Principal Revenue Operations

About Sortly

Sortly offers a straightforward, multi-device inventory management platform, serving thousands of SMBs and teams within renowned corporations, government organizations, and various groups like music bands and sports teams. This visual and intuitive solution tracks consumables, assets, and materials efficiently. With over 8,000 five-star App Store ratings and a net promoter score above 55, Sortly has achieved significant growth driven mainly by organic referrals and word of mouth. The company is profitable, financially autonomous, and poised for expansion in a $20 billion market. It operates as a distributed, remote-first company with teams across four countries.

Core Values

• Real: Emphasize authenticity, transparency, and accountability through honest communication and ownership.
• Inspiring: Encourage big thinking, empower team members to excel, and acknowledge contributions both large and small.
• Smart: Apply first principles thinking to question deeply, foster a growth mindset, and guide decisions using data.
• Empathetic: Practice humility, actively listen, engage emotionally and mentally to support others, and consider the impact of actions on people.

Role Overview

The Principal Revenue Operations role is a senior leadership position integral to Sortly's go-to-market (GTM) framework. Reporting to the Chief Revenue Officer (CRO) and acting as their deputy across the GTM organization, this leader also collaborates closely with the VP of Data. The role orchestrates the operational functions bridging Sales, Marketing, Customer Success, and Customer Experience into a unified, high-performance revenue team.

This position demands a strategic operator who partners with the CRO on GTM strategy, represents revenue operations in leadership discussions, and converts ambitious growth aims into executable systems, processes, and insights. Key responsibilities include improving operational efficiency, ensuring pipeline integrity, delivering accurate forecasting, and maintaining consistent execution aligned with business objectives. Acting with the authority of the CRO, this role keeps the entire GTM organization aligned and focused.

Key Responsibilities

• Provide leadership and strategic partnership to the CRO, representing their interests and decisions within the GTM leadership and operations.
• Collaborate on GTM strategy, annual planning, and resource distribution across Sales, Marketing, Customer Success, and Customer Experience.
• Achieve alignment with GTM leadership on critical strategy aspects such as ideal customer profiles, lead qualification standards, joint objectives, and service level agreements.
• Deliver executive-level reporting and foster accountability toward company revenue goals.
• Own the design, implementation, and evolution of revenue technology including CRM, marketing automation, customer success platforms, and analytic tools such as HubSpot, Avoma, Hightouch, and lead router systems.
• Develop a long-term roadmap for GTM system landscapes, choosing and phasing out tools to support scalable growth.
• Audit system integrity, integration, and utilization while promoting tool adoption through comprehensive enablement and training.
• Collaborate with the Data team to maintain clean, connected revenue data with standard definitions and shared governance.
• Establish and enforce standards for CRM, opportunity management, and data hygiene to scale with business growth.
• Co-manage workflows delivering actionable insights and recommendations to GTM teams, aligning efforts among RevOps, Customer Insights, and Data Engineering.
• Participate in revenue forecasting, pipeline evaluation, and performance monitoring to support accurate organizational planning.
• Create and sustain a suite of RevOps dashboards tracking funnel performance and SaaS metrics including ARR, CAC, CLTV, and NRR.
• Lead regular forums reviewing revenue metrics, uncovering trends, and guiding strategic decision-making through data analysis.
• Manage the entire lead-to-renewal lifecycle encompassing routing, qualification, handoffs, funnel metrics, and attribution modeling.
• Partner with Marketing to optimize lead scoring, evaluate campaign effectiveness, and refine website conversion rate optimization.
• Document, map, and enhance core revenue workflows like lead management and sales-to-customer success handoffs to foster clarity and scalability.
• Steer strategic cross-functional initiatives aimed at improving revenue performance, including system modernization, process innovation, and organizational alignment programs.
• Develop strong business cases and secure executive support for long-term investments enhancing the GTM infrastructure.
• Collaborate with Customer Success and Data teams on churn analysis, health scoring, and strategies to grow revenue via upsell and cross-sell from the existing customer base.

Candidate Profile

• Minimum of 8 years’ experience in Revenue Operations or related Sales/Marketing Operations roles, with senior leadership tenure in B2B SaaS environments.
• Proven cross-functional leadership skills, capable of serving as a strategic partner to executive GTM leadership and representing the CRO’s interests.
• Extensive expertise managing and enhancing CRM and revenue technology platforms, such as HubSpot, Segment, Amplitude, and Looker.
• Strong knowledge of sales funnels, customer journeys, and key SaaS metrics (including ARR, CAC, CLTV, and NRR).
• Fluent and curious with AI technologies, utilizing relevant tools thoughtfully to extend impact and efficiency.
• Advanced analytical abilities, with experience crafting executive reporting and dashboards utilizing multiple systems.
• Ability to lead influence-driven change, align senior stakeholders, and drive organizational transformation across departments.
• Excellent communication and project management capabilities, comfortable presenting to executive audiences.
• Self-motivated and effective in fast-moving, fully remote work settings.

Benefits and Culture

• Collaborate with a motivated and committed team.
• Experience a work culture focused on innovation, growth, and cooperation.
• Competitive compensation and comprehensive benefits.
• Opportunity to contribute significantly to the future of inventory management solutions.
• Annual company retreats held off-site.
• Home office equipment stipend.
• 401(k) retirement plan with company matching.
• Annual learning and development reimbursement program.

Compensation

The annual salary range for this position is between $175,000 and $184,000. This range is benchmarked according to geographic location, ensuring equitable and market-aligned compensation placement.