Revenue Operations Manager

Job description

## **About Tribe AI** Tribe AI helps companies build and ship real AI solutions. We bring together a network of top AI practitioners with a delivery team that turns AI strategy into production systems for our clients. Our go-to-market team is growing fast, and we need someone to make our revenue engine run on data, not intuition. ## About the Role We're looking for our first person to own revenue operations. You'll be the only person in the function and work directly with Head of GTM. This is a hands-on role: you'll do the analysis yourself, and your analysis will shape decisions. ## **What you'll do** **Own forecast operations** - Build and run the forecast and bookings roll-up end to end. - Add the judgment on top of the numbers. Flag when a rep is behind, sandbagging or overcommitted, or when a deal is slipping, and raise it *before* the forecast call rather than in it. - Get to one bookings number the whole room trusts. **Build our core GTM metrics and reporting** - Stand up the metrics we're missing today: time to close, days in stage, loss rate and partner funnel. Partners feed our sales pipeline, so this covers more than direct sales. - Refresh them on a regular cadence so that a sales-metrics question gets a real answer the same day. - Where the data underneath isn't clean, fix it. Set and enforce stage definitions and pipeline hygiene. **Run the weekly GTM operating rhythm** - Own prep for the weekly GTM meeting: the data pull, the analysis and choosing which topics need attention. **Own deal desk and commissions** - Run commissions for 60+ sellers on an ongoing basis. - Own our commissions platform (Spiff), which is being implemented now, and the comp plan templates behind it. - Administer next year's sales comp plans, covering plan mechanics, accelerators, draws and clawbacks, and partner with GTM leadership on plan design. **Build AI-powered tools for the GTM team** - Build Claude skills and automations that improve how the GTM team works, such as proposal building and project plans. - Build the back-end infrastructure behind our GTM operations with AI, rather than managing it by hand. **Support finance and planning** - Answer ad-hoc GTM and sales-metrics questions from our strategic finance team, and supply the forecast they use for business planning. - Support territory planning and GTM org design as needs come up. **What this role isn't:** delivery or project metrics, margins, accounting, or financial planning. Those sit with our delivery and strategic finance teams. You'll be the source of GTM truth that feeds them. ## **What success looks like in your first 90 days** - GTM leadership walks into forecast calls having read your analysis instead of building one, and anomalies are flagged in advance. - Time to close, days in stage, loss rate and partner funnel exist, refresh on a cadence and are trusted. - Commissions run through Spiff, not Excel. - Next year's comp plans are drafted and ready to administer. - Weekly GTM call prep is fully yours. ## **What we're looking for** **Must-haves** - **Minimum of 6 years of experience in the field** - **You're AI-native.** You build real infrastructure with AI (Claude, agents, skills, automations), not just use it to write emails. An engineering background is a strong signal. - **Experience in Revenue Operations, Sales Operations, GTM Operations or GTM Systems** inside a B2B revenue organization. Depth matters more than years: we need someone who understands go-to-market, not a generalist analyst. - **Hands-on sales commissions experience at scale.** You've run comp for a sizable sales team, not just reported on it, and you understand plan mechanics, draws, accelerators and clawbacks. - **You've built forecasts and pipeline metrics yourself, end to end**, often from imperfect data. - **Strong GTM judgment.** You've sat in real pipeline reviews and can explain *why* a rep's forecast looks wrong, not just that it differs from plan. - **A real preference for hands-on work.** You want to be the person building the analysis, not directing an analyst, and you're comfortable being a team of one. - **Strong opinions on stage definitions and forecast hygiene**, and experience enforcing them with sellers. **Nice-to-haves** - Experience at a services, consulting or professional-services company. SOW-based bookings behave differently from recurring subscription revenue. - Experience implementing or administering a commissions platform (Spiff, CaptivateIQ, Xactly or similar). - Deal desk experience: pricing approvals, deal structuring, contract review with sales. - Partner or channel funnel analytics. - A background in software engineering or Salesforce consulting. ## **Why join** - **Real impact from day one.** You're building the function, not maintaining someone else's. - **Direct access to leadership.** You'll work side by side with the GTM leader, and your analysis drives the conversation. - **Breadth.** Forecasting, analytics, deal desk and comp all sit in one seat, at a company at the center of applied AI.