Revenue Operations Lead

About Middesk

At Middesk, our goal is to make it easier for businesses to work together. Since 2018, we have been a leading disruptor in the business identity market. While consumer identity technology has seen significant modernization and digitization over the past decade, business identity and verification largely continues to be a manual process, specifically in the context of onboarding businesses to receive access to financial products and services. Our best-in-class business identity platform provides access to complete, up-to-date information that financial services institutions and fintechs need to make educated decisions about their customers and facilitate rapid onboarding and transacting. Our vision is that every company can instantly gain access to all the data, products, and services they need to establish and grow their business with ease. Middesk came out of Y Combinator, is backed by Sequoia Capital and Accel Partners, and was recently named to Forbes Fintech 50 List and cited as an industry leader in business verification by digital identity strategy firm, Liminal.

 The Role

This is an exciting opportunity to lead revenue operations at a high-growth SaaS company, where you will have a significant impact on our go-to-market strategy and the company's overall growth trajectory.

As the Revenue Operations leader, you will report directly to the Head of Finance. In this role, you will be responsible for leading our Revenue Operations team, which includes Sales, Marketing, and Account Management. You will work closely with Finance, GTM Leadership, and other cross-functional partners to grow and scale the GTM organization. We are seeking an individual who is ready to roll up their sleeves, build on our foundation, and help us scale as our business enters its next stage of growth.

You’ll work with GTM leaders to set targets and drive accountability across teams, proactively analyze what is and isn’t working, monitor market dynamics, synthesize ideas and insights from across the company, and integrate customer feedback into various decisions. This unique role requires a strategic mindset, strong analytical skills, grit and hustle, and the ability to manage a wide range of stakeholders effectively.

What You'll Do:  

• Lead, mentor, and grow a high-performing revenue operations team.

• Operationalize the revenue team through pipeline management and reporting, bookings and revenue forecasting, territory definition and management, and target setting.

• Manage operational cadence around pipeline, bookings and revenue forecasting and reporting, goal setting and lead the GTM annual planning process.

• Design and implement our commission strategy and quota plans in partnership with Finance, Sales, and Marketing to align incentives and performance.

• Own Sales, Account Management, and SDR headcount capacity models; understand market sizing and leading indicators to help build a GTM engine to achieve long-term top-line goals while balancing sales efficiency KPIs.

• Establish KPIs , dashboards, and reports to measure full-funnel efficiency.

• Design a tech ecosystem and integration strategy that encompasses all the system touch points across the GTM, including our CRM (Salesforce).

• Surface key insights to Leadership; monitor trends across the competitive landscape, understand core drivers, identify gaps, and prioritize areas of focus across the GTM organization.

• Partner closely with Leadership on the enablement strategy for our GTM team, this includes how we onboard sellers as well as partner with Marketing on enablement for product updates and releases.

• Own the pipeline and sales forecast for the GTM business and identify and implement revenue optimization opportunities through data-driven analysis and strategic initiatives.

• Partner with Finance to develop and maintain pricing models and strategies. Provide pricing recommendations based on market trends, competition, and company objectives. Ensure consistency in pricing across different sales teams and regions.

• Use Configure, Price, Quote (CPQ) tools to generate accurate quotes and proposals, ensuring compliance with company policies and approval workflows.

What We’re Looking For:

• 8+ years in revenue operations/sales/revenue strategy, or a similar role;  3+ years of management experience.

• Recent experience at a growth-stage (scaled from product market fit to 100M ARR preferred) B2B SaaS company.

• Strong analytical skills with the ability to derive actionable insights from complex data sets and influence GTM strategy decisions, including experience with BI tools (e.g. Mode).

• Experience developing and implementing compensation, territory, and capacity models.

• Success leading strategic initiatives through to completion across a growing GTM organizationAbility to influence and collaborate with stakeholders across GTM as well as Business Technology, Data, Deal Desk, Engineering, Product, and Finance.

• Experience building and leading a high-performing team that attracts and retains team members.

• Excellent leadership and communication skills, with the ability to motivate and inspire a team.

• Experience with CRM systems (e.g., Salesforce, Hubspot), CPQ , and sales execution tech.

• Team player who is able to operate at an executive level and also roll up their sleeves and working with their team and stakeholders on day-to-day operations.

Nice to Haves:

• Experience with a usage-based SaaS revenue model.

• Experience in a hyper-growth start-up is strongly desired.