RevOps Lead

About the Role

We’re looking for a Revenue Operations (RevOps) Lead to design, optimize, and scale the systems and processes that power Graphite’s go-to-market engine.

What You’ll Do

Territory & Pipeline Strategy

• Own the territory modeling process — build frameworks that balance opportunity potential, account density, and rep capacity to drive equitable coverage and revenue scalability.

• Develop account segmentation models that categorize customers by firmographics, intent, product usage, and propensity to buy, ensuring our teams target the right accounts with the right motions.

• Develop and operationalize account propensity models to help sellers prioritize high-potential accounts and actions.

• Partner with Sales Leadership to define territory reassignment triggers (e.g., growth thresholds, new verticals, regional expansion) and implement them in real time.

• Establish and maintain territory health dashboards to monitor coverage efficiency, account penetration, and pipeline balance across segments.

Systems & Data Infrastructure

• Own our GTM tech stack (HubSpot, Clay, UnifyGTM, Outreach, and supporting integrations), ensuring data accuracy, enrichment, and hygiene across all systems.

• Create scalable, automated workflows that route leads, assign territories, and trigger follow-ups in real time.

• Build and maintain dashboards to monitor GTM performance, pipeline health, and productivity metrics.

Insights & Optimization

• Define key revenue and productivity metrics, ensuring visibility across

• Analyze funnel performance and identify bottlenecks, trends, and opportunities to improve conversion and velocity.

• Provide actionable insights to improve sales efficiency across both PLG and SLG motions.

Cross Functional Collaboration

• Partner closely with Data and Marketing teams to transform product usage data, firmographic signals, and campaign performance into actionable GTM insights.

• Collaborate with Marketing to ensure lead scoring, routing, and engagement strategies align with territory models and ICPs.

What We’re Looking For

• 3+ years of experience in Revenue Operations, Sales Operations, or related analytical GTM roles.

• Proven ability to manage and integrate CRM and GTM systems (HubSpot, Outreach, UnifyGTM, Clay, or similar).

• Strong analytical mindset. Comfortable with data modeling, dashboards, and using insights to drive action.

• Demonstrated experience balancing territory design, lead routing, and performance analytics.

• Understanding of both PLG motion metrics (usage, conversion, expansion) and SLG processes (pipeline, quota, forecasting).

• Excellent communication skills & ablility to translate complex data into clear recommendations for cross-functional teams.

Nice to Have

• Experience working in a hybrid PLG + Enterprise environment.

• Familiarity with data enrichment tools, intent data, or predictive lead scoring.

• Background in SaaS or B2B startups where GTM systems evolved rapidly.