Revenue Operations Lead

Job description

REVENUE OPERATIONS LEAD You'll architect the revenue systems that let Firecrawl scale without breaking. We're growing fast, and the difference between a company that scales cleanly and one that drowns in operational chaos is the revenue infrastructure underneath it: the CRM architecture, the funnel instrumentation, the lifecycle systems, and the reporting that tells us the truth about pipeline and revenue. This is a builder's role, not a maintainer's. You'll own that infrastructure end to end and design the systems that carry us from where we are now to the next order of magnitude. You'll report to our VP of Revenue and Success and own the revenue-systems function from day one. Salary Range: $190,000-$240,000/year Equity Range: Competitive equity — details shared during the process. Location: San Francisco, CA Job Type: Full-Time Experience: 4+ years in revenue operations or GTM systems, with hands-on ownership of CRM architecture and revenue data Visa: US Citizenship/Visa required ABOUT FIRECRAWL Firecrawl is the easiest way to turn the web into data AI agents can use. One API call converts any URL into clean, LLM-ready markdown or structured data - the boring-hard problem everyone building with LLMs eventually hits, solved. We hit 8 figures in ARR in year one and more than doubled it in year two. We have 170k+ GitHub stars, and developers, agents, and category-defining AI companies build on us every day. Growth like this is rare, and we're just getting started. We're a small team punching far above our weight. Everyone here owns a real piece of the product and company, end to end, and runs it themselves - no hiding behind process or headcount. This is a place for people who want to work at the frontier: an AI company building the infrastructure other AI companies run on, not one bolting AI onto an existing product. We move fast, go deep, and are building the tools superintelligence will rely on to gather data from the web. WHAT YOU'LL DO - Own and architect our CRM as the source of truth for revenue data, designing the system, not just operating inside one someone else built - Instrument the full funnel end to end: lead to opportunity to customer, with attribution that actually holds up - Build the lifecycle systems that move prospects and customers through stages cleanly, including handoffs and the automation that makes them work - Own revenue tracking and reporting: build the dashboards and data models from raw data that give the team and founders real-time truth on pipeline, usage, churn, and expansion - Design the revenue infrastructure to scale with us as we grow toward the next order of magnitude in ARR - Partner with the VP of Revenue and Success, product, and finance on the systems and data that drive go-to-market decisions WHAT WE'RE LOOKING FOR - A technical GTM systems architect, not a growth generalist. You've designed CRM systems and revenue infrastructure from the ground up, and your first instinct is to look at systems and data flows, not tactics. - Hands-on with revenue data. You can pull, model, and structure data yourself, SQL or equivalent, and build reporting that the team trusts to make decisions. You don't wait for a data team. - You've instrumented funnels end to end. Lead-to-customer tracking with real attribution, not a dashboard someone else set up that you just read. - You've built lifecycle and revenue-tracking systems that drove real motion. Not advised on them, built them, at a company that was scaling. - You move fast and own outcomes. You'd rather ship a working system and iterate than design the perfect one on paper. Backgrounds that tend to do well: founding or early RevOps hire at a SaaS, API-first, or PLG company; RevOps Lead/Manager or GTM Operations who owned CRM architecture and the revenue data layer; someone who built the revenue-systems function 0-to-1 as a company scaled. WHAT WE'RE NOT LOOKING FOR - AI-automation growth-ops profiles, if your pitch is stitching tools together with automations rather than architecting the underlying systems, this isn't the role - Head of Growth or growth-marketer profiles, this is a systems and data role, not a marketing or demand-gen role - Pure marketing ops or pure sales ops without the cross-functional revenue lens - Consultants, fractional operators, or anyone who's advised on revenue systems without building and owning them - A pattern of short stints, we're looking for someone who's stuck with systems long enough to see them through A NOTE ON PACE We operate at an absurd level of urgency because the window for what we're building won't stay open forever. If that excites you, keep reading. If it doesn't, no hard feelings — but this role probably isn't for you. BENEFITS & PERKS AVAILABLE TO ALL EMPLOYEES - Salary that makes sense — $190,000–$240,000/year, based on impact, not tenure - Own a piece — Gain competitive equity in what you're helping build - Generous PTO — 15 days mandatory, anything after 24 days, just ask (holidays excluded); take the time you need to recharge - Parental leave — 12 weeks fully paid, for all parents - Wellness stipend — $100/month for the gym, therapy, massages, or whatever keeps you human - Learning & Development — Expense up to $1,000/year toward anything that helps you grow professionally - Team offsites — A change of scenery, minus the trust falls - Sabbatical — 3 paid months off after 4 years, do something fun and new AVAILABLE TO US-BASED FULL-TIME EMPLOYEES - Full coverage, no red tape — Medical, dental, and vision (100% for employees, 50% for spouse/kids) — no weird loopholes, just care that works - Life & Disability insurance — Employer-paid short-term disability, long-term disability, and life insurance — coverage for life's curveballs - Supplemental options — Optional accident, critical illness, hospital indemnity, and voluntary life insurance for extra peace of mind - Doctegrity telehealth — Talk to a doctor from your couch - 401(k) plan — Retirement might be a ways off, but future-you will thank you - Pre-tax benefits — Access to FSAs and commuter benefits (US-only) to help your wallet out a bit - Pet insurance — Because fur babies are family too AVAILABLE TO SF-BASED EMPLOYEES - SF HQ perks — Snacks, drinks, team lunches, intense ping pong, and peak startup energy - E-Bike transportation — A loaner electric bike to get you around the city, on us INTERVIEW PROCESS Application Review — Send us your work and a quick note on why this excites you. Show us a revenue system you architected — a CRM you designed, a funnel you instrumented, a reporting layer you built from scratch. We care about what you've built, not where you went to school. Intro Chat (~25 min) — A quick conversation to get to know each other before we go deep. We'll talk about what you've been working on, what drew you to Firecrawl, and what you're looking for in your next role. Time for your questions too. Technical Chat (~45 min) — Walk us through a revenue system you designed and owned, then a live scenario: how you'd architect Firecrawl's revenue infrastructure to scale from where we are today. We're looking for systems thinking and hands-on depth, not frameworks. Founder Chat (~25 min) — Culture, pace, ownership, and how you like to work. Time for your questions too. Paid Work Trial (1-2 weeks) — Tackle a real revenue-systems problem: audit our current setup, identify the biggest structural gap, and build or design the fix. Paid at a contractor rate. It's the truest signal for both sides. Remote-friendly, and we'll flex around your current commitments. Decision — We move fast after the trial. If you want to architect the revenue systems behind one of the fastest-growing companies in AI infrastructure, you should join us. 👉 Apply now.