Principal Revenue Operations

About Sortly

Sortly offers a straightforward, multi-device inventory management platform used by thousands of small and medium businesses, as well as teams from renowned corporations, government agencies, and diverse groups including music and sports teams. The platform's visual and user-friendly design helps users effectively manage their consumables, assets, and materials. With more than 8,000 five-star ratings on the App Store and a net promoter score exceeding 55, Sortly's growth has been organically driven. The company is profitable, financially autonomous, and positioned to expand within a $20 billion market. Sortly operates as a distributed, remote-first organization spanning across four countries.

Company Values

• Authenticity: Emphasizing honesty, transparency, and accountability.
• Inspiration: Encouraging ambitious thinking, empowering others, and celebrating achievements.
• Intelligence: Applying first principles thinking, fostering a growth mindset, and making data-driven decisions.
• Empathy: Listening attentively, being humble, valuing others, and considering impacts of actions.

Role Overview

The Principal Revenue Operations position is a senior leadership role critical to Sortly's go-to-market function. Reporting directly to the Chief Revenue Officer (CRO) and acting as the second-in-command within the GTM organization, this role collaborates strategically with the VP of Data. It centralizes the operational functions linking Sales, Marketing, Customer Success, and Customer Experience into a unified and efficient revenue organization.

This position calls for a strategic operator who will assist in shaping GTM strategy alongside the CRO, represent revenue operations at the leadership level, and translate growth ambitions into actionable processes, systems, and insights. The role drives operational excellence, pipeline accuracy, revenue forecasting, and consistent execution of goals, acting on behalf of the CRO to align the GTM team.

Key Responsibilities

• Provide strategic partnership and leadership support to the CRO, serving as a trusted proxy in leadership forums and daily operational management across the Sales-Assisted GTM organization.
• Collaborate with the CRO in developing go-to-market strategy, annual planning, and resource distribution across all revenue-facing departments.
• Ensure cross-functional alignment on key strategic topics including ideal customer profile (ICP) targeting, lead qualification, joint planning efforts, and service level agreements.
• Represent revenue operations in executive reporting and hold the team accountable for company growth objectives.
• Lead strategy, architecture, and continuous improvement of the revenue technology ecosystem, managing platforms such as HubSpot, Avoma, Hightouch, and lead routing tools.
• Plan and execute a multi-year roadmap for GTM system infrastructure, including tool evaluation, implementation, and decommissioning to support scalability.
• Conduct audits on system integrations and health, promoting usage adoption through training and enablement initiatives.
• Partner with the Data team to maintain data integrity and governance with consistent terminology and clean revenue data across platforms.
• Establish and enforce CRM, opportunity management, and data hygiene standards that evolve with the business needs.
• Co-own workflows for delivering actionable insights and recommendations to GTM teams in collaboration with RevOps, Customer Insights, and Data Engineering departments.
• Contribute to revenue forecasting, pipeline reviews, and performance analysis to support precise revenue planning.
• Develop and sustain comprehensive dashboards monitoring funnel metrics and essential SaaS indicators such as ARR, CAC, CLTV, and NRR.
• Lead regular insight meetings to review revenue metrics, identify trends, and drive strategy based on analytical data.
• Oversee the complete lead-to-renewal process including lead routing, qualification, handoffs, funnel tracking, and attribution modeling.
• Work with Marketing to optimize lead scoring, assess campaign impact, and enhance ongoing optimization (CRO) of the company website.
• Document, refine, and streamline core revenue workflows to ensure clarity, uniformity, and efficiency at scale.
• Lead significant cross-functional projects aimed at improving revenue performance including system upgrades, process overhauls, and organizational alignment programs.
• Prepare business cases and obtain executive endorsement for long-term investments to strengthen the GTM engine.
• Collaborate with Customer Success and Data teams on churn evaluations, health scoring, and upsell/cross-sell insights to foster repeatable revenue growth.

Candidate Profile

• At least eight years of experience in Revenue Operations or closely related fields like Sales or Marketing Operations, with senior leadership experience in B2B SaaS contexts.
• Proven ability to lead across functions as a strategic partner to executive GTM leadership, possessing the judgment to operate effectively as the CRO’s representative.
• Extensive experience managing and optimizing CRM and revenue platforms, including tools like HubSpot, Segment, Amplitude, and Looker.
• In-depth knowledge of sales funnels, customer journeys, and key SaaS performance metrics such as ARR, CAC, CLTV, and NRR.
• Fluency in AI technologies, with a proactive approach to experimenting with and implementing AI tools to broaden impact beyond efficiency gains.
• Strong analytical aptitude and experience designing executive-level dashboards and reports across multiple platforms.
• Demonstrated success in leading change, aligning senior stakeholders, and influencing cross-functional teams.
• Excellent communication and project management capabilities with a track record of effective presentations to executive audiences.
• A proactive self-starter comfortable working in a fast-paced, fully remote environment.

Why Work at Sortly

• Engage with a motivated and committed team.
• Join a culture that encourages innovation, professional growth, and teamwork.
• Benefit from a competitive salary and comprehensive benefits.
• Play a key role in shaping the future infrastructure of inventory management.
• Participate in annual company retreats.
• Receive a home office equipment stipend.
• Access a 401k matching program.
• Enjoy yearly funding for learning and development.

Compensation

The annual salary range is $175,000 to $184,000. Compensation is benchmarked competitively based on geographic location, ensuring equitable placement within the range aligned with company pay philosophies.