Revenue Operations Manager

Job description

Extend is building document processing infrastructure for the most technical AI teams to work with unstructured data (e.g. PDFs, Excel, images, etc.). From payment processing to home closings to cancer research and more, AI teams at companies like Square, Zillow, Brex, Flatiron Health, Checkr, and Mercury use Extend to process their most complex documents. We're looking for the first dedicated Revenue / GTM Operations hire at Extend. You will own the full RevOps mandate: instrumenting the GTM process end-to-end, designing territory and segmentation models, building the planning and forecasting infrastructure, and turning data into decisions. You'll build the operating layer underneath it—the CRM, the forecast, the deal desk, the routing logic, and the AI tooling that lets a team of this size keep selling like a team twice as big. WHY YOU SHOULD CONSIDER JOINING - We've grown revenue 6x last year to several million ARR, with our growth continuing to accelerate (8 figures, 200%+ NRR) - We have a product loved by users and being used in mission-critical flows at enterprises (Square, Zillow, Chime) and startups (Brex, Mercury, Checkr), and many more - The market for document processing has expanded 1000x due to LLMs, and all existing solutions are low NPS - We're punching well above our weight, supporting customer and revenue metrics with half the team size of other startups — everyone joining at this stage will have outsized impact - We've raised our Series A, de-risked the business, and our sales team has exceeded quota every quarter, but there's still tremendous upside ahead; now's the perfect time to join - You'll be joining a talent dense team, operating in a high performance culture, in-person in NYC, with high equity ownership - You'll get a front row seat to how a successful startup is built, with plenty of leadership opportunities as we grow quickly ROLE & IMPACT You are laying the operational and enablement foundation for a revenue org on the cusp of significant scale. The systems you build, the bets you help us make on segmentation and hiring, and the reps you develop will define the next chapter of growth. You'll start as an individual contributor — hands on keyboard, in the CRM, in the models, in the deals. As the revenue org scales, this seat is the natural foundation for a RevOps lead. We'd rather hire someone who wants to build the function and then grow into running it than someone looking to manage from day one. If you want to do work that compounds, where your judgment and architecture outlast any single quarter, this is the seat. Deal Desk - Own the quote-to-close machine: pricing and discount approval paths, order forms, non-standard terms intake, and a clean handoff into legal and security review - Run point on the enterprise gauntlet — security questionnaires, TPRM assessments, vendor onboarding portals, procurement workflows — and build the reusable answer bank so we stop reinventing it per deal - Triage and scale contract redlines and DPAs; you triage, route, and drive to close, and escalate the judgment calls - Instrument the process so we know exactly where deals stall and how long each gate actually takes CRM & GTM Systems - Own HubSpot as the source of truth: object model, deal stages, lifecycle definitions, required fields, and the hygiene rules that keep the data trustworthy - Evaluate, implement, and drive adoption across the GTM stack — CRM, enrichment, sequencing, call intelligence, CS tooling, BI - Build the integrations and reporting layer the whole revenue org plans against, and make sure the ARR number in HubSpot is the same one Finance and the board see Forecasting & Planning - Run the weekly forecast and pipeline review cadence — not as a spreadsheet exercise, but as the operating rhythm of the revenue team - Build capacity, quota, and coverage models at the rep and segment level; model scenarios across the next four quarters so leadership can make informed bets on hiring and segmentation - Own the prep and materials for QBRs, board reporting, and deal reviews - Run win/loss analysis, conversion diagnostics, and funnel intelligence — find where pipeline is leaking and bring a recommendation, not just a chart Lead Routing & Territory Management - Design and operate inbound routing, qualification SLAs, and account scoring against our ICP - Build territory and coverage models that let us add reps without chaos; flag gaps, overlaps, and uncovered pipeline before they cost us a quarter - Balance books as the team grows and keep account ownership unambiguous GTM Operations - Own and evolve the GTM tech stack — evaluate, implement, and ensure adoption of the tools that power the business (CRM, marketing automation, CS platforms, BI/analytics) - Build the source-of-truth data foundation the entire revenue org plans and reports against - Partner with Finance on compensation plan mechanics and ensure comp reinforces the behaviors we actually want - Support enablement by designing and scaling onboarding programs, rep certification, ongoing training cadence, and structured skill development - Ship agents, skills, and automations (Claude Code and the rest of the stack) that compress research, account planning, CRM enrichment, call summarization, and follow-up - Set the bar for how an AI company sells: if a rep is doing something manual twice a week, your job is to make sure they aren't doing it a third time IDEAL CANDIDATE CREDENTIALS - 3–7 years in Revenue Operations, Sales/BizOps, strategic finance, or GTM analytics, including at least 1 year at a high-growth B2B SaaS company (Seed through Series B, where you built rather than inherited) - Hands-on administrator of HubSpot or Salesforce — you've configured it, not just filed tickets against it - You've seen enterprise deal cycles up close — security review, procurement, redlines — and you know where they die - AI-native: you already automate parts of your own workflow and are comfortable building, not just prompting - Builder, not reporter. Every analysis comes with a recommendation and a decision you're asking someone to make - You communicate like an operator: direct, concise, willing to push back on leadership when the data says otherwise - Founder mentality. No task is beneath you, and you thrive when the path isn't perfectly clear - You want to build the function before you manage it — this is an IC role today with a clear path to leading RevOps as the org scales BENEFITS Beyond the below, we care deeply about each of our candidates on a personal level. We take the time to understand your needs to craft a package designed for you: - Insurance — 90% health insurance premium coverage - Relocation — for candidates based outside of NYC - Unlimited PTO policy — we trust everyone like owners, take what you need - Daily lunch & snacks covered (plus dinner if you're in the office late) — you'll never go hungry and you help pick the snacks - Unlimited token / tooling access — no handicaps on your productivity - Learning and development investment — we invest heavily in our team and support your growth Extend is an Equal Opportunity Employer. We consider all qualified applicants for employment without regard to race, color, religion, sex, sexual orientation, gender identity or expression, national origin, age, disability, genetic information, citizenship status, marital status, pregnancy, protected veteran status, or any other characteristic protected by applicable federal, state, or local law.