Revenue Operations Lead

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Zello is a voice-first communication platform, powered by our industry-leading push-to-talk technology, to improve collaboration and productivity for desk-less workers. With over 175+ million users, we’re the #1 rated push-to-talk app in the world, delivering 9 billion (yes, with a B) messages a month. 

At Zello, our company values are at the heart of what we do everyday. We’re proud to serve the frontline, we’re privileged to connect people in times of crisis across the globe, and we’re honored to support first responders.

And this is where you come in.

This Revenue Operations Lead will own pre-sales RevOps end-to-end—designing and running our marketing and sales operations processes, maintaining and optimizing our HubSpot instance, and writing the SQL queries and data models that power accurate dashboards and forecasts. They will build a true “deal desk” function at Zello, administer commission attainment calculations, and ensure that individual contributors, team managers, executives, and even the board all have the right pipeline and revenue reporting at their fingertips.

Beyond enterprise sales operations, this person will also support our PA team—driving high-velocity, low-touch sales and service workflows in addition to complex, enterprise-level motions. By adding this leader now, we’ll shore up capacity, bring sharper operational rigor to every campaign and pipeline motion, and free both the new sales leader to focus on high-value strategy and execution.

• Launched and embedded the deal desk – with all enterprise and partner deals routed through a streamlined approval workflow, <24‑hour SLA, and clear commercial guardrails.

• Established trusted pipeline data – achieving ≥98% HubSpot pipeline-health score, with every opportunity linked to the correct campaign, SDR, and partner source.

• Delivered forecasts the board relies on – publishing monthly board-pack dashboards with forecast accuracy consistently within ±10% of actual revenue.

• Automated commission processing – executing end-to-end attainment calculations quarterly with <1% payout error and full audit-ability.

• Accelerated GTM velocity – increasing SDR SQL productivity by 25%, achieving 100% attribution coverage for ABM campaigns, and reporting on partner-sourced pipeline.

• Architect and run our RevOps engine – Own marketing ops, enterprise and SDR sales ops, and partnership ops processes from lead capture to closed‑won.

• Own HubSpot & the revenue data layer – Administer HubSpot, design custom objects and workflows, and build SQL models as needed to power reporting and attribution.

• Run the deal desk – Define pricing and discount policies, build approval automations, and serve as the first point of escalation for non‑standard deals.

• Deliver decision‑grade reporting – Build and maintain dashboards for ICs, managers, execs, and the board; drive the monthly/quarterly forecasting cadence.

• Run commissions & incentives – Maintain compensation plans, automate attainment calculations, and partner with Finance on payouts.

• Scale high‑velocity workflows – Optimize SDR cadences, lead routing, and hand‑offs to accelerate SQL generation and pipeline throughput.

• Drive continuous improvement – Spot process gaps, automate manual tasks, and lead cross‑functional projects that unlock GTM capacity.

• Enable the teams – Document best practices, train users, and act as the go‑to expert on RevOps tools and data.

• 5+ years in Revenue/Sales Operations at a SaaS or tech company, with demonstrable impact on pipeline and revenue growth.

• Comfortable administering HubSpot and writing advanced SQL to model funnel data and commission logic.

• You’ve designed pricing/quote approval workflows and can balance speed with governance.

• You turn raw data into insights, forecasts, and board‑ready narratives; accuracy and clarity are non‑negotiable.

• Familiar with building quota structures and automating attainment and payout calculations.

• Skilled at mapping GTM workflows, spotting bottlenecks, and automating for scale—especially in high‑velocity SDR environments.

• Excellent communicator who earns trust with ICs and execs alike and can drive alignment without formal authority.

• Curious, adaptable, and energized by building in fast‑moving, resource‑constrained settings.

• Bonus: experience with ABM platforms, outbound tools (e.g., Sellfire), or partner/marketplace operations.

We hire for potential, passion for our mission, and a knack for solving difficult problems over checking every qualification box. We have competitive pay, equity with significant upside, and intentionally design our benefits to encourage healthy and well-balanced employees, from flexible work schedules to unlimited paid time off. We even offer a sabbatical after every five years of service so you’re able to pursue and enjoy what matters most to you. And of course, we wouldn’t be a technology company in Austin without a ping-pong table and free snacks in our break room. Join us!

Zello provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.

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