Principal Revenue Operations

About Sortly

Sortly offers a straightforward, multi-platform inventory management solution used by thousands of small and medium businesses as well as teams in prominent corporations, government bodies, music groups, and sports teams. With a visual and user-friendly design, Sortly helps clients effectively manage their consumables, assets, and materials. Boasting over 8,000 five-star App Store ratings and a net promoter score exceeding 55, Sortly's growth is primarily fueled by organic referrals and word of mouth. The company is profitable, financially independent, and positioned to expand in a $20 billion market. It is a remote-first company from the start with employees across four countries.

Company Values

• Real: We prioritize authenticity through transparency, honesty, clarity, and accountability for our actions and results.
• Inspiring: We encourage big thinking, empower others to perform at their best, and celebrate all achievements.
• Smart: We apply first principles thinking by questioning deeply, embracing continuous learning, and making data-driven decisions.
• Empathetic: We listen openly, support others mentally and emotionally, and consider how our actions affect people.

Role Overview

The Principal Revenue Operations is a senior leadership position integral to Sortly's go-to-market (GTM) strategy. Reporting directly to the Chief Revenue Officer (CRO) and acting as their deputy, this role bridges Sales, Marketing, Customer Success, and Customer Experience to build a unified and high-performing revenue team.

This position requires a strategic operator who collaborates closely with the CRO to craft GTM strategies, translate growth objectives into operational execution, and maintain alignment across the GTM organization. Responsibilities include enhancing operational efficiency, maintaining pipeline integrity, ensuring forecasting accuracy, and driving consistent progress against business goals.

Key Responsibilities

• Act as the CRO's chief lieutenant across the Sales-Assisted GTM organization by participating in leadership discussions, cross-department decisions, and daily operational management.
• Collaborate on GTM strategy development, annual planning, and resource distribution spanning Sales, Marketing, Customer Success, and Customer Experience.
• Ensure alignment among GTM leaders on critical strategic questions like ideal customer profiles, lead qualification standards, joint planning, and service level agreements.
• Represent the revenue team in executive reporting and uphold accountability for company growth targets.
• Own the strategy and evolution of the full revenue technology ecosystem, including CRM, marketing automation, customer success platforms, and analytics tools such as HubSpot, Avoma, Hightouch, and lead routing systems.
• Design and implement a long-term roadmap for GTM systems; assess, introduce, and phase out tools to support scalability.
• Audit system performance, integration quality, and utilization; drive adoption through comprehensive enablement and training.
• Partner with the Data team to establish data governance frameworks ensuring clean, integrated revenue data with consistent definitions.
• Set CRM management, opportunity tracking, and data hygiene standards compatible with evolving business needs.
• Co-manage workflows that produce actionable insights for GTM teams, collaborating with RevOps, Customer Insights, and Data Engineering groups to determine priorities and delivery.
• Contribute to revenue forecasting, pipeline analysis, and performance reporting to facilitate precise planning across the revenue organization.
• Develop and maintain a central suite of RevOps dashboards tracking funnel metrics and key SaaS indicators such as Annual Recurring Revenue (ARR), Customer Acquisition Cost (CAC), Customer Lifetime Value (CLTV), and Net Revenue Retention (NRR), ensuring data consistency between HubSpot and the data warehouse.
• Lead regular insight meetings like monthly Revenue Metrics Reviews to identify trends and help guide strategic decisions.
• Manage the entire lead-to-renewal customer lifecycle, including routing, qualification, handoffs, funnel metric analysis, and attribution modeling.
• Work with Marketing on lead scoring, campaign performance, and continuous optimization of the company website.
• Map, refine, and document core revenue processes such as lead management and handoff between sales and customer success to promote clarity, consistency, and efficiency at scale.
• Lead cross-department initiatives to boost revenue performance including system upgrades, process improvements, and organizational alignment programs.
• Create business cases and secure executive backing for investment in GTM engine enhancements.
• Collaborate with Customer Success and Data teams to analyze churn, develop customer health scores, and identify upsell and cross-sell opportunities resulting in repeatable revenue expansion processes.

Candidate Profile

• More than 8 years of professional experience in Revenue Operations, Sales Operations, or Marketing Operations, preferably including senior leadership roles within B2B SaaS companies.
• Proven ability as an influential, cross-functional leader who acts as a trusted partner to executive GTM leadership, capable of representing the CRO in diverse settings.
• Extensive expertise managing and optimizing CRM and revenue technology platforms such as HubSpot, Segment, Amplitude, and Looker.
• Strong understanding of sales funnels, customer journey analytics, and SaaS financial metrics including ARR, CAC, CLTV, and NRR.
• Comfortable and curious with AI technologies, applying tools thoughtfully not only to improve efficiency but to expand impact.
• Exceptional analytical skills with experience building executive reporting and dashboards integrating multiple data sources.
• Demonstrated success leading through influence, aligning senior stakeholders, and managing organizational change across departments.
• Excellent communication and project management capabilities, including presenting to senior executives.
• A self-driven professional who thrives in fast-paced, fully remote work settings.

Why Choose Sortly

• Join a motivated and dedicated team passionate about innovation and growth.
• Be part of a culture that promotes creativity, collaboration, and personal development.
• Competitive compensation and benefits reflecting your location.
• Make a meaningful contribution to the future of inventory management solutions.
• Participate in annual company-wide retreats.
• Receive stipends to support your home office setup.
• Benefit from 401(k) matching programs.
• Avail yearly reimbursements for learning and development.

Salary Information

The annual compensation for this role ranges between $175,000 and $184,000, adjusted for geographic location to ensure fair and market-aligned pay.