GTM Operations Manager

About the role

• RevenueCat provides infrastructure and tools that help app businesses build, run, and improve monetization. Since graduating from Y Combinator's S18 batch, it has grown into a monetization platform used by more than 50% of newly shipped subscription apps, processing over $16 billion in annual purchase volume. Customers range from solo developers to the OpenAI mobile team.
• The remote-first team includes more than 150 people across over 25 countries. Its values are Customer Obsession, Always Be Shipping, Own It, and Balance. The company expects hard work and a high standard of delivery for systems that manage billions of dollars and touch hundreds of millions of end users.
• This fully remote role is open to applicants in the United States and United Kingdom.
• As GTM Operations Manager, you will build and improve workflows connecting Sales, Marketing, and Customer Growth. Your initial focus will be lead handoffs and lifecycle execution: the data, automation, quality checks, and reporting that turn customer signals into useful action.
• Join the existing GTM Operations team, working closely with Nathan Bellehsen on Salesforce and Sales systems and Masha Tsaryk on Marketing and customer-lifecycle systems.
• This is a hands-on individual-contributor role. Own agreed projects from understanding the problem through building, testing, rollout, and ongoing improvement. Experienced teammates provide context, help prioritize, and partner on architectural decisions; you are expected to make progress independently and flag problems early.
• The stack includes Salesforce, Customer.io, Clay, Looker, automation tools, and a growing set of AI workflows. You do not need experience with every tool, but should understand how systems connect and enjoy troubleshooting.
• RevenueCat is growing its GTM organization and developing more deliberate ways to identify promising accounts, support product adoption, and scale successful one-to-one work into broader programs. This role adds capacity to make workflows dependable, reduce manual handoffs, clarify ownership, improve data quality, and avoid repeatedly solving the same problems.

Responsibilities

• Own selected GTM workflows end-to-end: translate business problems into practical solutions, agree on success measures, build and test, and remain responsible after launch.
• Make lead and account handoffs dependable through enrichment, qualification, routing, alerts, and follow-up visibility. Ensure important signals reach a named owner and make missed or failed handoffs visible.
• Put lifecycle programs into production with Marketing and Customer Growth. Define audiences, triggers, exclusions, data syncs, campaign quality assurance, and measurement. Turn repeatable requests into reusable workflows and templates.
• Trace account, contact, and product-usage data across systems. Investigate stale records, duplicates, mismatched relationships, and failed syncs; resolve issues where possible and partner with system or Data owners on deeper problems.
• Build reliable automation by testing realistic scenarios and edge cases, monitoring failures, and defining recovery procedures. Review consequential changes with the relevant system owner before rollout.
• Use AI to improve enrichment, research, qualification, and quality checks. Evaluate outputs, understand failure modes, and measure time savings or quality improvements.
• Document workflows, enable users, gather feedback, and improve adoption. Ensure teammates can operate and troubleshoot your work, keep documentation current, and fill gaps in inherited processes.
• Build and maintain reporting on workflow health, handoff gaps, campaign execution, and adoption. Partner with senior Operations teammates and Data on consistent definitions.

Success milestones

• Within the first month: learn how customers move through RevenueCat and how GTM teams support them; map an initial workflow with Nathan Bellehsen and Masha Tsaryk, including data sources, owners, dependencies, and failure points; ship a first useful improvement as part of the company's first-ship tradition; and agree on your initial ownership area and priorities.
• Within three months: own the daily operation of agreed lead and/or lifecycle workflows; deliver an improvement from scoping through rollout with documentation and stakeholder feedback; establish baseline measures and monitoring; and enable another teammate to support your work when you are away.
• Within six months: demonstrate measurable improvement in a core workflow, such as fewer missed handoffs, faster campaign delivery, fresher data, or less manual effort; turn recurring requests into reusable processes; and show that users are successfully adopting your workflows while improving what is not working.
• Within twelve months: independently deliver cross-system projects within your ownership areas; establish a track record of reliable workflows, useful automation, and improved GTM effectiveness; help shape priorities using user feedback, operational performance, and customer needs; and develop deeper expertise while taking on more complex work.

Requirements

• At least three years of hands-on experience in GTM, revenue, marketing, sales, or customer operations.
• Practical Salesforce experience, including objects, relationships, fields, flows, and data movement. You must have built or changed things yourself.
• Experience building in a marketing automation platform such as Customer.io, HubSpot, Marketo, Braze, or Iterable, including segmentation, triggers, and integrations.
• Experience building something useful with AI. Be able to explain the problem, your contribution, how you checked results, what failed, and what you changed. Sanitized walkthroughs are welcome; confidential work from previous employers is not expected.
• Strong troubleshooting and analytical judgment: trace problems across systems, test assumptions against data, and distinguish symptoms from causes.
• Ownership and follow-through: work through ambiguity, communicate tradeoffs, and deliver agreed solutions without needing every step assigned.
• Clear written communication: keep stakeholders informed, document decisions, and explain technical problems in actionable language.
• Attention to detail, including anticipating incorrect audiences, missing records, duplicate triggers, and failed handoffs.
• Learning agility and adaptability: apply existing knowledge to unfamiliar tools and adjust plans as priorities change while maintaining commitments and communication.
• Ideally, experience in a product-led or usage-based business serving both self-service and Sales-assisted customers.
• Ideally, experience connecting CRM, marketing automation, customer-success, or product-usage systems.
• Ideally, ability to use SQL, APIs, webhooks, or lightweight scripts to investigate data and connect tools.
• Ideally, experience improving internal-tool adoption or replacing repetitive manual work with maintained workflows.
• Ideally, experience supporting customer onboarding, product adoption, lifecycle education, or account-coverage programs.

Benefits

• Competitive equity in a fast-growing Series C startup backed by top-tier investors, including Y Combinator.
• A 10-year window to exercise vested equity options.
• A fully remote environment designed around autonomy and flexibility.
• Four to five weeks of flexible time off annually.
• A paid desk at a coworking space.
• Workspace budget and continuous learning stipend.

Interview process and working at RevenueCat

• The interview process is intentionally rigorous, assessing excitement about the work, alignment with how the company operates, and readiness to meet a high performance standard.
• Read How We Hire at RevenueCat for information about the process and tips for succeeding.
• Learn about hiring and team design in Building a Winning Team.
• Read Our Values and How We Work Remotely at RevenueCat.
• Review Interview Expectations and the Employment FAQ.