Revenue Strategy & Operations Manager

Lob; United States; Remote; USD 125,000 - 145,000; Full time

Benefits offered by this job

Remote work availability

Job summary

Lob is seeking a Revenue Strategy & Operations Manager to connect GTM operations with business strategy and translate priorities into execution. You will drive incentive planning, forecasting accuracy, and analytics to enable growth.

You’ll collaborate with Sales, Finance, and Product teams to implement GTM workstreams and design incentive plans aligned with company goals. This role requires strong analytical and cross-functional leadership skills.

Qualifications

• 4–6 years of experience in revenue operations or GTM strategy.
• Hands-on experience with CRM, BI, and data warehouse tools.
• Ability to pull data, translate it into insights, and present to Sales leaders.
• Experience designing compensation plans across Go-to-Market orgs.
• Understanding of GTM metrics and their calculations.

Responsibilities

• Own GTM strategy and planning, including leadership reviews and forecasting.
• Own RevOp analytics suite and dashboard development.
• Translate analyses into performance narratives for leadership decisions.
• Partner with Product, Finance, and Operations to deliver insights and strategy.

Skills

GTM strategy

Revenue operations

Analytics

Stakeholder management

Project management

CRM

SQL

GTM metrics

Tools

Salesforce

Looker

Tableau

Omni

Job description

Lob was founded in 2013 by technical co-founders with a vision to connect the world one mailbox at a time. Today, we’re transforming the way businesses use direct mail and bringing the power of technology to a traditionally manual channel.

Our modern logistics and fulfillment engine helps businesses to build and scale high-quality, personalized direct mail programs without the operational burden. As we grow to meet the evolving needs of our customers and expand our product offerings, we’re building a team to shape the future of direct mail.

Revenue Strategy & Operations Manager

The Revenue Strategy & Operations Manager will serve as the anchor connecting GTM operations with business strategy by translating strategic priorities into execution and synthesizing operational insights into proactive recommendations. They will be responsible for contributing to revenue growth by through a combination of strategic planning, process improvements, and proactive analytics. You will work closely with teams within the GTM org and Finance to help drive incentive planning, forecasting accuracy, and operationalize analytics.

As the Revenue Strategy & Operations Manager, you’ll focus on…

Sales GTM Strategy & Planning

• Set and drive the strategy and operations for GTM leadership, owning GTM weekly business reviews, New Logo + Usage forecasting, and annual planning.
• Own RevOp’s analytics suite, continuously assessing operational performance
• Serve as the strategic thought partner to senior leaders, providing data-driven recommendations and tradeoffs to inform decision‑making.
• Own the implementation of GTM workstreams
• Design incentive plans that align company goals to GTM reality.
• Connect revenue targets to GTM headcount expenditure, ensuring the GTM team is aligned with the right business outcome

Analytics & Insights

• Translate complex analyses into performance narratives and actionable recommendations that influence leadership decisions
• Own GTM analytics infrastructure, partnering with Finance to define KPIs, build datasets, and create scalable dashboards that balance administration and insights
• Analyze sales funnel data and market data to diagnose performance gaps, workshop initiatives that improve GTM productivity and attainment, and implement these changes

Cross‑Functional Execution & Project Management

• Become the cross‑functional GTM lead, partnering closely with Product, Finance, Operations to deliver analytical insight and strategy
• Translate large, multi‑quarter strategic outcomes into projects and execution, managing the roadmap in collaboration with leadership and cross‑functional partners

What will you bring to this role…

• Strong business acumen, proven ability in developing and executing strategies that drive scalable, high-quality operations in ambiguous, fast‑paced environments
• Excellent communication & stakeholder management skills. Proven experience leading and working across functions from a position of soft influence to execute on initiatives and drive a GTM point of view
• Previous experience designing and administering compensation plans across a variety of Go‑to‑Market orgs including Sales and Customer Success that connect fairness and company targets
• Ability to identify operational inefficiencies and design scalable processes, systems, and operating models that take into account long‑term considerations
• Strong analytical skills with the ability to synthesize quantitative and qualitative insights into clear recommendations and decisions
• Excellent project management skills, with the ability to independently manage complex projects and workstreams, assess timeline needs, and own the delivery
• 4-6 years of experience in revenue operations, GTM strategy, business operations, strategy consulting, ideally within SaaS, FinTech, or a high‑growth company
• Hands on experience with CRM, BI, and data warehouse tools (e.g. Salesforce, Looker, Tableau, Omni, or equivalents). Able to pull data, translate it into insights, and make it useful for Sales leaders.
• Experience with SQL a plus
• Understanding of common Go‑to‑Market metrics (e.g. NRR, GRR, LTV:CAC, Pipeline Coverage, CAC Payback, Rule of 40), their calculations, and nuances between metrics

Compensation Information

The compensation for this role consists of a base salary, variable, and RSUs

Annual Salary Band: $125,000.00 - $145,000.00

• Variable: $12,500.00 - $15,000.00

#LI-REMOTE #LI-RW1

“Lob’s salary ranges are based on market data, relative to our size, industry and stage of growth. Salary is one part of total compensation, which also includes equity, perks and competitive benefits. Salary decisions are based on many factors including geographic location, qualifications for the role, skillset, proficiency and experience level. Lob reasonably expects to pay candidates who are offered roles within the provided salary ranges.”

We offer remote working opportunities in AZ, CA, CO, DC, FL, GA, IA, IL, MA, MD, MI, MN, MT, NE, NC, NH, NJ, NV, NY, OH, OR, PA, RI, TN, TX, UT, and WA, unless specified otherwise in the job description above.

If you are looking for a progressive, fun-spirited, and mentally stimulating environment, come join us at Lob!

Our Commitment to Diversity

Lob is an equal opportunity employer and values diversity of backgrounds and perspectives to cultivate an environment of understanding to have greater impact on our business and customers. We encourage under‑represented groups to apply and do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, disability status, or criminal history in accordance with local, state, and/or federal laws, including the San Francisco’s Fair Chance Ordinance.

Recent awards

#88 on BuiltIn’s Best Remote Midsize Companies to Work For in 2025

BuiltIn Best Remote Midsize Companies to Work For in 2024

BuiltIn Best Midsize Companies to Work For 2022