Revenue & Strategy Operations

About Middesk

Our goal is to make it easier for businesses to work together. Founded in 2018, Middesk is redefining business identity verification, turning a traditionally manual process into a modern, digital solution. Our platform provides accurate, timely data, empowering financial institutions and fintechs to onboard businesses faster and with confidence. Supported by Y Combinator, Sequoia Capital, and Accel Partners—and featured on the Forbes Fintech 50 List—Middesk is setting a new industry standard.

 The Role

We are looking for a dynamic and results-focused individual to join our Revenue Operations team, with a focus on Top-of-Funnel (TOF) activities. This key role will work closely with our Sales and Marketing teams to ensure that our lead generation processes, and GTM tools are optimized for maximum efficiency and growth. You will be pivotal in driving data-driven decisions, designing top-of-funnel systems and enabling our GTM teams with the tools and training they need to succeed.

The ideal candidate will have at least 5 years of experience in either Sales/Revenue/Marketing Ops (or similar roles) and a deep understanding of the following tools: HubSpot, Salesforce, Gong, LeanData, LeadIQ, SalesLoft, and LinkedIn Sales Navigator. Experience with additional tools such as Channeltivity, High Touch, Sendoso, Notion, Monetize Now, and SFDC Admin certification is a plus.

What You'll Do:  

• Top-of-Funnel Operations:

  • Pipeline Forecasting & Reporting: Own the forecasting of top-of-funnel pipeline, providing actionable insights through detailed reports and dashboards. Collaborate with the Data Analytics team to enable data-driven decision-making that optimizes lead generation, engagement, and pipeline health.

  • Own the design and optimization of top-of-funnel systems within Salesforce, ensuring efficient lead management, data integrity, and alignment between marketing and sales teams.

  • Campaign Operations & Execution: Develop workflows, lists, and segmentation to automate processes and enhance efficiency; collaborate with Marketing, Sales, and Events teams to build targeted prospect lists, segment audiences, and optimize lead routing for improved conversion rates; and provide frontline support by addressing lead routing errors and duplicates. Additionally, you will configure and maintain HubSpot to ensure seamless lead generation, tracking, and analytics, driving operational excellence and impactful campaign execution.

  • Ensure that lead data is captured and transferred into Salesforce and other systems in real-time, particularly following events and campaigns.

• GTM Tool Enablement & Training:

  • Own the provisioning of accounts and user enablement for key GTM tools, including HubSpot, Salesforce, Gong, SalesLoft and LeadIQ. 

  • Lead training and reinforcement of best practices for these tools, ensuring that the team uses them efficiently to drive results.

  • Train new GTM employees on systems, providing documentation and training materials such as videos, decks, etc.

  • Continuously evaluate tool performance and identify opportunities to maximize the impact of existing tools and integrations.

  • Assist end users with troubleshooting within our suite of GTM tools.

• Data Integrity & Segmentation:

  • Ensure the accuracy, completeness, and segmentation of prospect and customer data in Salesforce and HubSpot for effective targeting. Confidently build and analyze reports to drive data-backed actions. Collaborate with Marketing and Events teams to upload, clean, and segment prospect lists, ensuring alignment with sales goals, industry verticals, and improved targeting.

• Salesforce Design & Management:

  • Own the design and configuration of Salesforce for top-of-funnel activities, adapting it to support business expansion into new verticals. Build and analyze competitive insights as well as meeting/close rates to inform process improvements.

  • Partner with sales and marketing stakeholders to continuously improve workflows, lead routing processes, and the integration of third-party tools to ensure maximum efficiency.

• Cross-functional Collaboration:

  • Work closely with Marketing, Sales, Events, and Data Analytics teams to ensure alignment across all top-of-funnel activities, from lead generation to qualification and handoff to sales.

  • Maintain strong communication with stakeholders to identify opportunities for process improvements and ensure smooth collaboration across teams.

• Process Improvement & Scalability:

  • Balance short-term, scrappy processes for speed with long-term vision and scalable solutions.

  • Drive continuous improvement initiatives aimed at increasing efficiency, ensuring data accuracy, and maximizing the return on GTM tools and systems.

What We’re Looking For:

• 5+ years of experience in Sales Operations, Marketing Operations, or Revenue Operations with a strong focus on top-of-funnel activities.

• Expertise in the following tools (required):

  • HubSpot

  • Salesforce

  • Gong

  • LeanData

  • LeadIQ

  • SalesLoft

• Proven ability to manage, analyze, and optimize lead generation processes.

• Strong understanding of data integrity, prospect list segmentation, and lead routing best practices.

• Experience building and maintaining reports and dashboards to track key metrics, identify trends, and support data-driven decisions.

• Comfort with a fast-paced environment, balancing immediate needs with long-term strategic goals.

• Ability to communicate effectively and collaborate with cross-functional teams, including Marketing, Sales, Events, and Data Analytics.

• Strong problem-solving skills and a proactive approach to process improvements.

• SFDC Admin Certification is a plus.