Revenue Operations Lead

About LanceDB

LanceDB is a developer-friendly, open-source data lake for multimodal AI. From hyper-scalable vector search to advanced retrieval for RAG, from streaming training data to interactive exploration of large-scale AI datasets, LanceDB is the best foundation for your AI application, and powers some of the most groundbreaking applications and challenging requirements today.

About the Role

We're looking for our first Revenue Operations Lead to build the operational backbone of our go-to-market motion from the ground up. This is a hands-on, founding role: you'll own the systems, data, and processes that power our sales and customer success teams, and you'll turn a fast-moving startup GTM effort into a repeatable, measurable machine.

You'll partner directly with sales and CS leadership to design pipeline and forecasting discipline, instrument our tooling, run the deal desk, and give leadership a clear, trustworthy view of the business. You'll be the person who keeps deals moving—shepherding them from verbal yes to signed contract by unblocking legal, procurement, and internal approvals. As LanceDB scales, this role is positioned to grow into building and leading a broader RevOps team.

This is ideal for a builder who's energized by ambiguity, comfortable moving fast, and equally happy configuring HubSpot and driving day-to-day adoption as they are shaping GTM strategy. This role rewards ingenuity: piecing together a clear picture from incomplete data today, while architecting the reliable foundation that makes that unnecessary tomorrow. It's a rare chance to build the thing, not just operate it.

Your Responsibilities Will Include

• Build and own the RevOps function end to end—systems, processes, data, and reporting—across the full sales and customer success lifecycle.

• Own our CRM and GTM tech stack (HubSpot plus supporting sales tooling): administration, data hygiene, workflow automation, and integrations.

• Establish consistent CRM adoption and data discipline across the team—defining the process, standards, and habits that make our data trustworthy in the first place.

• Design and run forecasting, pipeline management, and deal-desk processes that give leadership an accurate, real-time view of the business.

• Own the deal desk: track deals to closure, quarterback the steps required to get contracts signed, and proactively remove blockers so nothing stalls.

• Coordinate deal execution across functions—facilitating legal redlines, navigating customer procurement and vendor onboarding, and driving internal approvals and pricing/discount sign-off.

• Partner with sales and CS leadership on territory, quota, and capacity planning as the team scales.

• Instrument the post-sale motion—renewals, expansion, and account health—so customer success can act on the right signals at the right time.

• Lay the groundwork for meaningful GTM reporting—defining the metrics that will matter and building toward a single source of truth as our data foundation matures.

• Evaluate, implement, and rationalize sales and CS tooling, ensuring the stack scales with the company rather than fighting it.

• Identify friction in the funnel and drive cross-functional process improvements between sales, CS, marketing, and finance.

Requirements

• You thrive in a fast-paced, startup environment and enjoy working with high-caliber teams.

• 5+ years of experience in Revenue Operations, Sales Operations, or a closely related GTM operations role.

• Hands-on experience building or scaling RevOps at an early-stage or high-growth startup—you've done the work yourself, not just managed people who did.

• Deep hands-on expertise with HubSpot (or a comparable CRM) as an administrator, plus experience with the broader sales tooling ecosystem (e.g., outbound, conversation intelligence, enrichment, CPQ/deal-desk tools).

• A foundation-builder's mindset: you're motivated by creating process and data discipline where little exists today, and you understand that reliable analytics come after the plumbing is in place—not before.

• Working knowledge of forecasting, pipeline management, and GTM reporting. Analytical skills are welcome, but for now they'll be applied to building the data foundation rather than mining a mature one.

• Experience running a deal desk or owning deal execution—shepherding contracts to signature, coordinating legal redlines, and navigating customer procurement and vendor onboarding processes.

• Comfortable operating across both sales and customer success motions.

• Excellent communicator who can partner with GTM leadership and translate operational detail into actionable insight for executives.

• Based in the US and able to work effectively in a remote environment.

Bonus Points If You

• Have experience in developer tools, open source, or data/AI infrastructure companies.

• Have supported both sales-led and product-led (PLG) go-to-market motions.

• Are comfortable in SQL or BI tools (e.g., Looker, Metabase, dbt) for deeper GTM analytics.

• Have designed comp plans, quota models, or territory frameworks.

• Have built RevOps from zero as a first hire before.

• Have partnered closely with finance on GTM analytics, board metrics, or capacity planning.