Senior GTM Operations Manager

About us:

RevenueCat makes building, analyzing, and growing mobile subscriptions easy. We launched as part of Y Combinator's summer 2018 batch and today are handling more than $4B of in-app purchases annually across thousands of apps.

We are a mission driven, remote-first company that is building the standard for mobile subscription infrastructure. Top apps like ChatGPT, VSCO, Notion, and ClassDojo count on RevenueCat to power their subscriptions at scale.

Our 80 team members (and growing!) are located all over the world, from San Francisco to Madrid to Taipei. We're a close-knit, product-driven team, and we strive to live our core values: Customer Obsession, Always Be Shipping, Own It, and Balance.

As RevenueCat grows, we are looking to expand our GTM (go-to-market) operations and hire a Senior GTM Operations Manager who can take charge of our systems and processes from the ground up. This is a hands-on, high-impact role that will play a crucial part in shaping our GTM infrastructure. You’ll own everything from streamlining workflows and optimizing our tech stack to managing vendor relationships and improving the way we measure success. We’re looking for someone who’s comfortable working independently, enjoys problem-solving on the fly, and is excited to contribute to the growth of a rapidly expanding company.

This role is the second hire in our growing GTM operations team, working across marketing, sales, and customer success—and occasionally supporting other departments. It is important to note that the focus spans all of GTM, and though we understand that you might not have deep experience in all areas of GTM, we’re looking for someone who can translate the experience they do have into other GTM areas aka someone with a broad business perspective who can step in and support any area of operations when needed.

The role requires hands-on experience with tools like Salesforce, Looker, Customer.io, Intercom, 6sense, Zapier, Crossbeam, Partnerstack, and Livestorm—or their equivalents. While specific tools are flexible, we’re seeking someone who has done more than just use these platforms; you should be comfortable with heavy admin work and deep system knowledge.

What you’ll be responsible for

As the Senior GTM Operations Manager, you’ll play a pivotal role in building and refining processes that empower RevenueCat’s GTM teams to operate effectively at scale. The scope of this role is broad and ever-evolving, but here are some examples of the types of projects and responsibilities you might take on:

• Design and implement a lead routing process:
  • Enrich product signups, form fills, and content downloaders with firmographic data.
  • Qualify leads based on enriched data to identify high-potential prospects.
  • Route qualified leads to sales engineers with prioritization based on their actions (e.g., signup, form fill, report download).
• Address gaps in current data flow:
  • Spot inefficiencies and propose tooling solutions to address them.
  • Evaluate tooling options with key stakeholders, lead the purchase and negotiation processes, and oversee implementation.
  • Work with relevant teams (data, product, end users) and enable team members to use the new tools effectively.
• Develop and manage a partner program process:
  • Collaborate with the partnerships manager to create processes spanning multiple systems (e.g., PartnerStack, Salesforce, Crossbeam).
  • Optimize data flows to eliminate friction for partners submitting leads and tracking their progression.
• Support cross-functional GTM initiatives:
  • Streamline workflows for campaign execution, lifecycle management, and reporting.
  • Partner with marketing, sales, and customer success teams to ensure operational alignment and efficiency.
• Own and improve top-of-funnel reporting:
  • Audit and refine existing reports to ensure accurate tracking of key metrics.
  • Build dashboards in tools like Salesforce, Looker, or Hockeystack to showcase metrics such as the number of sales touches required to convert a lead to an opportunity or signup and, subsequently, a closed-won opportunity or paying self-serve customer.

About you:

• You’re a self-starter who can take the initiative and get things done with minimal direction.
• You’re technically curious, always eager to explore new tools and find ways to make systems more efficient.
• You’ve got 5+ years of experience in marketing or revenue operations and have successfully built and refined operational processes.
• You are hands-on and thrive when you're in the weeds, whether it’s setting up lifecycle workflows or jumping in to troubleshoot and fix issues.
• You excel at vendor management, ensuring strong relationships and delivering results with external partners.
• You’re detail-oriented, catching the small things that make a big difference while maintaining the big picture view.
• You’re an excellent communicator, able to simplify complex concepts for both technical and non-technical audiences.
• You’re organized and can manage multiple projects at once, keeping everything on track and on time.
• You’re data-driven, using insights to continuously improve and drive better outcomes.
• You collaborate easily and work cross-functionally to achieve shared goals.

What you’ll need to be successful

• 5+ years of experience in operations: Whether it’s marketing ops, revenue ops, sales ops, or even project management, we’re flexible. What matters is that you’ve been in the trenches, building and optimizing processes that actually drive results.
• Technical know-how of CRMs and automation platforms: You don’t need to know Salesforce or HubSpot specifically (although if you do, that’s great!), but we do need someone who understands how these tools work under the hood. You should have strong admin skills, be quick to learn new platforms, and get the logic behind how these systems are set up.
• Experience managing complex data hierarchies: You should have experience working with “one-to-many” relationships in data—where, for example, one lead is connected to multiple accounts or systems. If this is new to you, you’ll need to be able to get up to speed quickly. We’re looking for someone who’s already comfortable navigating this complexity or who can independently tackle it right away.
• Hands-on experience building and improving automation workflows: You’ve built complex workflows from scratch, but here’s the kicker—you’ve also simplified them. We want someone who’s not just good at building but also at improving and streamlining processes to make them more efficient.
• A knack for analyzing data and building reports: You’re great at analyzing large volumes of data and creating reports that make sense to the broader team. You can take complex data sets and turn them into clear, actionable insights that everyone can use to make informed decisions.
• Experience creating order from chaos: You’ve stepped in where processes were a mess and made them work. You’ve implemented change in environments where things have "just worked" for a long time, even when that meant pushing for uncomfortable but necessary changes to meet evolving business needs. You’re not afraid to challenge the status quo if it means improving operations.
• Experience evaluating and implementing core GTM systems: You’ve been hands-on in evaluating, selecting, and implementing a key GTM system from scratch. Whether it’s a CRM, marketing automation platform, or another tool, you’ve worked through the entire process and can manage the implementation smoothly.
• Vendor negotiation skills: You’ve got experience negotiating with vendors to secure the best business outcomes while maintaining great working relationships. Whether it’s negotiating contracts or managing ongoing partnerships, you know how to balance business needs with vendor relationships to get results.
• Experience enabling the wider team on new tooling and/or processes: You’ve helped onboard and train team members on new systems, tools, or processes, ensuring they understand how to use them effectively and are set up for success. You’re great at breaking down complex concepts and making them easy for others to adopt.

In the first month, you'll:

• Get to know RevenueCat—understand our products, customers, and the broader ecosystem in which we operate, so you can align marketing operations with our business goals.
• Meet people across teams—especially folks across GTM, Data and Product—to build relationships and figure out how we can work together most effectively.
• Share your “first ship” project: A RevenueCat tradition where you’ll create something impactful based on your first couple of weeks. This could be:
  • Streamlining a key GTM workflow,
  • Setting up a new report or dashboard to track campaign performance, or
  • Whatever you feel would make a meaningful impact based on your insights so far.
• Take charge of some smaller projects and start managing key operational tasks with minimal oversight, showing us how you like to get things done.

Within the first 3 months, you'll:

• Take ownership of refining core GTM processes, from campaign execution to data flow
• Dive deeper into our GTM tech stack to ensure we’re using it to its full potential and resolve any issues you can find.
• Own top of funnel reporting, reviewing our current reports to identify any gaps and areas where we can improve how we track and measure key metrics.

Within the first 6 months, you'll:

• Work closely with your manager to build and refine reliable attribution reporting, making sure we can confidently track the impact of our efforts and connect them to real business outcomes.
• Manage vendor negotiations, ensuring we’re getting the best value for our tech investments.
• Be the go-to person for solving tech issues and implementing fixes keeping workflows and all external communications running smoothly.

Within the first 12 months, you'll:

• Establish a streamlined, scalable GTM operations function with measurable business impact.
• Champion continuous improvement, striving to make processes faster and more effective.

The salary for this role is $173,000 regardless of your location.

What we offer:

• 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.