Principal Revenue Operations

About Sortly

Sortly offers a straightforward, cross-device inventory management platform used by thousands of small to medium businesses and diverse teams in corporations, government bodies, music groups, and sports franchises. It enables users to efficiently track their consumables, assets, and materials. With over 8,000 top-rated reviews on the App Store and a net promoter score above 55, Sortly has experienced organic growth and word-of-mouth success. The company operates profitably and independently, with a presence across four countries as a remote-first organization.

Core Values

• Real: We prioritize authenticity, candid transparency, and accountability for our actions and results.
• Inspiring: We embrace big ideas, empower team achievement, and celebrate all wins meaningfully.
• Smart: We use first-principles thinking, pursue deep understanding, foster growth mindset, and base decisions on data.
• Empathetic: We remain humble, listen openly, engage emotionally, and consider the impact of our behaviors on others.

Role Overview

The Principal Revenue Operations leader is a senior management position integral to Sortly's go-to-market (GTM) strategy. Reporting directly to the Chief Revenue Officer (CRO) and acting as their primary deputy, this role bridges Sales, Marketing, Customer Success, and Customer Experience to create a unified, efficient revenue team. The incumbent acts as a strategic operator who partners with the CRO to shape GTM approach, coordinates cross-departmental operations, and translates key growth objectives into actionable systems, processes, and insights.

Primary Responsibilities

• Lead GTM strategic planning and serve as a trusted second in command to the CRO across Sales-Assisted GTM efforts.
• Collaborate with CRO on annual GTM strategy, resource distribution, and facilitate leader alignment on ICP targeting, lead qualification, planning, and SLAs.
• Represent revenue in executive reporting and enforce accountability for growth metrics.
• Manage and optimize the GTM technology stack including CRM, marketing automation, Customer Success tools, and analytics platforms such as HubSpot, Avoma, and Hightouch.
• Plan multi-year tech roadmap, including tool evaluations, implementations, or decommissions, while ensuring system integrity and user adoption via training.
• Partner with Data teams for governance of clean, consistent revenue data and establish scalable CRM and opportunity management standards.
• Co-own workflows delivering insights for RevOps, Customer Insights, and Data Engineering teams.
• Drive revenue forecasting, pipeline analysis, and performance reporting to support accurate organizational planning with dashboards monitoring SaaS KPIs like ARR, CAC, CLTV, and NRR.
• Organize revenue metrics review sessions and guide decision-making based on data trends.
• Oversee the entire lead-to-renewal lifecycle, including lead routing, scoring, qualification, sales-to-customer success handoffs, and attribution modeling.
• Collaborate with Marketing to enhance lead scoring, analyze campaign success, and optimize website conversion rates.
• Document and optimize revenue workflows to increase clarity, consistency, and efficiency at scale.
• Lead cross-functional initiatives to improve revenue performance including system upgrades, processes transformations, and organizational alignment projects.
• Build strong business cases for longer-term GTM investments and work closely with Customer Success and Data teams to analyze churn, customer health, and expansion opportunities.

Qualifications

• Over 8 years of experience in Revenue Operations, Sales, or Marketing Operations with several years in senior leadership roles within a B2B SaaS environment.
• Proven cross-functional leadership skills with a strategic partnership approach, acting with judgment and credibility alongside CROs.
• Expertise in managing and optimizing revenue systems such as HubSpot, Segment, Amplitude, Looker, and others.
• Strong knowledge of sales funnels, customer journeys, and SaaS financial metrics including ARR, CAC, CLTV, and NRR.
• Comfort and enthusiasm for AI tools relevant to the role to enhance impact and efficiency.
• Advanced analytical abilities with experience in executive-level dashboard and reporting development across diverse platforms.
• Ability to influence senior stakeholders and drive organizational change across teams.
• Excellent communication, project management skills, and experience engaging executive audiences.
• Self-driven, able to thrive in a fast-moving, remote-first workplace.

Benefits and Perks

• Collaborate with a passionate, committed team in a supportive culture fostering innovation and growth.
• Competitive compensation and benefits.
• Opportunities to make a significant impact on the future of inventory management technology.
• Annual company retreats.
• Home office expense stipend.
• 401(k) matching program.
• Annual reimbursement for professional development and learning.

Compensation

The salary range for this role is $175,000 to $184,000 annually. Compensation is calibrated competitively based on geographic location to ensure fairness and alignment with Sortly's pay philosophy.