Principal Revenue Operations

About Sortly

Sortly is an easy-to-use, multi-device inventory management platform trusted by thousands of small to medium businesses, enterprise teams, government organizations, music groups, and sports teams to manage their consumables, assets, and materials effectively. With over 8,000 five-star ratings on the App Store and a Net Promoter Score exceeding 55, Sortly’s growth is predominantly fueled by organic channels and word of mouth. The company remains profitable, financially self-sufficient, and poised for expansion in a $20 billion market. Established as a remote-first and distributed company with teams across four countries.

Core Principles

• Authenticity: We operate with honesty, transparency, and take accountability for our actions and results.
• Inspiration: We think ambitiously, encourage others to perform their best, and celebrate all achievements.
• Intelligence: We apply first principles reasoning, continuously explore "why," embrace a growth mindset, and rely on data-driven decisions.
• Empathy: We listen attentively, value others’ perspectives, engage sincerely, and consider the impact of our actions.

Role Overview

The Principal Revenue Operations role is a senior leadership position central to Sortly’s go-to-market (GTM) function, directly reporting to the Chief Revenue Officer (CRO) and acting as their right hand across the GTM organization. This role partners strategically with the VP of Data and leads the operational framework aligning Sales, Marketing, Customer Success, and Customer Experience into a cohesive and high-performing revenue team.

This role is for a strategic operator capable of collaborating with the CRO to define GTM strategy, representing revenue operations at the executive level, and translating aggressive growth objectives into actionable systems, processes, and insights. Responsibilities include enhancing operational efficiency, maintaining pipeline accuracy, forecasting reliability, and ensuring consistent progress against business targets.

Primary Responsibilities

• Lead and support the CRO within the Sales-Assisted GTM organization, acting as a trusted deputy in leadership meetings, cross-functional initiatives, and daily operations.
• Collaborate with the CRO to develop GTM strategy, annual planning, and resource distribution across Sales, Marketing, Customer Success, and Customer Experience functions.
• Coordinate alignment among GTM leadership on critical matters like ideal customer profile targeting, lead qualification, joint planning, and service level agreements.
• Represent the broader revenue organization in executive reporting and uphold accountability for meeting company growth objectives.
• Oversee the revenue technology stack including CRM, marketing automation, customer success platforms, and reporting tools such as HubSpot, Avoma, and Hightouch.
• Define and execute the long-term roadmap for GTM systems, evaluating new tools and retiring those that no longer serve growth and scaling needs.
• Ensure system integrity, integration, and adoption by conducting audits and delivering training and enablement initiatives.
• Partner with Data teams to maintain shared governance ensuring clean, connected, and uniformly defined revenue data across all platforms.
• Establish and maintain standards for CRM, opportunity management, and data hygiene that scale with company growth.
• Collaborate on workflows that generate actionable insights, recommendations, and next steps via RevOps, Customer Insights, and Data Engineering teams.
• Contribute to and oversee revenue forecasting, pipeline analysis, and performance reporting to support accurate company-wide planning.
• Create and maintain a comprehensive set of RevOps dashboards tracking funnel metrics and key SaaS KPIs including ARR, CAC, CLTV, and NRR, ensuring consistency between HubSpot and the data warehouse.
• Lead regular insight meetings such as monthly Revenue Metrics Reviews to discern trends and inform strategic decision-making with data.
• Manage the entire lead-to-renewal lifecycle including lead routing, qualification, handoffs, funnel metrics, and attribution modeling.
• Work with Marketing teams on lead scoring, campaign effectiveness, and ongoing website conversion rate optimization (CRO).
• Document and refine core revenue workflows (e.g., lead management, sales-to-customer success handoffs) to foster clarity, consistency, and scalability.
• Direct strategically important, cross-functional projects aimed at elevating revenue performance, including system enhancements, process changes, and organizational alignment programs.
• Develop business cases and obtain executive approvals for long-term investments in the GTM platform.
• Collaborate with Customer Success and Data teams to analyze churn, health scores, and upsell/cross-sell opportunities leading to repeatable revenue expansion processes.

Required Qualifications

• At least eight years of experience in Revenue Operations, Sales Operations, or Marketing Operations, ideally having managed these functions solo at some point.
• Minimum one year in a revenue operations leadership capacity within a scaling company (100+ employees, revenue up to $50M), with experience aligning sales, marketing, and customer success teams.
• Proven cross-functional leadership as a strategic partner to executive GTM leaders, trusted with decision-making on the CRO’s behalf.
• Deep expertise managing and improving CRM and revenue tool ecosystems, including HubSpot, Segment, Amplitude, Looker, and similar platforms.
• Strong familiarity with sales funnels, customer journeys, and SaaS operational metrics such as ARR, CAC, Customer Lifetime Value (CLTV), and Net Revenue Retention (NRR).
• Comfort and curiosity with AI applications relevant to the role, employing AI tools thoughtfully to increase efficiency and extend impact.
• Advanced analytical capabilities with experience building executive-level dashboards and reports spanning multiple tools.
• Demonstrated success leading through influence, building alignment among senior stakeholders, and executing organizational change across functions.
• Excellent communication and project management skills, experienced in delivering presentations to executive teams.
• Self-driven and productive in a fast-paced, remote-first work environment.

Why Join Sortly?

• Collaborate with a passionate and committed team.
• Engage in a culture that encourages innovation, personal and professional growth, and teamwork.
• Receive competitive compensation and benefits.
• Make a meaningful contribution to shaping the future of inventory management.
• Participate in annual company off-site retreats.
• Benefit from a home office stipend.
• Access a 401(k) matching program.
• Utilize yearly learning and development reimbursements.

Compensation

The position offers an annual salary range between 175000 and 184000 USD, with exact placement within the band depending on geographic location to ensure fairness and alignment with the company’s compensation policy.