Revenue Strategy & Operations Manager

Job description

# **About Us** We're living through a fundamental shift in how people discover, evaluate, and purchase products. The next generation doesn't respond to traditional marketing -- they build relationships with brands through authentic social interactions, seek recommendations from communities they trust, and expect personalized experiences that feel human, not corporate. At Nectar, we're building the AI-native social operating system that enables this new era of commerce. We believe every social interaction should deepen the relationship between brands and their communities while creating genuine value for both sides. Founded by ex-Meta product and engineering leaders, we've raised over $30M in total capital from investors including GV and True Ventures. We work with brands like Oura Health, Caraway, e.l.f. Cosmetics, Kosas, OLIPOP, and many more. We're building the future of social commerce -- where community, conversation, and commerce converge. ## The Role You'll be our first dedicated Revenue Strategy and Operations hire, reporting to our Head of Operations. Today, RevOps at Nectar lives inside a broader operations function that also covers finance, legal, and people. You'll take ownership of the revenue side of that house — the sales stack, forecasting, deal desk, commissions, and the connective tissue between sales, marketing, CS, and finance — and build it into a function. This is a builder's role, not a maintainer's role. You'll inherit working systems (Salesforce, a live forecasting model, a freshly launched FY27 commission framework, integrated tooling across Pylon, Granola, Slack, and our finance stack) and you'll be expected to run them day one, then make them better. As we scale, you'll have a clear path to leading Revenue Operations as a team. ## What You'll Own **Salesforce & GTM Systems** - Serve as our Salesforce administrator: objects, flows, validation rules, reporting, user management, and data hygiene across the full pipeline - Own the GTM tech stack end to end — evaluate, implement, integrate, and retire tools (current stack includes Salesforce, Pylon, Granola, Slack, and integrations into our billing/ERP systems) - Build and maintain integrations between sales systems and finance systems (e.g., Salesforce ↔ Rillet), ensuring clean quote-to-cash data flow **Forecasting & Pipeline** - Own the weekly forecasting cadence: pipeline reviews, forecast rollups, and board-level reporting on bookings, pipeline coverage, and conversion - Maintain and evolve our forecast model against a non-standard fiscal calendar (FY runs Feb–Jan) - Instrument the funnel from marketing through closed-won so leadership can see conversion, velocity, and drop-off by stage and segment **Deal Desk & Pricing Operations** - Run deal desk for enterprise and mid-market deals: order forms, pricing approvals, discount governance, and non-standard deal structures (pilots, multi-brand rollouts, ramp deals) - Partner with Legal on contract workflows — you won't negotiate MSAs, but you'll own the operational machinery that gets order forms drafted, approved, signed, and booked correctly - Maintain pricing infrastructure: rate cards, pricing calculators, and approval guardrails **Compensation & Quota Administration** - Administer commission plans for AEs and AI Strategists: monthly/quarterly calculations, accruals with Finance, disputes, and plan documentation - Support annual quota setting, territory design, and comp plan iteration with sales leadership **Marketing Ops (initially)** - Own lead routing, attribution basics, and campaign-to-pipeline reporting until we make a dedicated marketing ops hire - Keep marketing and sales data connected so pipeline sources are trustworthy ## Your First 90 Days - Take over the weekly forecast cadence immediately and Salesforce administration by end of quarter, with zero disruption to the sales team - Run a full quarter of commission calculations under the new FY27 plan and fix what breaks - Ship one meaningful automation that removes manual work from quote-to-cash - Deliver a RevOps roadmap for the next 12 months: what we build, buy, and kill ## Who You Are - **2–6 years of experience** in one of two profiles: (a) hands-on revenue or sales operations at a B2B SaaS company — ideally one that scaled through Series A/B while you were there, or (b) 2–3 years in management consulting, banking, or a similarly rigorous analytical environment, with clear evidence you can go deep on systems, not just analysis - **Systems aptitude, fast.** You'll become our Salesforce administrator within your first quarter. Prior admin experience is a strong plus; what's non-negotiable is demonstrated ability to master technical tools quickly and independently — you've built complex models, automated workflows, written SQL, or taught yourself a platform under deadline pressure - **You've touched money.** Commission administration, deal desk, billing handoffs, or quote-to-cash — you understand that RevOps errors show up in people's paychecks and the company's revenue recognition, and you're precise accordingly - **Spreadsheet-native and increasingly AI-native.** Advanced Excel/Sheets is table stakes; SQL and comfort using AI tools to automate your own work are strong pluses - **Structured thinker, scrappy executor.** You can build a framework and a slide, but you'd rather ship the fix. If you're coming from consulting or banking, you're running toward the operating work, not away from client hours - **High ownership, low ego.** At 60 people there's no one to delegate to. You'll do the unglamorous work (data cleanup, order form QA) alongside the strategic work, and you'll see both as the job ## Nice to Have - Experience with usage-based or hybrid pricing models - Experience administering commission tooling (CaptivateIQ, Spiff, QuotaPath) or building comp calcs from scratch - Exposure to CPQ implementation or evaluation - Familiarity with modern finance stacks (Rillet, NetSuite, or similar) and procurement portals (Coupa, Ariba) - Prior "first ops hire" or founding-team experience ## **What we offer** - Competitive compensation and early equity - Health, vision, and dental benefits + 401(k) match - ClassPass membership for fitness and wellness classes - Hybrid schedule: 4 days in office, plus 3 remote flex days per quarter (after your first 3 months) - Comprehensive stipends: $1,000/month housing stipend for living near the office, $50/month mobile stipend, and commuter benefits (train stipend or Palo Alto parking reimbursement) - Free lunch in the heart of University Ave. in Palo Alto - Clear career growth opportunities as the company scales