Principal Revenue Operations

About Sortly

Sortly provides an intuitive, multi-device inventory management platform used by thousands of small and medium-sized businesses, as well as various teams in corporations, government agencies, music groups, and sports organizations. With a visual and user-friendly interface, Sortly helps users efficiently track consumables, assets, and materials. The company boasts over 8,000 five-star ratings on the App Store and a net promoter score exceeding 55. Sortly has experienced strong organic growth, remains profitable, financially independent, and is poised for significant expansion in a market valued at $20 billion. The company operates as a fully distributed, remote-first organization across four countries.

Core Values

• Real: Upholding authenticity, transparent communication, and accountability in actions and outcomes.
• Inspiring: Encouraging ambitious thinking, empowering individuals to excel, and recognizing all achievements.
• Smart: Applying fundamental reasoning, embracing curiosity and growth mindset, with decisions driven by data.
• Empathetic: Listening openly, fostering emotional presence, valuing contributions, and being mindful of others' impact.

Role Overview

The Principal Revenue Operations role is a senior leadership position integral to Sortly's go-to-market (GTM) framework. Reporting directly to the Chief Revenue Officer (CRO) and acting as their second-in-command across the sales-assisted GTM teams, this person also partners strategically with the Vice President of Data. They oversee unifying Sales, Marketing, Customer Success, and Customer Experience teams into a cohesive, high-performing revenue-focused organization.

This position demands a strategic operator who collaborates with the CRO on GTM strategies, represents revenue operations in leadership discussions, and transforms ambitious growth objectives into actionable systems, processes, and insights. Key goals include enhancing operational efficiency, maintaining pipeline integrity, ensuring precise forecasting, and sustaining consistent delivery aligned with company goals. Additionally, this leader deputizes for the CRO to keep the GTM organization aligned.

Key Responsibilities

• Act as a strategic partner and trusted delegate to the CRO within the GTM leadership team, guiding decision-making and daily operations.
• Collaborate on GTM strategy development, annual planning, and resource distribution across Sales, Marketing, Customer Success, and Customer Experience.
• Drive alignment among GTM leaders on strategic topics including ideal customer profiling, lead qualification methods, coordinated planning, and service level agreements.
• Represent revenue functions in executive reporting and accountability efforts related to growth targets.
• Own the revenue technology ecosystem strategy, including CRM, marketing automation, customer success platforms, and reporting tools such as HubSpot, Avoma, Hightouch, and lead router.
• Develop and maintain multi-year roadmaps for GTM systems; evaluate, implement, and retire tools to support scaling.
• Monitor system health, data integrations, and user adoption through effective enablement and training programs.
• Lead governance of revenue data accuracy and system standards, collaborating with the Data team on consistent definitions and workflows.
• Contribute to revenue forecasting, pipeline evaluation, and reporting, producing comprehensive dashboards with key SaaS metrics (ARR, CAC, CLTV, NRR) and ensuring harmonization between HubSpot and data warehouses.
• Facilitate recurring insight sessions to reveal trends and inform strategic business decisions using data.
• Manage the entire lead through renewal funnel, including routing, qualification, handoffs, and attribution analytics; partner with Marketing on lead scoring and website conversion optimization.
• Document, refine, and optimize revenue workflows for scalability and operational clarity.
• Lead impactful cross-department initiatives enhancing revenue performance, including process transformation and technology upgrades.
• Build business cases and secure executive support for long-term investments in the GTM infrastructure.
• Work alongside Customer Success and Data teams on churn analyses, health scoring, and growth strategies through upsell and cross-sell tactics.

Candidate Profile

• Minimum 8 years of experience in Revenue Operations, Sales Operations, or Marketing Operations with several years in senior leadership in a B2B SaaS environment.
• Proven capability as a strategic partner to GTM executives, with credibility and discretion to act as a CRO proxy.
• Expertise managing and optimizing CRM and other revenue tools such as HubSpot, Segment, Amplitude, and Looker.
• Comprehensive understanding of sales funnels, customer lifecycles, and SaaS performance metrics (ARR, CAC, CLTV, NRR).
• Familiarity and curiosity regarding AI applications relevant to the role, leveraging AI tools to enhance scope and impact thoughtfully.
• Advanced analytical skills with experience in constructing executive dashboards and complex reports aggregating multiple data sources.
• Demonstrated leadership ability through influence, aligning senior stakeholders and driving organizational change.
• Exceptional communication and project management aptitude, skilled in presenting to executive leadership.
• Self-driven professional comfortable thriving in a fast-moving, remote-first organizational culture.

Compensation and Benefits

• Annual salary range between $175,000 and $184,000, adjusted based on geographic market data to ensure equitable pay.
• Competitive salary and comprehensive benefits package.
• Opportunity to join a passionate team dedicated to innovation and growth.
• Cultural emphasis on collaboration, continuous learning, and development.
• Annual company retreats held off-site.
• Home office stipend provided.
• 401(k) retirement plan with company match.
• Annual reimbursement for professional learning and development.