Revenue Operations

Granola

REVENUE OPERATIONS Location: San Francisco, CA (In-office) Team: Revenue/GTM Operations - Granola Full-Time ABOUT US We’re Team Granola 👋, building tools that help humans think and work better. What began as an AI notepad for back-to-back meetings has become a shared team workspace and second brain. Granola spreads organically inside companies, often starting with a senior leader and quickly cascading across teams. Today, Granola is used at many of the world’s top and fastest-growing companies like Vercel, Cursor, Lovable and Decagon. Designed and built in London, Granola now serves a predominantly US customer base. To support that growth, we’ve opened a San Francisco office as the hub for our North American go-to-market efforts. ABOUT THE ROLE You’ll be the first Revenue Operations hire in the San Francisco office, defining our go-to-market approach and building the operational foundation of Granola’s sales motions. This is a hands-on building role for someone who wants to design and own, not inherit and maintain. You'll define processes, own reporting, run operational cadences, launch motions, and enable sales through tooling. You’ll shape strategically how we go to market: who we target, how we segment, and what the right motions look like as Granola scales. You'll work closely with the VP of Sales and our AEs day-to-day, and partner with our GTM Engineering team in London. This role reports into the Head of GTM Operations in London. WHAT YOU’LL DO The philosophy is to design and own, not inherit and maintain. * Own key GTM processes. Design, build and iterate on the key operational processes. Map the motions, find the friction, design the fixes. * Be the key operational partner to Sales leadership. Work very closely with the VP of Sales to drive revenue - surfacing what's working, what isn't, and what to change. * Define our ICP and segmentation. Have a clear point of view on who we should be targeting and why. Bring the analysis that sharpens our ICP, informs inbound and outbound prioritization, and makes our targeting smarter over time. * Lead territory and quota planning. Partner with Sales leadership on territory design, goaling metrics, and quota setting. * Drive revenue performance. Identify and fix bottlenecks in the funnel, including lead routing, qualification and conversion to grow revenue impact across Sales. * Own sales performance reporting and forecasting. Own the weekly forecasting process, identifying risks and opportunities for Sales leadership. * Enable Sales through tooling and own CRM integrity. Understand Sales workflows and build tools to drive improvements. Keep the CRM trusted and well-used, and support reps in managing their pipeline effectively. * Partner with GTM Engineering. Be the business voice that shapes what the team builds. Identify where systems and AI software can improve the motion. WHAT WE’RE LOOKING FOR Background & Experience * 4–8 years of experience in Revenue Operations, GTM Operations, or a similar role supporting Sales teams. * Track record of designing, running and consistently improving sales processes to drive measurable impact on revenue. * Hands-on experience with modern GTM tooling (e.g. Attio, Apollo, Clay) and AI and automation. * Strong data and analytical skills with experience working with pipeline data, forecasting, and performance metrics. SKILLS & TRAITS * Highly autonomous, strong problem-solving mindset, and comfortable operating in a fast-moving environment. * Comfortable working with sales teams and collaboratively across time zones. * Clear and concise communicator. * Actively looks for ways to apply AI and automation. PERSONAL CHARACTERISTICS * A builder who gets energized creating things from scratch and driving improvements once they exist. * Excited to work in-person in the SF office, embedded with the sales team. * Pragmatic and impact-focused. * Values working with people who are kind, ambitious, and collaborative. COMPENSATION: $160k – $220k + equity and benefits! Our compensation philosophy is to hire the best people in the market and pay them accordingly with salary, variable, and equity.

Primer

An Introduction to Primer Primer is the unified infrastructure for global payments. We give finance and payments teams the visibility and control to reduce complexity, improve performance, and capture more revenue - all from a single platform. Backed by Sofina, Peak XV Partners, ICONIQ, Tencent, Accel, and Balderton, we're building the payments layer the world's best companies rely on. Watch our showcase > Read up on our $100m Series C Learn more about our culture > 🔍 WHAT WILL YOU BE DOING? * Partnering with the NA Head of Sales and GTM leadership to design and operationalise the North America GTM engine — territory planning, book-building, target account prioritisation and the operating rhythm that holds it all together. * Sharpening our ICP, sales motion and key propositions for the North American market using a mix of data, market context and direct merchant insight. * Owning the dashboards, reporting and analysis that tell us how we're doing — pipeline, conversion, forecast quality, account coverage, merchant ramp, payments volume, renewal health, expansion. * Turning that data into hypotheses, recommendations and decisions. Leadership should hear from you in clear, actionable terms about what's working, what isn't, and what we should do about it. * Working with Sales, Solutions Engineering and Customer Success to find the bottlenecks across the merchant journey — from first conversation through to onboarding, expansion and renewal — and fixing them. * Supporting the commercial side of deals: pricing, deal structure, renewals, repricing, upsells and the portfolio economics that sit underneath. * Identifying where AI can do the heavy lifting — account research, deal summaries, CRM hygiene, enablement — and building the workflows that put it into Sales' hands. 👀 WHAT WE’D LOVE TO SEE: * 3–5 years in revenue operations, sales operations, GTM strategy, business operations, management consulting, investment banking, private equity, or a similarly analytical commercial role. * Strong commercial judgment. You understand how pipeline, forecasting, productivity, pricing, renewals and expansion actually connect to revenue — not just as metrics, but as levers. * Genuine analytical chops. You can take messy data, turn it into a clear insight, form a hypothesis, and recommend an action. SQL familiarity and fluency in BI tools (Metabase, Omni) and CRMs (Salesforce) are needed, not nice-to-haves. * Sharp written and verbal communicator. You can hold your own with senior stakeholders and bring cross-functional teams along with you. * A builder of structure in ambiguous environments. You don't wait for a process to exist — you write one. * AI-fluent, or visibly motivated to get there fast. You see AI as a leverage tool for the work, not a side project. * Experience in B2B SaaS, fintech, payments or platform businesses is a plus, but the right operator from an adjacent background will be just as compelling. ✅ A TYPICAL INTERVIEW PROCESS * An initial intro call with a Talent Partner * An interview with the Hiring Manager * Challenge Stage - Contextualised to the role * A final, values-alignment interview WHAT'S THE CULTURE LIKE AT PRIMER? We're building a culture where people can do their best work and be proud of the impact they have. You'll be working with people who are mission-driven, smart, and reflective, and who are genuinely invested in building exceptional products and delivering success for our merchants. We work remotely, and have done since day one. We believe that building a successful, profitable company goes beyond proximity. We invest in our relationships through great remote working practices and thoughtfully designed face-to-face time, including workations, our annual company retreat, and access to co-working spaces across most major cities. The work is challenging. Scaleups are a challenge, and building category-defining products is a challenge. But there's a meaningful difference between a challenge and a struggle. At Primer, the right challenge comes with the right support: strong onboarding, a collaborative environment, and a team that is genuinely invested in your success. It's never something you face alone. OUR BENEFITS 🌍 We are fully remote and globally distributed; and have been since day one 💰 Competitive share options 🌴 Uncapped holiday, with 25 days minimum to be taken 🗣️ Co-working space access across major cities 📅 Workations & Company Retreat 💻 The best equipment for your role 🏠 £500 towards your home office setup 🔎 Generous learning budget 🏥 Private Medical Insurance 📈 A broad set of additional perks and benefits (depending on location) DON’T MEET EVERY SINGLE REQUIREMENT? At Primer, we're dedicated to building a diverse, inclusive, and authentic workplace. If you're excited about this role but your experience doesn't align perfectly with every qualification listed, we encourage you to apply. You may be the right candidate for this or other roles. Primer is committed to the equal treatment of all current and prospective employees and adopts a zero-tolerance approach to discrimination, regardless of age, disability, sex, sexual orientation, pregnancy and maternity, race or ethnicity, religion or belief, gender identity, marriage and civil partnership, or any other background or belief.

Okta

Secure Every Identity, from AI to Human Identity is the key to unlocking the potential of AI. Okta secures AI by building the trusted, neutral infrastructure that enables organizations to safely embrace this new era. This work requires a relentless drive to solve complex challenges with real-world stakes. We are looking for builders and owners who operate with speed and urgency and execute with excellence. This is an opportunity to do career-defining work. We're all in on this mission. If you are too, let's talk. We are looking for an experienced Revenue Operations Manager to join our team. Based in the US, this role acts as a critical strategic bridge between our operational initiatives and cross-regional execution. While your primary focus will be on the Americas region, you will also provide support to our APAC international team as needed. You will be a vital member of the Revenue Operations team, overseeing projects and initiatives, driving system enhancements, and serving as a subject matter expert on processes that impact the entire organization. What You’ll Do * Own territory execution across assigned regions, ensuring bookings adhere to company policy, maintain accuracy, and meet compliance requirements throughout the process. * Serve as a subject matter expert for complex, high-value, and non-standard transactions across these regions. * Serve as a primary execution and escalation partner for the Finance Global Capability Center (FGCC), providing guidance on high-complexity scenarios and supporting the consistent application of policy and process. * Manage and develop direct reports. * Partner closely with Sales, Deal Desk, Finance, and related global teams to support complex deal structures and ensure transactions are executed in line with defined processes and controls. * Support managing month-end and quarter-end close activities, including preparing, reviewing, improving, and troubleshooting reconciliations as required, and serve as an escalation point for issues and exceptions. * Proactively identify discrepancies, trends, and opportunities for process improvement through ongoing review of operational data and workflows. * Develop and analyze business performance reporting to ensure an accurate reflection of operational results, creating reports and dashboards that support planning and decision-making. * Oversee and support multiple operational and process improvement initiatives, ensuring work is completed efficiently and aligned to expected outcomes. * Work with Business Technology and Finance Transformation teams to support system enhancements, including UAT participation, validation of changes, and issue resolution as needed. * Support training and enablement efforts both within the team and cross-functionally on processes, complex scenarios, and operational best practices. * Utilize automation and AI-enabled tools, where appropriate, to improve efficiency, accuracy, and scalability across Revenue Operations workflows. Who You Are You are a strong operational contributor with a solid understanding of end-to-end quote-to-cash processes and how upstream and downstream decisions impact outcomes. You bring: * Strategic curiosity and a practical approach to identifying issues and supporting continuous improvement. * Operational strength, with experience working through complex processes, policies, and systems. * Sound judgment when evaluating information, prioritizing work, and handling non-standard scenarios. * Clear and effective communication skills, with the ability to work across teams and explain processes or decisions. * Adaptability and comfort managing multiple priorities in a dynamic environment. * A forward-looking mindset, including openness to using automation and AI-enabled tools to improve how work is done. Qualifications * 6–8+ years of experience in Order Management, Sales Operations, Deal Desk, or a related role  * 2-3+ years of direct management experience * Advanced knowledge of operations systems and tools such as Salesforce, CPQ, NetSuite, Tableau, or similar platforms preferred * Ability to move fast, adapt, and thrive in a dynamic and fast changing environment #LI-MK1 #LI-hybrid P10386_3371473 The annual base salary range for this position for candidates located in the San Francisco Bay area is between: $134,000—$184,800 USD Below is the annual base salary range for candidates located in California (excluding San Francisco Bay Area), Colorado, Illinois, New York and Washington. Your actual base salary will depend on factors such as your skills, qualifications, experience, and work location. In addition, Okta offers equity (where applicable), bonus, and benefits, including health, dental and vision insurance, 401(k), flexible spending account, and paid leave (including PTO and parental leave) in accordance with our applicable plans and policies. To learn more about our Total Rewards program please visit: https://rewards.okta.com/us.    The annual base salary range for this position for candidates located in California (excluding San Francisco Bay Area), Colorado, Illinois, New York, and Washington is between: $120,000—$165,000 USD The Okta Experience * Supporting Your Well-Being  * Driving Social Impact  * Developing Talent and Fostering Connection + Community We are intentional about connection. Our global community, spanning over 20 offices worldwide, is united by a drive to innovate. Your journey begins with an immersive, in-person onboarding experience designed to accelerate your impact and connect you to our mission and team from day one. Okta is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, ancestry, marital status, age, physical or mental disability, or status as a protected veteran. We also consider for employment qualified applicants with arrest and convictions records, consistent with applicable laws. If reasonable accommodation is needed to complete any part of the job application, interview process, or onboarding please use this Form to request an accommodation. Notice for New York City Applicants & Employees: Okta may use Automated Employment Decision Tools (AEDT), as defined by New York City Local Law 144, that use artificial intelligence, machine learning, or other automated processes to assist in our recruitment and hiring process. In accordance with NYC Local Law 144, if you are an applicant or employee residing in New York City, please click here to view our full NYC AEDT Notice.