Revenue Operations Lead

Earth; San Francisco (CA); Remote; USD 120,000 - 160,000; Full time

Job summary

Earth, a leader in sustainable end-of-life care, seeks a Revenue Operations Lead to manage and optimize its GTM technology stack. This remote role involves improving sales processes, collaborating across teams, and driving operational excellence to support rapid growth. Ideal candidates are experienced in Revenue and Sales Operations and passionate about sustainability.

Benefits

Competitive salary + equity

Comprehensive medical coverage

401(k) plan

Generous PTO

Qualifications

• 5+ years in Revenue Operations with hands-on HubSpot experience.
• Demonstrated success managing inbound sales funnels.
• Strong analytical skills and ability to drive measurable business results.

Responsibilities

• Own and manage the GTM tech stack, primarily HubSpot.
• Drive operational excellence across sales and marketing processes.
• Collaborate with various teams to ensure high-value actions and metrics.

Skills

Revenue Operations

Sales Operations

Marketing Operations

Data Analysis

Cross-Functional Communication

Tools

HubSpot

Dialers/VOIP

Survey Tools

E-Signature Tools

Job description

Join to apply for the Revenue Operations Lead role at Earth

Join to apply for the Revenue Operations Lead role at Earth

At Earth, we believe how we say farewell matters. Our mission is to transform the end-of-life experience by offering families a beautiful, sustainable alternative to cremation and burial.

Instead of traditional methods that harm the environment, our gentle, natural process transforms the body into nutrient-rich soil in just 45 days, returning life to the earth and leaving a meaningful legacy. Families can choose to receive the soil to scatter, plant, or share, while the remainder is thoughtfully donated to conservation projects that restore and heal our planet.

First legalized in Washington State in 2019, this practice is rapidly gaining popularity nationwide. Earth is the national leader, backed by major investors, and growing fast.

That’s where you come in. We’re looking for empathetic, enthusiastic team members to help families discover Earth’s sustainable approach—and your role is key to ensuring more people learn about this option in the first place.

We’re a fast-growing company and we’re looking for passionate team members who want to be part of a dynamic, successful, and scaling organization. This is a fully remote position, with occasional travel for team gatherings or events.

Role Overview

As our Revenue Operations Lead, you’ll be the steward of our entire go-to-market (GTM) tech stack—owning HubSpot across Marketing, Sales, and Family Care while orchestrating every system that supports a high-volume, high-touch funnel.

Earth’s model blends B2C and B2B dynamics across sales and marketing. Your hands-on leadership will unlock efficiencies today and scale our processes as we double the sales team, and expand nationally.

You will report directly to the Chief Revenue Officer and manage one direct report (our Sales & Marketing Engineer), while partnering daily with Marketing, Sales, Analytics, and Care leadership.

Key Responsibilities

Own & Evolve the GTM Tech Stack

• Serve as primary admin and “product owner” of HubSpot, ensuring data integrity, user adoption, and continuous innovation.
• Work hand-in-hand with marketing & sales to design, build, and optimize workflows, automations, lead-scoring models, and deal stages that maximize velocity and close-rate.
• Oversee additional platforms (phone, SMS, survey/feedback, knowledge base, e-signature, etc.)—from vendor selection to integration and day-to-day upkeep.
• Manage user provisioning, permissioning, onboarding/offboarding, and documentation for all GTM tools.

Drive Operational Excellence Across the Funnel

• Partner with Marketing to execute list segmentation, nurture sequences, opt-in/opt-out compliance, email/SMS buildouts, and campaign sends.
• Support Sales & Care with buildouts for playbooks, templates, call routing, dialer logic, and SLA tracking to ensure reps always focus on the highest-value actions.
• Collaborate with Analytics to define, track, and surface KPIs and dashboards for company, team, and individual performance.
• Lead quarterly RevOps planning—forecasting tech needs, process improvements, and roadmap initiatives aligned to growth targets.

Continuous Improvement & Strategic Partnership

• Identify friction points through quantitative analysis and stakeholder feedback; pilot and roll out solutions that increase conversion, speed, and customer satisfaction.
• Serve as a thought partner to the CRO on territory design, quota methodology, compensation mechanics, and future product/channel launches.
• Champion data-driven experimentation, ensuring every new tactic or tool has clear hypotheses, success criteria, and retro learnings.

Requirements

• 5+ years in Revenue Operations, Sales Ops, or Marketing Ops with significant hands-on ownership of HubSpot (Sales & Marketing Hubs).
• Demonstrated success managing high-volume inbound funnels and short sales cycles for $1–10K considered-purchase products.
• Expertise building lead-scoring/routing logic, lifecycle & deal stages, and multi-channel automations that drive measurable lift.
• Experience administering adjacent GTM systems (dialers/VOIP, SMS, survey, chat, knowledge-base, e-signature).
• Proven ability to translate business objectives into scalable processes, then roll up sleeves to execute alongside a small team.
• Strong analytical chops: comfortable pulling data, creating dashboards, and storytelling through metrics.
• Excellent cross-functional communication skills—able to simplify complex systems for non-technical stakeholders.
• Passion for sustainability, service, or end-of-life care that aligns with Earth’s mission.

Great to Haves

• Prior experience scaling RevOps in a high-growth startup, especially doubling a sales org within 12–18 months.
• Background with contact-center technology (Five9, Talkdesk, Aircall, etc).
• Knowledge of attribution modeling and multi-touch revenue analytics.
• Certification in HubSpot CMS, Revenue Operations, or similar platforms.
• Track record supporting go-to-market expansion across multiple U.S. regions.
• Ability to mentor and grow junior ops talent, building a best-in-class RevOps function from the ground up.
• Experience or at least genuine passion for learning the latest advances in AI and how they can be applied to help our team to be productive!
• Familiarity with compliance frameworks (TCPA, CAN-SPAM, HIPAA-adjacent data privacy) is highly desirable.

Competitive salary + equity, comprehensive medical coverage, 401(k) plan, generous PTO, and the chance to shape the future of sustainable end-of-life care.

Seniority level

• Seniority level

  Mid-Senior level

Employment type

• Employment type

  Full-time

Job function

• Job function

  Management and Manufacturing

• Industries

  Consumer Services

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