Technical Revenue Operations Consultant
hace 12 horas
Aurora
Why this role exists We’re a RevOps consulting partner. Our clients usually don’t come to us saying, “our revenue architecture is broken.” They say things like: • “Our pipeline numbers don’t match.”, • “Marketing says they generated the lead, Sales says they didn’t.”, • “Reps aren’t updating Salesforce.”, • “Leads are going to the wrong people.”, • “We have six tools doing roughly the same thing.”, • “Finance doesn’t trust the forecast.”, • “We need another field.” Your job is to figure out what’s actually broken. You’ll work across people, process, data and technology to understand how revenue moves through a business, design a better way of operating, and turn that design into systems that actually work. You’ll own projects from discovery through implementation and get hands-on with the technology along the way. What makes this different We run an AI-assisted delivery model. Approved designs become structured build specifications that can be executed across our delivery team and increasingly through AI-assisted build agents — from data models and automation through QA and UAT. That changes the role of the consultant. Your job isn’t to become a ticket-writing middleman. You need to understand the business problem well enough to design the solution and the technology well enough to know whether it will actually work. Your specification is part of the product. A requirement like “automatically route leads to the correct rep” isn’t finished. What determines the correct rep? Territory? Segment? Account ownership? Geography? Product? Existing relationship? What happens when two rules match? What happens when none match? Precision matters. We want AI doing the repetitive work, not the thinking. You should spend more of your time on discovery, architecture, experimentation, clients and difficult problems — and less time manually creating the same 40 fields. What you’ll do • Run discovery across Sales, Marketing, Customer Success, Finance, Operations and leadership, • Map how revenue actually moves through the business — from first touch through lead, opportunity, customer, expansion and renewal, • Identify operational problems, revenue leakage, unnecessary manual work and gaps between teams or systems, • Translate business requirements into technical solutions across CRM, marketing automation, sales technology, customer success and data platforms, • Design lifecycle architecture — stages, statuses, qualification criteria, conversion points, handoffs and ownership, • Design lead and account management — routing, scoring, enrichment, deduplication, assignment, territories and SLAs, • Design sales processes — pipeline stages, opportunity architecture, forecasting, activities, approvals and rep workflows, • Design marketing operations — campaign structure, attribution, lead capture, scoring, nurture, segmentation and marketing-to-sales handoff, • Design customer lifecycle processes — onboarding, account management, expansion, renewal, churn and Customer Success handoffs, • Build automation across systems using tools such as Salesforce Flow, HubSpot Workflows, n8n, Make, Zapier and APIs, • Design integrations between CRM and the wider GTM stack, • Build reporting and dashboards that leadership can actually use to run the business, • Audit existing technology stacks and recommend what to keep, replace, consolidate or remove, • Clean up messy CRM estates — duplicate fields, broken automation, inconsistent lifecycle stages, poor data and accumulated technical debt, • Write technical specifications covering data models, fields, automation, integrations, permissions, migration requirements and test scenarios, • Get hands-on with implementation where it matters, • Own testing, UAT, deployment and adoption with the client, • Support pre-sales through discovery, solution shaping, technical scoping and estimates What you need Revenue Operations You understand RevOps as an operating model, not a collection of software tools. You understand how Marketing, Sales, Customer Success and Finance connect and where processes commonly break between them. You’re comfortable working across: • Lead-to-revenue, • Marketing-to-sales handoff, • Lead and account lifecycle management, • Pipeline management and forecasting, • Territory and ownership models, • Customer lifecycle, • Expansion and renewal, • Attribution, • Data quality and governance, • Reporting and analytics, • GTM systems architecture You should be able to take a whiteboard and draw how revenue moves through a business before opening Salesforce. CRM You need strong hands-on experience with at least one major CRM. Salesforce is strongly preferred. HubSpot experience is valuable. You understand: • CRM data models, • Leads, Contacts, Accounts and Opportunities, • Custom objects and relationships, • Lifecycle and stage architecture, • Fields and validation, • Routing and assignment, • Automation, • Permissions and security, • Reports and dashboards, • Data migration, • Integrations You don’t need to be a Salesforce developer, but you shouldn’t be afraid of opening an org and figuring out what’s happening. Marketing Operations You understand how marketing systems connect into the wider revenue engine. Experience with platforms such as HubSpot, Marketo, Account Engagement (Pardot) or Marketing Cloud is valuable. You understand forms, campaigns, scoring, segmentation, nurture, consent, attribution and lifecycle management. Most importantly, you understand what happens to the data after somebody clicks Submit. Sales Technology You’re comfortable working with the wider GTM stack. That might include tools such as Gong, Outreach, Salesloft, Apollo, ZoomInfo, Clay, LinkedIn Sales Navigator, Calendly, Chili Piper and other sales engagement or conversation intelligence platforms. We don’t expect you to have used every tool. We do expect you to understand the problems they’re trying to solve and how they should interact with the CRM. Automation & Integrations You naturally look for opportunities to remove manual work. You understand: • APIs and webhooks, • Integration patterns, • Middleware, • System ownership, • Source-of-truth decisions, • Error handling, • Data synchronisation Experience with n8n, Make, Zapier, Workato or MuleSoft is valuable. You don’t need to be a software engineer. But JSON shouldn’t scare you. Data You’re comfortable getting into the data rather than relying entirely on dashboards. You can work with spreadsheets and large datasets, investigate inconsistencies and identify why two systems are producing different numbers. SQL experience is valuable. You understand deduplication, transformation, field mapping, migration, enrichment, governance and reporting architecture. When somebody tells you “Salesforce is wrong,” your first instinct is to work out why. AI & Modern RevOps We expect AI to become a normal part of RevOps delivery. You should be comfortable using AI tools to accelerate analysis, documentation, configuration, development and QA. Even better if you’ve experimented with AI agents, Claude, ChatGPT, Cursor, APIs, MCP, n8n or similar tools to automate real operational work. We don’t expect you to arrive knowing our AI delivery model. We do expect you to be curious enough to learn it quickly. The consulting half Technical ability alone isn’t enough. You’ll regularly be dropped into businesses where five people have five different versions of how the process works. Your job is to find the sixth version: what actually happens. When someone says, “We need a new field,” you ask what decision that field enables. When they say, “We need another automation,” you ask why the process requires it. When they say, “Salesforce can’t do this,” you investigate before agreeing. And when they say, “We’ve always done it this way,” you don’t treat that as a requirement. You can challenge clients constructively, explain technical concepts to non-technical stakeholders and turn messy conversations into clear decisions, processes and technical specifications. Nice to have • Salesforce or HubSpot certifications, • Salesforce and HubSpot administration experience, • Marketo, Account Engagement or Marketing Cloud experience, • Gong, Outreach, Salesloft, Clay or wider GTM tooling experience, • SQL or data analytics experience, • n8n, Make, Zapier, Workato or similar automation experience, • Experience working with APIs, • Basic JavaScript, Python or Apex knowledge, • Experience with AI coding or automation tools, • CPQ or quote-to-cash experience, • Previous consultancy or agency experience, • SaaS or B2B experience Not for you if • You want to specialise in one platform and never look outside it, • You’ve only ever worked from requirements somebody else wrote, • You enjoy strategy but don’t want to get your hands dirty implementing it, • You enjoy configuration but don’t want to understand the business problem behind it, • You think RevOps means administering Salesforce, • You need perfect requirements before you can make progress, • You’re uncomfortable working directly with clients, • You’d rather sell the work than deliver it, • Your first response to every problem is to buy another tool How we work Small, highly collaborative and remote-first. There aren’t layers of project management between you and the client. You’ll own problems rather than tickets. Some weeks that means running discovery with a CRO. Another week it might mean designing a lifecycle model, debugging a Salesforce Flow, mapping an integration, analysing 100,000 CRM records or building an automation in n8n. We’re deliberately building an AI-assisted RevOps practice. Our goal is to automate the repetitive parts of consulting and implementation so our consultants can spend more time understanding businesses, designing better systems and solving difficult problems. We want people who are excited about what that makes possible. • Uncapped holiday, • Paid annual company retreat, • Trust-based culture with real autonomy, • Genuine ownership of your engagements, • Exposure across the modern GTM technology stack, • Genuine investment in developing your technical, consulting and AI skills
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