Revenue Operations Lead

As Primer’s Revenue Operations Lead, you will own the systems, processes, and reporting that move a family from their first interaction with Primer through their first day of school.

You will own Salesforce, HubSpot, our calling technology, and the reporting that the Growth team uses to manage enrollment performance. You will serve as the daily operating partner to the Head of Growth and act as the connective point between Marketing, Admissions, Product, and other cross-functional partners, creating one reliable view of the enrollment funnel.

This is a hands-on builder role. You will redesign our lead flow using native platform capabilities, establish the rhythm-of-business reporting that informs our decisions, and maintain a prioritized roadmap of the revenue-system problems most worth solving.

This role has no direct reports today, but the function may grow underneath you as Primer scales.

What you’ll do

Own our revenue systems

• Own Salesforce, HubSpot, and the broader revenue technology stack, including architecture, administration, integrations, governance, and ongoing optimization
• Maintain strong data quality, clear system documentation, and consistent operating standards
• Translate business needs into technical requirements and prioritize solutions with Growth, Admissions, Marketing, and Product
• Lead testing, validation, deployment, and adoption for system enhancements

Redesign the enrollment engine

• Redesign our lead flow so each inquiry is routed correctly and the right source, campaign, campus, and family context reaches Admissions before the first conversation
• Move critical workflows away from middleware and toward reliable native platform integrations
• Evaluate, select, and implement Primer’s next calling and communications platform
• Improve lead routing, attribution, funnel visibility, and lifecycle-stage governance across systems

Build the operating system for growth

• Build and maintain reporting across the full funnel, from lead generation through enrollment and the first day of school
• Establish the weekly and monthly reporting used to evaluate performance, diagnose funnel issues, and make resource decisions
• Bring clear insights and recommendations to monthly business reviews
• Build forecasting and capacity-management tools in partnership with the Head of Growth
• Create one trusted view of performance across Marketing, Admissions, and campus capacity

Improve how the team operates

• Turn the practices of our strongest Admissions representatives into a documented playbook library that Admissions leadership can use for coaching and enablement
• Run a weekly operating cadence with Marketing, Admissions, Product, and other key partners
• Maintain a standing roadmap of system and process improvements, supported by research, impact assessments, and clear recommendations
• Proactively identify broken processes and bring forward solutions, not just status updates

What you’ll accomplish in your first 90 days

• Map and document Primer’s full lead-flow and revenue-system architecture alongside the current systems owner
• Identify the highest-risk gaps in routing, attribution, integrations, reporting, and data quality
• Align with the Head of Growth and key stakeholders on the future-state design
• Ship the first phase of the lead-flow and integration migration
• Launch the first version of Primer’s rhythm-of-business reporting and establish a weekly review cadence
• Publish a prioritized revenue operations roadmap with researched recommendations, expected impact, and proposed sequencing

What we’re looking for

• Deep, hands-on experience with both Salesforce and HubSpot, including relevant certifications
• A track record of personally building and administering systems, not solely managing vendors or designing from a distance
• Experience building or rebuilding a revenue engine within an early-stage or rapidly scaling company
• Previous experience leading a sales or customer-facing team, with a clear understanding of how systems affect representative performance and customer experience
• Experience supporting high-consideration consumer sales, where customers are making a significant and personal decision
• Strong understanding of lead routing, attribution, lifecycle stages, data architecture, reporting, and funnel management
• The ability to turn ambiguous business problems into clear requirements, prioritized solutions, and shipped improvements
• A solutions-oriented approach: when presented with several broken points, you research the options and return with a recommendation
• A systems mindset: you naturally think about where a lead enters, what information travels with it, how it changes over time, and what the representative needs to see

Nice to have

• Experience evaluating and implementing CTI or calling platforms
• Sales enablement or playbook-development experience
• Experience building forecasting, staffing, or capacity models
• Experience supporting a multi-location or geographically distributed organization