Revenue Operations Lead

listenlabs.com; San Francisco (CA); On-site; USD 140,000 - 210,000; Full time

Benefits offered by this job

Health insurance

Equity ownership

Learning stipend

Wellness stipend

AI tools budget

Private chef in SF office

Job summary

Listen Labs in San Francisco is seeking a Revenue Operations Lead to own the systems, processes, and GTM strategy powering our revenue motion. You will shape territory strategy, segmentation, and coverage while architecting our revenue tech stack and SFDC foundation.

You will work at the intersection of Sales, Finance, Marketing, and Growth, translating ambiguous GTM problems into scalable, durable infrastructure for a fast-scaling company.

Qualifications

• 5+ years in Revenue Operations or GTM strategy in high-growth B2B SaaS.
• Hands-on ownership of a modern revenue tech stack.
• Experience designing territories, segmentation, or coverage models.
• Strong understanding of B2B SaaS GTM motions and revenue processes.

Responsibilities

• Design and optimize territory models and account segmentation.
• Analyze performance and market opportunity to inform coverage planning.
• Partner with Sales and Finance on headcount planning and quota alignment.
• Lead territory balancing and special projects like market expansion.
• Own revops architecture and SFDC configurations.
• Enable sales with dashboards and actionable insights.

Skills

Revenue ops

Territory design

GTM strategy

SFDC / CRM systems

Tools

Salesforce (SFDC)

CRM integrations

BI / Analytics tools

Job description

TL;DR: We’re hiring a Revenue Operations Lead to own and scale the systems, processes, and GTM strategy that power Listen’s revenue motion. Reporting to the VP of Revenue, you’ll lead territory strategy, segmentation, and coverage planning while serving as the owner and architect of our revenue tech stack and SFDC foundation. This role sits at the intersection of Sales, Finance, Marketing, and Growth, and is ideal for someone who is analytically rigorous, systems-minded, and excited to solve ambiguous GTM problems while building durable infrastructure for a fast-scaling company.

BACKGROUND

Listen Labs is the world's fastest AI research platform, built so every company can understand what their customers want, why, and what to do about it. Our AI conducts in-depth interviews, analyzes conversations, and delivers executive-ready insights in hours, not weeks. Born out of a Harvard research project, Listen is trusted by teams at leading brands like Google, Microsoft, Anthropic, Perplexity, Sweetgreen, Replit, and Nestlé to bring real customer voices into their biggest product, marketing, and growth decisions.

COMPANY HIGHLIGHTS:

• World-Class Team: Founded by serial entrepreneurs — Alfred (Bemlo, YC W22) and Florian (IOI medalist, ICPC World Finalist) — and built with talent from Google, Meta, Tesla, Amazon, Jane Street, and X, alongside Bain, Goldman Sachs, McKinsey, and Sequoia-backed startups like Applied Intuition, Scale AI, and Rippling. Over 30% of our team are former founders, and multiple are competitive programming medalists.
• Startup speed, Salesforce scale: Listen was acquired by Salesforce in 2026 and is being incubated within Salesforce AI Labs, with our founders still leading the company. Before the acquisition, we grew annualized revenue 15x, completed over 2 million interviews, and raised $100M led by Ribbit Capital, with Sequoia, Conviction, and Pear VC participating.
• Traction: Already serving 15% of Fortune 100s. Enterprise wins and expansions across Anthropic, Microsoft, Nestlé, Perplexity, Sweetgreen, and more — with teams telling us research that used to take six to eight weeks now happens in days.

WHAT YOU’LL DO

GTM Strategy, Territory & Coverage Design

• Design, deploy, and continuously optimize territory models and account segmentation across sales segments and regions.
• Analyze historical performance, market opportunity, whitespace, and account data to inform coverage and capacity planning.
• Partner with Sales and Finance on headcount planning, quota alignment, and equitable territory design.
• Lead territory balancing efforts to ensure fairness, clarity, and strong performance opportunities for reps.
• Support GTM planning cycles with territory assignments, coverage recommendations, and scenario modeling.
• Lead special projects such as market expansion, vertical strategy, or new sales motion design.

Systems Ownership & RevOps Architecture

• Own and evolve Listen’s revenue tech stack, including SFDC and integrated GTM tools.
• Manage SFDC architecture, workflows, routing logic, validation rules, and automation that support scalable execution.
• Oversee integrations and data flows between CRM and connected systems, ensuring reliability and accuracy.
• Implement new system features, enhancements, and pilots in partnership with RevOps leadership.
• Serve as the go-to expert for diagnosing and resolving complex system issues.

Data Governance, Reporting & Enablement

• Maintain high-quality SFDC data through audits, deduplication, validation, and governance standards.
• Ensure the underlying data model supports accurate reporting, forecasting, and downstream BI.
• Enable Sales and RevOps teams with dashboards, territory views, and actionable insights.
• Build and maintain clear documentation for systems, processes, and GTM workflows.

Cross-Functional Partnership

• Partner closely with Sales, Marketing, Growth, Enablement, and Finance to align systems and strategy with business goals.
• Support adoption through training, enablement, and thoughtful change management.
• Translate business needs into scalable, repeatable GTM systems and processes.

WHO YOU ARE

• 5 - 8+ years of experience in Revenue Operations, Sales Operations, or GTM Strategy in a high-growth B2B SaaS environment.
• Hands-on experience owning a modern revenue tech stack.
• Proven experience designing territories, segmentation, or coverage models at scale.
• Strong understanding of B2B SaaS GTM motions, sales capacity planning, and revenue processes.

LIFE AT LISTEN LABS

• Health, covered: Full medical, dental, and vision. FSA/HSA and life insurance are available too.
• Competitive compensation: Backed by world-class investors including Sequoia, Ribbit Capital, Conviction, and Pear VC — we hire the best and treat them accordingly, with meaningful equity ownership.
• Annual Learning Stipend: Books, courses, conferences, coaching, language lessons — almost anything that makes you sharper.
• Annual Wellness Stipend for your health and headspace: Gym memberships, race fees, massages, ergonomic gear, and more.
• Monthly Stipend for AI tools: A dedicated budget for the software and GPU credits that make you faster.
• Fed, daily: A private chef serves lunch and dinner in our SF office; NYC and London teams get daily meal credit.
• Flexible time off: A take-what-you-need vacation policy.
• We celebrate together: Company offsites (Hawaii this Summer!) and events like our annual holiday party — every win is a team win.
• Room to grow: As an early member of the team, you'll own end-to-end processes from scratch and grow alongside the company.