Revenue Operations Lead

Nexl is hiring its first Revenue Operations Lead. Revenue operations is close to zero here today, so this is a build role: you'll stand the function up from the ground up, choosing almost every system, designing the processes, and writing the playbooks that don't exist yet.

You'll set the operating model together with leadership across sales, marketing, customer success, and finance, not inherit one and maintain it.

While this role is remote-first, we're prioritising applications based in San Francisco, California, for timezone crossover with the rest of the team.

What We're Looking For
Must haves:
- You have 2-5 years in revenue operations, sales operations, GTM engineering, or a similar applied technical role at a high-growth B2B company.

- You have a substantial track record of solving ambiguous, high-impact commercial problems and turning recommendations into measurable outcomes.

- You have a strong understanding of how high-growth businesses work.

- You have hands-on experience with a modern go-to-market stack at the architecture level, covering HubSpot, an enrichment and orchestration layer such as Clay or Apollo, and a revenue intelligence tool such as Gong.

- You are demonstrably AI fluent. You have shipped a prompt chain, an agentic workflow, or an internal tool that a team used. We will ask what it was and what changed because of it.

Behaviours and attitudes:
- You take responsibility for business outcomes and stay involved beyond the analysis.

- You form a view and make recommendations rather than simply presenting options.

- You are curious, and you investigate why something is happening rather than accepting the first explanation.

- You move quickly through ambiguity while maintaining high standards.

- You think at the system level. You see the whole revenue motion rather than a queue of requests, and you fix the cause instead of patching the symptom.

- You watch the work before designing for it. The best systems here will come from sitting with a rep and seeing where the motion breaks.

- You're comfortable working in a small team, across time zones that don't line up.

Nice to haves:
- B2B enterprise sales motion with long cycles and committee buying.

- Familiarity with SQL, APIs, and webhooks, enough to query your own data and wire systems together.

What Success Looks Like:

- You've mapped the current GTM motion end to end, including where it actually breaks, so what gets built next is fixing the real problem, not just the loudest one.

- The GTM stack runs as one connected system, not a handful of tools each team bolted on separately, and you're the reason why.

- Reps aren't manually doing pre-call research, CRM hygiene, or follow-up drafting anymore, the agentic workflows you've shipped are just how the job gets done now.

- Funnel definitions are consistent enough that sales leadership trusts the forecast built on them.

- Territory, quota, and comp mechanics run without ad hoc exceptions every cycle.

- The systems and spend picture is something you can explain in one sitting, not something that lives in five different people's heads.

- When something ships, people actually use it, and you didn't have to explain it twice.

What You’ll Own & Do

- The GTM technology stack. HubSpot, Gong, Clay, and Apollo. You own how they fit together, what gets integrated, what gets retired, and the build or buy call each time.

- Signals and lead flow. Signal detection, territory intelligence, lead routing, and lead scoring, so the right account reaches the right rep with the context already attached.

- Turning the go-to-market function agentic. Workflows that take work off reps: pre-call research, CRM hygiene, follow up drafting, renewal context surfaced before the call. You ship these, measure adoption, and retire what nobody uses, championing practical AI adoption across GTM through repeatable, documented workflows rather than one-off experiments.

- Territory, quota, and compensation mechanics