At Vori, we are building the operating system for independent grocers—point of sale, payments, and inventory tools designed to give local operators the same advantages as national chains. As we scale from Series B toward rapid national expansion, the Revenue Operations Lead will be a critical partner to our leadership team. This role will bring the data, systems, and operational discipline needed to support a field sales organization with inbound, outbound, and channel motions across Tier-1 and Tier-2 markets. This will start as an IC role with a path to managing a team over the next 12 months.
Responsibilities
GTM Strategy & Planning
Support the Head of Sales in translating company objectives into actionable sales strategies.
Use data to systematically penetrate the universe of accounts through market prioritization and differentiated scaled national vs local strategy.
Partner with leadership to evaluate inbound, outbound, and channel mix and leverage objective data to recommend adjustments to maximize efficiency.
Sales Productivity & Goal Setting
Establish performance metrics (AE productivity, pipeline coverage, conversion rates) that tie to company growth targets.
Support pod-based structures with clear benchmarks and dashboards and goaling based on data.
Territory Design & Compensation
Support in establishing books of business for the AEs to ensure balanced opportunity distribution and maximize field efficiency.
Design and manage incentive structures that reward linear performance while supporting long-term productivity.
Forecasting & Data Insights
Build predictive forecasting models that connect top-of-funnel activity through closed-won revenue.
Ensure visibility into inbound, outbound, and channel pipeline health across all stages of the sales funnel.
Deliver insights to leadership to drive decisions on hiring, market entry, performance management, recruiting, and resource allocation.
Systems & Tools Management
Own the GTM sales tech stack.
Implement automation and process improvements that scale with team growth from 10+ to 25+ sales reps in the next 6 months.
Drive adoption and ongoing optimization of tools across the field sales org.
Partner with enablement to support in operationalizing change management
Support enablement by ensuring reps have access to accurate data, reporting, and process workflows that remove friction from the sales cycle.
Data Integrity & Governance
Maintain clean, accurate, and reliable sales data to support decision-making
Build and manage dashboards that provide actionable insights for AEs, SLT/Finance
Requirements
5+ years of experience in Revenue Operations, Sales Operations, GTM Engineering, or GTM Operations within a growth-stage B2B SaaS or field sales environment.
Proven experience supporting multi-motion GTM strategies (inbound, outbound, and channel) with dynamic revenue structures.
Hands-on expertise with GTM productivity tools (e.g., HubSpot, Gong, Clay).
Strong analytical skills with the ability to translate complex data into actionable strategies.
Experience designing territories, compensation plans, and forecasting models in multi-market, field-driven organizations.
Demonstrated ability to partner cross-functionally with Sales, Marketing, Finance, and Product teams.
Balance of strategy and execution capable of building scalable systems while rolling up sleeves to deliver tactical improvements.
Top Skills
What We Do
Vori is the only modern operating system for the grocery industry, giving small and mid-sized supermarkets a performance edge to compete against retail giants and combat macroeconomic forces such as inflation, the labor crisis, the rise of e-commerce, and supply chain issues. Vori’s grocery OS combines inventory management workflows and a modern point-of-sale system into a single platform, seamlessly connecting data across the food supply chain.
By digitizing manual tasks, streamlining operations, and aggregating data into actionable insights, Vori helps grocers make more precise decisions about replenishment buying, retail pricing and margin, product merchandising and promotions, shopper marketing, labor, vendor collaboration, and more. Vori was founded in 2019 in East Palo Alto and is led by Stanford engineers from Space X, Google, and Facebook. Vori proudly boasts a world-class and diverse team with backgrounds in artificial intelligence, machine learning, fintech, logistics, and grocery store operations.
