[Hiring] Revenue Operations Lead @Protege

Role Description

Protege has implemented Salesforce as the foundation of a unified revenue system across Marketing, Sales, Partnerships, and Customer Success, and continues to add and phase in new tools and expand that buildout to support the teams as they scale.

We're hiring a Revenue Operations Lead — part revenue operator, part GTM engineer — to own Salesforce architecture, revenue process design, pipeline governance, forecasting infrastructure, performance measurement, attribution, and data integrity across the full funnel, while also building the automation and integrations that connect the GTM stack: Salesforce, marketing automation, the event registration platforms, community platforms, web traffic, outbounding, and sales engagement tooling.

Reporting directly to the Head of GTM Operations, this role is the hands-on execution partner to that function — taking on the day-to-day systems and process work, translating GTM strategy into scalable systems, structured processes, and reliable revenue visibility.

This is a senior individual contributor role, and it's meant to stay hands-on: this person is a builder and a doer first, comfortable being in the weeds of Salesforce configuration and workflow automation, not just directing others to build it. It requires both deep, real Salesforce expertise and fluency with modern GTM tooling — automation platforms, APIs, and AI-enabled tools — since a meaningful part of the role is engineering the connective tissue between systems, not just administering one of them.

Qualifications

• 6+ years in Revenue, GTM, Growth, or Sales Operations within a scaling B2B company
• Deep, hands-on Salesforce expertise — architecture, configuration, and administration — non-negotiable
• Comfortable with the modern GTM tech stack and tools beyond Salesforce: sales & marketing automation platforms, BI tools, analytics, APIs, and AI-enabled tools
• A builder's mindset — you'd rather engineer a system that runs itself than manually patch the same problem every week
• Execution-first: this is a doer role. You want to be in the weeds building things, not just directing others to
• Strong understanding of full-funnel revenue processes and KPI measurement
• Structured, data-driven, and confident enforcing operational discipline

Requirements

• Own Salesforce architecture, configuration, and long-term scalability
• Lead ongoing phases of Salesforce buildout and manage relationships with implementation and systems partners as new capabilities are added
• Establish structured change management and system governance
• Evaluate, phase in, and integrate new GTM systems that support revenue operations as the stack grows
• Build and maintain the automations and integrations that connect systems across the GTM stack
• Use APIs, workflow automation platforms, and light scripting where native, declarative configuration isn't enough
• Evaluate and pilot AI-enabled tools that improve GTM efficiency
• Build durable systems designed to scale, not one-off fixes that create technical debt
• Maintain data integrity and enforce required-field discipline
• Prevent system sprawl and unnecessary customization as new tools are phased in
• Establish documentation standards and clear ownership of system changes
• Ensure Salesforce operates as the single system of record
• Own the GTM data model, SQL/warehouse or BI layer, metric definitions, cohort analysis, funnel velocity, and executive reporting
• Define and operationalize qualification criteria and opportunity stage definitions
• Design lifecycle processes spanning Marketing → Sales → Expansion
• Standardize opportunity structure, pricing inputs, and partner attribution tracking
• Ensure opportunity records accurately capture key economic inputs to support revenue and margin visibility
• Design and maintain forecasting frameworks in partnership with the Head of GTM Operations
• Establish and enforce pipeline standards and inspection cadence
• Monitor stage progression, conversion rates, deal aging, and close probability integrity
• Improve visibility into revenue realization assumptions and deal-level economics during forecasting
• Identify structural bottlenecks impacting close rates and forecast reliability
• Standardize core revenue KPI definitions across functions
• Build and maintain dashboards for funnel conversion, revenue performance, and operational metrics
• Track leading and lagging indicators to surface performance risks early
• Ensure leadership reporting is grounded in system data, not manual workarounds
• Own lead routing logic and lifecycle transitions across multiple top-of-funnel sources
• Run event operations end-to-end from a systems and data standpoint
• Own researcher community systems and operations
• Administer the marketing automation platform and prospecting/sequencing tools
• Own campaign QA and marketing database hygiene
• Ensure multi-touch attribution integrity across events, researcher community, and digital
• Build event-sourced pipeline and ROI reporting
• Monitor marketing-to-sales conversion by source and identify structural bottlenecks
• Act as the connective, hands-on presence between Marketing and Sales
• Translate strategy from the Head of GTM Operations into working systems and process

Benefits

• You'll help continue to build and govern the operational backbone of a two-sided commercial engine at a pivotal stage of growth
• This role offers meaningful ownership, close partnership with GTM leadership
• Chance to build modern, automated infrastructure from the ground up

Protege Values

• Pass the Loved Ones’ Test: We act with integrity and do the right thing — especially when it’s hard and no one is watching.
• Always Find a Way: We are resourceful, resilient builders who solve hard problems and push through obstacles.
• Go Fast and Grow Fast: Velocity matters. We move with urgency, learn quickly, and continuously improve as individuals and as a company.
• Practice Kindness and Candor: We communicate directly and respectfully, building trust through honest feedback and genuine care for one another.
• Deliver Together: We win as one team. Collaboration, accountability, and shared ownership drive our success.
• Own the Outcome. Hone the Craft: We take pride in our work, sweat the details, and continuously raise the bar for excellence.