RevOps Lead

We're hiring a RevOps Lead at Ona.

Reporting to the COO, you'll own our RevOps function, systems, and processes across our entire revenue engine. You'll serve as both the analytical partner who identifies what's working across all pipeline channels and the hands-on operator who builds the infrastructure to scale it.

You'll architect our revenue tech stack, optimize end-to-end GTM processes, enable our BDR team through automation, and influence critical GTM decisions. You'll lead a RevOps Associate will partner closely with Growth/Enterprise Marketing, Sales & CS, Data, and Finance. You're a systems thinker who executes, a commercially-minded operator who thinks like a revenue leader, and someone who brings clarity to complex, ambiguous situations.

Who we are

Five years ago, we set out to create a world where every software engineer is instantly ready-to-code. With over 2 million users, we became the leading platform for standardized and automated development environments. In 2024, we quadrupled enterprise revenue, signed several seven-figure contracts with F500 companies, and recently re-founded the company as Ona: the mission control for all software development workflows within the enterprise.

We're building for a fundamental shift in how software gets created. IDEs defined the last era. Agents define the next. The work of programming moves from crafting every single line of code to product taste, decision making, and code review. Everything is changing fast in how humans and machines interact to create software. To succeed, engineers and engineering organizations must move beyond the IDE. Our ambition is to build the complete platform that makes that transformation enjoyable, exciting, and secure.

We care deeply, and for many of us, building Ona is our life's work. Our operating principles are an honest representation of how we build relationships and make decisions. We choose colleagues carefully based on merit and their authentic alignment with these principles.

If you're energized by the above, we'd love for you to apply!

Role responsibilities

Our operating principles are a core responsibility of every role. We expect anyone that joins the team to take an active part in forming and enhancing our culture by living out these principles and holding others accountable towards them.

GTM Strategy & Pipeline Operations - Act as the strategic business partner to GTM & Finance functions, driving continuous optimization of our entire revenue engine

• Analyze performance across all channels (inbound, product-led, outbound, partnerships), diagnose what's working and why, and influence critical decisions on channel strategy, territory and quota design, compensation planning, ABM approach, and target account selection

• Build the reporting infrastructure that gives leadership real-time visibility into pipeline health, deal velocity, and forecasting

GTM Systems & Infrastructure Ownership - Serve as the architect and operator of our entire GTM technology stack

• Own Salesforce as our system of record, ensuring data integrity across all tools (Salesforce, Apollo, Clay, customer.io, etc.), building integrations that eliminate manual work, and creating the automated workflows that power our sales and marketing motions

• Partner with the Data team to maintain our lead enrichment pipeline and ensure seamless data flow across systems

Drive Revenue Process Design & Systematic Improvements - Own the end-to-end GTM processes, from lead routing and scoring, opp stage and metrics definitions to optimising quote to cash processes.

• Proactively identify bottlenecks in our funnel, diagnose root causes, and implement systematic solutions that improve conversion rates

• Build scalable processes that work today but grow with us, continuously iterating based on what's working and what's not

BDR Operational Excellence & Automation - Collaborate with our Growth Lead to enable our BDR team to operate at peak efficiency through smart automation, targeted plays, and optimized workflows

• Design and implement automated outreach sequences, build territory and account assignment logic, create performance tracking mechanisms, and develop the operational playbooks

• Continuously review BDR performance data to identify coaching opportunities, process improvements, and automation possibilities

Prioritize, invest in, and develop your team - Manage and develop the RevOps Associate, providing clear direction, coaching, and growth opportunities. Set priorities that balance immediate execution needs with their professional development

At the end of your first 30 days, you will have:

• Established connection with key stakeholders (Sales, Growth & Enterprise Marketing, CX, Data, Finance) understanding their needs & pain points

• Mapped our complete lead-to-closed-won process across all channels, identified the top 3-5 bottlenecks, and proposed first concrete improvements

• Completed an audit of our GTM tech stack, specifically SFDC, data quality, system integrations and automations, with concrete suggestions for improvements, including quick-wins

• First assessment of our revenue engine end-to-end to determine which channels drive quality pipeline and where we're over/under-investing

About you

You work in alignment with our operating principles.

You're a systems thinker who executes. You can zoom in as much as you zoom out. You see how all pieces of a GTM engine fit together - you understand the ripple effects of your work across the team, systems, and processes and genuinely love getting into the weeds of implementation. You've scaled RevOps infrastructure and processes, establishing it as a strategic GTM pillar, not just a Salesforce admin function. You're pragmatic in execution, with a keen sense for the right level of complexity (or lack thereof) in every solution you bring to the team.

You’re a commercially minded operator. You think like a revenue leader and an operations person. You see RevOps as a means to drive revenue growth, not an end in itself. You enable GTM teams in two critical ways: by building processes that make them more effective, and surfacing insights that help them focus on the highest-impact work. You instinctively connect every process, system, or metric back to commercial outcomes and evaluate your work through the lens of company targets and revenue goals while maintaining deep empathy for all of your stakeholders - from BDRs to Sales or Marketing Leaders to Executive leadership.

You thrive in ambiguity and drive clarity. You're energized by the work that drives order and clarity. You can take ambiguity and turn it into direction, process, and results. You have strong instincts around prioritization, identifying problems proactively, incepting pragmatic solutions, and seeing outcomes through. You work through influence, unblock yourself and own outcomes. Most importantly, you bring clarity to the GTM organization with clear insights, metrics that matter, repeatable processes, and focus on continuous iteration to make us better.

Additionally, we're looking for someone with most of the following:

• Significant track record of directly and successfully owning RevOps strategy and execution end-to-end: conceptualizing processes, making independent decisions, and driving outcomes without needing direction independently

• Background that includes commercial/operator experience (e.g. time in sales, BDR, or customer-facing roles) alongside operations work

• Experience scaling GTM operations through rapid growth phases, ideally at companies between $1-20M ARR

• Deep hands-on experience with Salesforce as a CRM administrator/architect, including workflows, automations, and reporting

• Technical comfort connecting tools via APIs, webhooks, and middleware platforms (Zapier, Make, etc.) to build automated workflows

• Proven ability to manage and optimize GTM tech stacks (marketing automation, enrichment tools, sales enablement platforms)

• History of partnering closely with Sales, Growth/Marketing, and Customer Success teams to drive outcomes

We use these tools and expect you to have familiarity with most of them:

• CRM: Salesforce

• Marketing automation: Customer.io

• AI & workflow tools: OpenAI, Anthropic, Zapier, n8n

• Enrichment: Clay

• Sales Engagement: Smartlead, Gong, Apollo, LaGrowthMachine, Nooks

• Transaction tools: DocuSign, Suger, Stripe

• Analytics: Hex, Mixpanel, Google Analytics

Benefits

• Flexible paid time off including holidays that are most meaningful to you

• Employee-friendly equity terms (extended exercise)

• Health insurance (country-specific)

• Retirement (country-specific)

• Wellness allowance

• Premium work-from-home equipment

• Regular company off-sites

Interview process

We are remote-first and so is our hiring process. Contingent on schedules, we aim to complete the entire process in about 2 weeks. We are conscious of your time and are committed to being as efficient as possible.

1. We'll start the process with an intro call.

2. Next, you'll complete a series of interviews designed to thoroughly evaluate our mutual compatibility.

   • Hiring Manager

   • Head of People

   • Peer Chat

   • Project and Panel Presentation

   • CEO

3. As a final step, we’ll set reference calls with people that can speak directly to your performance. Additionally, we will run a full background check (location dependent).