Principal, RevTech

About SBI

At SBI, our purpose is to drive people to reach their full potential. As a result, our clients grow faster than their competitors and industry. Our employees enjoy thriving careers and personal growth. Voted by Forbes as one of America’s Best Management Consulting firms 6 years running and one of Consulting Magazine’s Best Small Firms to work for, when you join SBI you are joining a firm that is on the forefront of driving innovative go-to market transformations helping clients solve their revenue growth challenges.

About This Role

When you join SBI, The Growth Advisory, as a Principal, RevTech, you are joining a firm that is on the forefront of driving innovative business-to-business (B2B) go-to market transformations and helping clients solve their revenue growth challenges.

As a Principal, RevTech at SBI, The Growth Advisory, you will be at the forefront of go-to-market transformation, delivering high-impact revenue technology and operations strategies to B2B clients. You’ll lead complex sales motions, partner with top-tier GTM leaders, and act as a strategic advisor to executive teams across a variety of industries. This role blends strategic consulting with technical RevOps expertise, demanding fluency in CRM platforms (Salesforce, HubSpot), marketing automation, and the SaaS revenue stack.

As a Principal, RevTech you will own client relationships end-to-end, shape high-value consulting solutions, sell RevTech engagements alongside our channel and technology partners, and drive excellence in delivery outcomes. You'll report directly to a Managing Director and will collaborate cross-functionally with delivery, research, and growth teams

Part One: Core Responsibilities

The following are core responsibilities for a Principal, RevTech at SBI:

Core Responsibilities

Description

Lead Scoping & Selling of RevTech Solutions

Own the sales lifecycle—from prospecting to closing—for technology-led RevOps engagements. Shape and sell solutions that drive measurable revenue growth, often in tandem with platform partners (e.g., Salesforce, HubSpot).

Client Discovery & Advisory

Engage with executive buyers (CROs, CMOs, COOs, CTOs) to identify RevOps and go-to-market challenges. Deliver tailored recommendations that align with client strategy and tech infrastructure.

External Partner Sales Collaboration

Co-sell RevTech solutions with technology vendors and ecosystem partners. Serve as a trusted technical and strategic advisor to drive joint go-to-market success.

Solution Architecture & Technical Validation

Translate business requirements into scalable RevOps solutions, leveraging hands-on experience with CRM, marketing automation, and enablement tools. Ensure feasibility and performance of proposed implementations.

Client Delivery Oversight

Thought Leadership

Represent SBI as a RevOps expert via webinars, industry panels, content development, and partner events. Build IP that advances the firm’s RevTech capabilities.

Training and Knowledge Transfer

Transfer knowledge and best practices to empower clients to effectively manage and optimize their revenue operations independently.

Performance Monitoring and Optimization

Collaborate with clients to continuously improve and enhance their revenue processes, driving ongoing value and ROI

Part Two: Critical Competencies

The following are the most critical competencies required to be a successful Principal, RevTech at SBI:

Critical Competencies

Description

Executive Relationship Building

Executive Problem Solving

Skills and know-how to fast-frame issues and solve problems with C-suite executives.

Technical Proficiency

Strong technical proficiency in revenue technology platforms, CRM systems, and data analytics tools.

Opportunity Shaping

Ability to clearly identify a problem and work with the client to shape possible solutions

Strategic Visioning

Ability to align the firm’s RevTech/RevOps strategy with broader commercial goals and technology investments.

Account Development

Sound approach to developing account plans and executing against those plans for long-term growth across SBI’s offerings.

External Partner Collaboration

Skilled in navigating joint GTM motions with technology vendors and partners.

Expertise in Revenue Operations

Proven experience in revenue operations, sales operations, consulting, or related roles, with a deep understanding of revenue processes and technology solutions.

Part Three: SBI Values

SBI Values

Description

Be Great

Strive for excellence, and continually aspire to a higher standard.

Own the Outcome

Hold yourself accountable to find the solution for both teammates & clients.

Adopt a Growth Mindset

Acquire new capabilities, embrace new ideas, and seek out diverse experiences

Inspire Others

Empower those around you and transfer positive energy to clients & peers.

Embrace 1:1

Invest in relationships that will endure for decades.

Build the Firm

Embrace teamwork to build something greater than ourselves

Part Four: Key Performance Indicators (KPIs)

KPI

Description

Revenue from RevTech Services

Scoping Accuracy and Solution Fit

Win rate and deal size on opportunities they support

Partner Influenced Pipeline Contribution

Part Five: Experience and Requirements

Ideal candidates for the Principal, RevTech role will possess the following qualifications: 

• At least 10 years of professional experience, spanning roles in the RevTech space, consulting, and commercial/selling roles.
• Proven track record selling or delivering revenue technology solutions in Salesforce, HubSpot, and/or other major platforms (e.g., Marketo, Pardot, Eloqua).
• Familiarity with Salesforce development concepts (Apex, object relationships, automation, deployment).
• Experience co-selling or implementing with ecosystem partners (Salesforce, HubSpot, etc.).
• Strong understanding of end-to-end revenue processes (Lead-to-Close, Customer Lifecycle, Retention/Upsell).
• Demonstrated success managing executive relationships and growing enterprise accounts.
• Bachelor’s degree in Business, Marketing, Engineering, or related field.

While heavy travel is not anticipated, candidate should be willing to travel as needed.

What makes SBI the right home for you?

This is our value proposition that we offer to our employees and prospective candidates:

Amazing Opportunity:  You’ll have an unparalleled chance to work on the most important Pricing, Revenue Growth and Go-To-Market challenges with our clients and you’ll have frequent exposure to C-suite executives.

Professional and Personal Growth:  We are a meritocracy where you will have opportunities to stretch and test yourself quicker than you would at other management consulting firms.

Culture:

• SBI has built a values-based, high-performance culture that is pervasive in all that we do.
• We are an entrepreneurial, fast-paced, growth-stage company: You will help us build and scale an upstart who is slaying the dragons. 
• At SBI, you’ll find an environment with less bureaucracy and more autonomy.
• We place a strong emphasis on coaching and mentoring stakeholders at all levels.
• We believe in giving back to the community by working with charities such as the Jessie Rees Foundation & Gift of Adoption.
• We offer opportunities to participate in committees that aspire to make SBI a better place to work - such as the Cultural Ambassador Committee, Diversity, Equity and Inclusion (DEI) Committee, and the Fun Committee.

Life Flexibility: Live wherever you want and work from home when not at the client site, and enjoy unlimited PTO.

Fantastic Colleagues: You’ll work with really talented, driven people who share our values.

Financial Reward:  We offer market competitive compensation with upside driven by incentive bonus tied to KPIs like Client Satisfaction, and your own personal career growth. Peer-nominated winners of our annual Full Potential Awards & Values Awards will win generous cash awards and/or lifetime experience vacations.