil to the OpenAI mobile team understand and grow their revenue.
We’re a remote‑first crew of 150+, spread across 25+ countries, and guided by values we actually practice: Customer Obsession, Always Be Shipping, Own It, and Balance. If you want your work to touch hundreds of millions of end‑users (and help the developers behind them get paid), you’ll fit right in.
RC Capital is RevenueCat's first move into financial services. Our first product, Early Payouts, gives developers access to App Store proceeds without waiting the usual 30 to 60 days for Apple and Google to pay them.
As Sales & Operations Specialist, Capital, you will own the customer lifecycle end-to-end - from identifying and qualifying suitable prospects through screening, onboarding, activation, ongoing support, account operations, and portfolio health. You will combine commercial judgment, customer care, operational discipline, and risk awareness to help RC Capital acquire and serve more healthy customers.
This is a hands-on individual-contributor role on a small founding team. You might move from a discovery call to an onboarding issue, a portfolio review, and a workflow improvement in the same day. You will work closely with Sales, Support, Product, Data, Finance, Legal, Marketing, and GTM Operations, and report to the VP of Strategy & Operations. You will also help build the playbook and systems future teammates inherit.
Sales and qualification. Manage a portfolio of inbound and targeted outbound opportunities. Run discovery, assess product and customer fit, coordinate screening, handle objections, maintain momentum, and guide suitable prospects to a clear decision.
Onboarding and activation. Lead approved customers from decision to activated. Ensure customers understand how to use Early Payouts successfully.
Customer support and portfolio operations. Serve as a reliable point of contact for customers, including questions, disputes, and operational issues. Coordinate with RevenueCat Support and specialist teams, and own follow-through through resolution.
Risk-aware execution. Apply documented customer, fraud, and risk policies consistently; investigate issues; document decisions; monitor emerging patterns; and make sound recommendations. Escalate exceptions and regulated or high-impact decisions to the appropriate risk, legal, finance, or leadership owner.
Lifecycle performance and insight. Maintain a reliable view of pipeline, onboarding, support demand, usage, and portfolio health. Turn data into recommendations on funnel quality, conversion, time to activation, drop-off, retention, customer experience, and risk indicators. Bring structured customer insight to Product to inform roadmaps.
Systems, automation, and playbooks. Improve CRM, support workflows, internal handoffs, reporting, documentation, and automation. Use AI thoughtfully to reduce manual work and response times without weakening controls or customer trust. Partner with Marketing, Operations, Data, and Product on durable implementations.
Customer and growth. Partner with Marketing on focused acquisition and lifecycle experiments. Support marketing efforts like campaign execution, competitive analysis, and content that drives demand.
4+ years in a high-ownership, customer-facing commercial or operations role spanning sales, account management, customer success, customer support, or customer operations.
A track record of moving opportunities through a commercial process and managing a meaningful volume of customer relationships with strong follow-through.
Experience in fintech, payments, lending, factoring, embedded finance, or another environment where customer growth and operational risk are closely connected.
1-2 years of marketing or growth experience running campaigns or managing CRM-driven outreach.
Strong operational judgment: you clarify ownership, define next steps, document decisions, apply policy consistently, and recognize when an issue needs specialist review.
Analytical fluency across CRM, support, and analytics tools, with the ability to diagnose funnel or portfolio performance and recommend action.
Practical experience improving workflows with automation and AI, including judgment about where automation introduces unacceptable risk or a poor customer experience.
Excellent written and verbal communication: persuasive with prospects, clear during onboarding, calm in disputes, and concise with executives and cross-functional partners.
Comfort operating in ambiguity on a small, autonomous team and working hours that meaningfully overlap with US time zones.
Direct experience with payment operations, underwriting, fraud and risk workflows, disputes, or compliance-adjacent processes.
Experience launching a new product, business line, or operating motion before the playbook was written.
Knowledge of mobile apps, developer products, subscriptions, or App Store economics.
Experience contributing to CRM or lifecycle campaigns, customer-facing content, or growth experiments.
Familiarity with tools such as Salesforce, Notion, Linear, Intercom or Zendesk, Slack, Zoom, and product analytics platforms.
What success looks like
In your first 30 days
Understand RC Capital's product, customers, unit economics, risk model, and role within RevenueCat.
Map the lifecycle from first signal through activation and live-account support.
Establish baseline reporting for pipeline quality, conversion, time to decision, time to activation, support demand, repeat usage, and portfolio health.
Shadow sales, onboarding, support, risk, and account reviews; then handle initial customer interactions with support.
Ship one concrete improvement to a workflow, report, playbook, or automation.
By 90 days
Independently own a portfolio from qualification and screening through onboarding and ongoing operations, escalating genuine exceptions appropriately.
Give the team a reliable view of pipeline, onboarding, support, usage, and portfolio performance, with recommendations rather than reporting alone.
Run a consistent cadence for opportunity follow-up, onboarding, live-account reviews, and issue resolution.
Ship workflow or automation improvements that reduce manual work or customer wait time without weakening controls.
Support marketing efforts to deliver on targets.
Translate recurring customer and operational friction into structured recommendations for Product, Data, Finance, Legal, Support, or Marketing.
By 6 to 12 months
Improve key lifecycle measures such as conversion, activation speed, utilization and retention.
Help grow a portfolio of healthy customers while keeping fraud, disputes, losses, and other agreed risk indicators within guardrails.
Maintain a commercial and customer-operations playbook another teammate can follow without relying on context held only in people's heads.
Help turn the early motion into a repeatable engine and identify which responsibilities should move to partner teams or future hires as volume grows.
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
Fully remote and flexible work environment
4-5 weeks of suggested time off annually for mental, physical, and emotional recharge
$2,000 USD for workspace setup and $1,000 USD annual stipend for continuous learning
Curious about the interview process? Discover more in our blog post about how we hire and learn tips to help you succeed.
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