GTM Operations Manager

About the role

• RevenueCat provides infrastructure and tools for app businesses to 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 high standards for systems that manage billions of dollars and touch hundreds of millions of end users.
• Build and improve workflows connecting Sales, Marketing, and Customer Growth, ensuring promising accounts reach the right owners, customers receive useful product guidance, and failed data syncs are caught before affecting campaigns, handoffs, or decisions.
• 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. Initial priorities are lead handoffs and lifecycle execution, including data, automation, quality checks, and reporting.
• This is a hands-on individual-contributor role owning agreed projects from problem definition through building, testing, rollout, and ongoing improvement. Experienced teammates provide context, priorities, and architectural partnership; you are expected to progress independently and flag issues early.
• The stack includes Salesforce, Customer.io, Clay, Looker, automation tools, and a growing set of AI workflows. Familiarity with every tool is not required, but understanding system connections and enjoying troubleshooting are important.
• RevenueCat is expanding its GTM organization and needs capacity to turn promising workflows into dependable daily operations, scale successful one-to-one work into broader programs, reduce manual handoffs, clarify ownership, and improve data trustworthiness.
• Applicant locations listed are the United States and United Kingdom.

Responsibilities

• Own selected GTM workflows end-to-end: translate business problems into practical solutions, agree on success measures, build and test solutions, 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 missed or failed handoffs are visible.
• Put lifecycle programs into production with Marketing and Customer Growth, covering audience definitions, 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 directly or partner with system and 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. Keep documentation current, fill gaps in inherited processes, and ensure teammates can operate and troubleshoot your work.
• Build and maintain reports on workflow health, handoff gaps, campaign execution, and adoption. Partner with senior Operations teammates and Data on consistent definitions.

Requirements

• At least 3 years of hands-on experience in GTM, revenue, marketing, sales, or customer operations.
• Practical Salesforce experience, including objects, relationships, fields, flows, and data movement, with experience building or changing 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, with the ability to explain the problem, your contribution, validation, failures, and improvements. Sanitized walkthroughs are welcome; confidential work from previous employers is not expected.
• Strong troubleshooting and analytical judgment: trace problems across systems, check 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 that keeps stakeholders informed, documents decisions, and makes technical problems actionable.
• Attention to details such as incorrect audiences, missing records, duplicate triggers, and failed handoffs.
• Learning agility and adaptability to unfamiliar tools and changing priorities while maintaining commitments and stakeholder 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 recurring manual work with maintained workflows.
• Ideally, experience supporting customer onboarding, product adoption, lifecycle education, or account-coverage programs.

Success milestones

• Within the first month: learn customer journeys and GTM support; map an initial workflow with Nathan Bellehsen and Masha Tsaryk, including data sources, owners, dependencies, and common failure points; ship a useful improvement through the company’s “first ship” tradition; and agree on initial ownership and prioritized problems.
• Within three months: own day-to-day 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 prepare another teammate to support the work during your absence.
• 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 demonstrate successful adoption 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 and useful automation; help shape priorities using user feedback, operational performance, and customer needs; and develop deeper expertise while taking on more complex work.

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.
• Fully remote work designed around autonomy and flexibility.
• 4–5 weeks of flexible time off annually.
• Paid desk at a coworking space.
• Workspace budget and continuous learning stipend.

Interviewing and working at RevenueCat

• The interview process is intentionally rigorous, assessing enthusiasm for the work, alignment with how the company operates, and readiness to meet a high performance bar. Read How We Hire at RevenueCat for details and preparation tips.
• Hiring and team design: Building a Winning Team.
• Working principles: Our Values.
• Remote collaboration: How We Work Remotely at RevenueCat.
• Interview process: Interview Expectations.
• Compensation and employment: Employment FAQ.