Revenue Operations Lead

Loop; San Francisco (CA); On-site; USD 150,000 - 180,000; Full time

Benefits offered by this job

Health insurance

Dental insurance

Vision insurance

401(k) match

Paid time off

Paid holidays

Parental leave

Job summary

Loop is hiring a Revenue Operations Lead in San Francisco to own key GTM processes and data integrity. You’ll shape how Loop sells, set deal terms with Finance/Legal, and build a scalable revenue system around HubSpot and adjacent tools.

You’ll drive forecasting, capacity planning, and onboarding to speed up reps’ ramp, with a bias for action in a high-growth, multi-entity environment. Based in SF, 4+ days in office, travel up to 5%.

Qualifications

• 4+ years of experience in Revenue Operations, GTM Strategy or BizOps at a high-growth B2B SaaS company.
• Comfort with numbers, contracts, and MSAs; ability to read and flag non-standard terms.
• Track record of shipping scalable processes from 0-1 and 1-10.

Responsibilities

• Design the end-to-end sales process, including qualification, stage gates, and handoffs.
• Define deal terms, pricing guardrails, and non-standard terms with Finance and Legal.
• Own forecast accuracy: pipeline coverage, stage conversion, ARR, churn, and capacity.
• Build and maintain the revenue system of record (HubSpot and integrations).
• Create onboarding, playbooks, and tooling to accelerate ramp for new reps.
• Join deal reviews and planning sessions to identify risk and propose plans.

Skills

HubSpot experience

Forecasting

Deal desk

Pricing strategy

Cross-functional

Tools

HubSpot CRM

Salesforce

Job description

Loop is industrializing services through AI, starting with one of the world's most complex industries: the global supply chain. We're an AI-native company built to solve the systemic data problem that's held logistics back for decades. Our Logistics Data Platform turns fragmented, unstructured data into a trusted foundation that fuels automation, financial clarity, and decision intelligence at scale. Today, Loop serves >20% of the Fortune 100, manages over $30B in supply chain spend, and helps its clients save hundreds of millions of dollars each year.

We recently closed a $95M Series C and are backed by leading investors including Valor Equity Partners, Founders Fund, 8VC, Index Ventures, J.P. Morgan, and more than 50 industry-leading angel investors.

Our team brings deep expertise from Uber, Google, Microsoft, Meta, Amazon, Flexport, C3 AI, VMware, Box, UPS, and C.H. Robinson and we're looking for builders who want to help shape what comes next.

About the Role

We're hiring a Revenue Operations Lead who will report to the Sr. Manager, Revenue Operations RevOps here spans five areas: revenue process design, deal desk and commercial structuring, forecasting and planning, revenue systems and data integrity, and GTM enablement. You won't own all of it on day one. We'll match your strengths to what the business needs most, expect you to take full ownership of a few areas, and give you room to take on more as we scale. We're a small, lean team, so you'll also be the person GTM leadership plugs in to get things done when something is urgent and nobody owns it yet. This is a high-trust, low-oversight role by design. You'll be measured on outcomes like shorter deal cycles, healthier margins, a forecast leadership can trust, and faster rep ramp, not on how faithfully you executed someone else's instructions.

As we scale, GTM complexity grows faster than headcount: multi-entity customers, custom payment terms, enterprise redlines, renewals and expansions stacked on top of new logos, and a growing list of ops problems that all feel urgent. You'll figure out what matters most, get it done, and build the guardrails so the next hundred deals and the next ten projects don't need you in the room.

This is a 0-1 and 1-10 role. Some of what you'll own doesn't exist yet at Loop: a formal stage-exit framework, a capacity and territory model, an approval path for non-standard deals. You'll design it, ship a first version, and prove it works. Other pieces exist in rough form, and you'll take them from functional to scales-without-you. Both modes matter, and you should genuinely enjoy both.

This is an in-person role based in San Francisco, with the expectation of being in the office 4+ days per week.

Ability to travel up to 5% for sales kickoffs and team onsites.
What You'll Do
Your scope is the revenue engine. You'll own a few of these areas outright, and the mix will shift as the business does.

• Design how Loop sells. Define the sales cycle end to end: what "qualified" actually means, stage entry and exit criteria, and clean handoffs from RevOps to AE to SE to Implementation to CSM. Then enforce it. Every day you take out of the cycle pulls revenue forward.
• Decide which deals we take, and on what terms. Build the commercial guardrails: a fast, largely automated path for standard deals, and a sharp point of view on pricing exceptions, discounting, billing terms, and contract structure for everything else. You'll trade margin against speed and deal size in real time, alongside Finance and General Counsel, so AEs spend their time on bigger, better deals.
• Make the forecast something leadership can bet on. Own pipeline coverage, stage conversion, win/loss, quota and capacity models, territory and segment design, and ARR including churn and downsell. Your job is to tell leadership where the next dollar of sales investment earns the most, before the quarter tells them.
• Build the revenue system of record. Treat HubSpot and the stack around it like a product: field definitions, pipeline hygiene standards, and the integrations between tools. Every number on an exec dashboard should survive scrutiny.
• Turn new hires into ramped reps faster. Build the onboarding, playbooks, training, and tooling that strip out manual work. Ramp time is lost capacity, and you'll be the one who gets it back.
• Be the person we point at the hardest problem. When something is urgent, ambiguous, and owned by nobody, you take it from a fuzzy ask to shipped without a spec, then systematize it so it never needs you again.
• Sit in the room where decisions get made. Join deal reviews, forecast calls, and planning sessions across Sales, CS, and Finance. Spot the risk before it shows up as a slipped close date, and bring a point of view and a plan instead of waiting to be asked.

About You

• You default to ownership. Given a fuzzy goal and a set of constraints, you don't wait for a spec. You figure out the plan, flag the tradeoffs, and drive it to completion.
• You get stuff done. On a lean team, you take whatever matters most, learn what you need to, and ship it, whether or not it's in your job title. You also have strong business judgment. You can read a pipeline, a deal, or a process, see where revenue or margin leaks, and explain it to a rep or an executive in plain language. You can say no and still be someone the team wants to work with.
• You think three steps ahead. Before you ship a policy or a process, you've already thought through how it breaks at 2x deal volume, who it affects downstream (Finance, Legal, CS), and what it'll cost to unwind if it's wrong.
• Hands-on HubSpot experience: you've built deal properties, approval workflows, pipelines, and quote templates, not filed tickets for someone else to.
• 4+ years of experience in Revenue Operations, GTM Strategy or BizOps at a high-growth B2B SaaS company.
• You're comfortable in numbers and in contracts. You can build a forecast, capacity, or pipeline model leadership trusts. You can read an MSA or order form, spot a non-standard term, and know when to pull in Legal.
• You've taken something from 0-1 (a new process, model, or system that didn't exist) and then from 1-10 (hardened and scaled it past your own bandwidth), and you can talk concretely about both.

Nice to haves

• Background in logistics technology or supply chain technology.
• Have scaled RevOps through a Series B-D stage, from a handful of reps to a few dozen.
• Experience with usage-based, volume-tiered, or multi-entity pricing models.
• Worked on integrating commercial terms and customer books from acquisitions.

Compensation and Benefits
The base pay range for this role is $150,000 to $180,000 annually. This range reflects the base pay that Loop reasonably expects to pay for the position at the time of hire. Actual compensation will depend on job-related factors, including experience, skills, qualifications, location, and business needs.

In addition to base salary, this role may be eligible for an annual performance bonus and equity. This role is also eligible for Loop's benefits, including health, dental, and vision insurance, 401(k) match, paid time off, paid holidays, parental leave, and other company-sponsored benefits.

Equal Opportunity
Loop is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, veteran status, or any other characteristic protected by law.