Senior RevOps Lead — Forecasting & GTM Ops

Fulcrum; San Francisco (CA); On-site; USD 150,000 - 210,000; Full time

Benefits offered by this job

Competitive salary + meaningful equity

Full health, dental & vision

High-ownership, high-trust culture

Team off-sites

Job summary

Fulcrum, an AI-powered insurtech, seeks a Senior RevOps professional in San Francisco to own forecasting, pipeline integrity, and GTM operations. You will collaborate with Sales, SDR, and Customer Success to scale an 8–12 AE team and build robust processes that drive efficiency and accuracy.

You will design end-to-end forecasting, establish deal-desk controls, maintain Salesforce data quality, and enable future leaders with scalable operating playbooks.

Qualifications

• 5-8+ years in B2B SaaS RevOps or SalesOps — ideally at a company that scaled through Series A or B
• You've been an early ops hire before and know what it means to build with limited resources and no playbook
• You've personally owned a forecast process end-to-end — not just maintained one someone else built
• You're a Salesforce power user who can build reports, audit data, and direct an admin without being one
• You've done real CRM hygiene and data quality work — you can diagnose a broken pipeline, not just describe one
• You're analytically rigorous: comfortable building models in Sheets/Excel, QA-ing data, and owning a reporting layer
• You're an opinionated collaborator who can earn credibility with senior stakeholders

Responsibilities

• Rebuild Fulcrum's forecast methodology from the ground up — stage definitions, data hygiene, rep behavior, and the model itself
• Own weekly pipeline data quality; identify and fix CRM hygiene issues at the source
• Support the Head of RevOps with pipeline review prep, coverage analysis, and forecast variance tracking
• Partner with Head of Sales to document and operationalize the sales process end-to-end
• Define and enforce rules of engagement across Sales, SDR, and CS — territory, handoff, escalation
• Establish initial deal desk parameters: discount governance, approval workflows, and Salesforce enforcement
• Own the SDR process and measurement framework: sequencing hygiene, SLA enforcement, conversion tracking, and handoff quality
• Build the reporting infrastructure that lets leadership see what's working and what isn't
• Direct and collaborate with the Salesforce admin contractor on builds, backfills, and data integrity work
• Own the GTM tech stack roadmap as Fulcrum scales — evaluate, implement, and integrate new tools as needed
• Build and maintain the reporting layer: SFDC reports, dashboards, and lightweight BI as the data matures
• Support quarterly and annual planning cycles — capacity modeling, quota setting, territory design
• Enable future CS and Sales leaders on operational processes as those functions scale
• Own the operational side of AE onboarding: playbook documentation, CRM training, process enforcement

Skills

Forecasting

SalesOps

CRM hygiene

Data analytics

Leadership

Cross-functional collaboration

Salesforce power user

Tools

Salesforce

Job description

Fulcrum, an AI-powered insurtech, seeks a Senior RevOps professional in San Francisco to own forecasting, pipeline integrity, and GTM operations. You will collaborate with Sales, SDR, and Customer Success to scale an 8–12 AE team and build robust processes that drive efficiency and accuracy.

You will design end-to-end forecasting, establish deal-desk controls, maintain Salesforce data quality, and enable future leaders with scalable operating playbooks.