RevOps Generalist (Contract Role) at FOSSA

You’re a RevOps Generalist who thrives in both technical and analytical environments, comfortable with Salesforce configuration, forecasting models, and funnel analysis. You think in systems—how leads move from marketing to sales to close to renewal—and identify where handoffs and data breakdowns occur.

This is a contract role at a fast-moving startup, so you should embrace ambiguity rather than avoid it. You’ll often define the right approach as much as execute it. You’re comfortable inheriting a messy CRM instance and transforming it into a clean, adopted, and trusted system. You seamlessly transition between technical work (Salesforce administration, tool integrations, workflow automation), analytical work (dashboards, KPIs, capacity models), and cross-functional collaboration to align Sales, Marketing, Customer Success, and Finance on revenue goals.

Most importantly, you’re a builder and operator—not just an analyst. You don’t wait for a fully scoped project; you spot friction in the revenue process, propose solutions, and execute them.

Responsibilities & Key Skills:

• Own the GTM tech stack. Administer and optimize the CRM and connected tools across sales, marketing, and customer success to ensure systems remain integrated, adopted, and clean. This includes our core Salesforce instance and tools built out under the GTM Max initiative.
• Drive pipeline and forecasting rigor. Build and maintain forecasting models, pipeline reporting, and dashboards to provide leadership with a reliable view of revenue health and deal progression.
• Design and streamline revenue processes. Map and improve the end-to-end funnel from lead to close and beyond, removing friction and aligning handoffs between marketing, sales, and customer success. Help build and enforce the closed-deal checklist, and optimize the quoting process, including exploring a quoting agent or CPQ-style workflow inside Salesforce. Turn data into actionable insights on conversion rates, sales velocity, churn, and other KPIs to inform strategy and resource allocation.
• Manage planning and operations cadences. Support quota and compensation planning and capacity modeling.
• Partner cross-functionally. Act as the connective layer between GTM teams and Finance to ensure goals, metrics, and go-to-market execution stay aligned.

Qualifications

• Proven hands-on experience with Salesforce administration, including building and maintaining flows, automations, security and sharing models, and reporting. Salesforce Admin certification is a plus.
• Strong background in sales/revenue operations, including forecasting methodology, pipeline management, and funnel/conversion analysis.
• Demonstrated ability to design and implement GTM tech stack integrations across sales, marketing, and customer success tools, with an emphasis on data cleanliness and adoption.
• Strong analytical skills and fluency in building dashboards and reporting (Salesforce reports/dashboards, Excel/Sheets, and/or a BI tool).
• Experience supporting quoting, deal desk, or CPQ-style processes.
• Comfortable working independently and setting priorities in an ambiguous, fast-paced startup environment as a contractor.
• Clear written and verbal communicator who can collaborate effectively with Sales, Marketing, Customer Success, and Finance stakeholders.
• Detail-oriented, with a bias toward clean data and real process fixes over quick patches.

It’s a plus if you also have

• Experience with CPQ or quoting-automation tools (native Salesforce CPQ, DealHub, PandaDoc, or similar).
• Experience with marketing/sales engagement tools (e.g., Marketo, HubSpot, Outreach, Gong) and their integration with Salesforce.
• Experience with quota, capacity, or commission-planning tools (e.g., Xactly, CaptivateIQ, Spiff).
• Prior RevOps experience at an early- or growth-stage B2B SaaS company.
• Experience partnering directly with Finance on GTM metrics, planning, and reporting cadences.
• Familiarity with AI-driven GTM tooling, or a willingness to evaluate and pilot new tools as part of the GTM Max initiative.