At Vori, we are building the operating system for independent grocers—point of sale, payments, and inventory tools designed to give local operators the same advantages as national chains. As we scale from Series B toward rapid national expansion, the Revenue Operations Lead will be a critical partner to our leadership team. This role will bring the data, systems, and operational discipline needed to support a field sales organization with inbound, outbound, and channel motions across Tier-1 and Tier-2 markets. This will start as an IC role with a path to managing a team over the next 12 months.

Responsibilities

• GTM Strategy & Planning

• Support the Head of Sales in translating company objectives into actionable sales strategies.

• Use data to systematically penetrate the universe of accounts through market prioritization and differentiated scaled national vs local strategy.

• Partner with leadership to evaluate inbound, outbound, and channel mix and leverage objective data to recommend adjustments to maximize efficiency.

• Sales Productivity & Goal Setting

• Establish performance metrics (AE productivity, pipeline coverage, conversion rates) that tie to company growth targets.

• Support pod-based structures with clear benchmarks and dashboards and goaling based on data.

Territory Design & Compensation

• Support in establishing books of business for the AEs to ensure balanced opportunity distribution and maximize field efficiency.

• Design and manage incentive structures that reward linear performance while supporting long-term productivity.

Forecasting & Data Insights

• Build predictive forecasting models that connect top-of-funnel activity through closed-won revenue.

• Ensure visibility into inbound, outbound, and channel pipeline health across all stages of the sales funnel.

• Deliver insights to leadership to drive decisions on hiring, market entry, performance management, recruiting, and resource allocation.

Systems & Tools Management

• Own the GTM sales tech stack.

• Implement automation and process improvements that scale with team growth from 10+ to 25+ sales reps in the next 6 months.

• Drive adoption and ongoing optimization of tools across the field sales org.

• Partner with enablement to support in operationalizing change management

• Support enablement by ensuring reps have access to accurate data, reporting, and process workflows that remove friction from the sales cycle.

Data Integrity & Governance

• Maintain clean, accurate, and reliable sales data to support decision-making

• Build and manage dashboards that provide actionable insights for AEs, SLT/Finance

Requirements

• 5+ years of experience in Revenue Operations, Sales Operations, GTM Engineering, or GTM Operations within a growth-stage B2B SaaS or field sales environment.

• Proven experience supporting multi-motion GTM strategies (inbound, outbound, and channel) with dynamic revenue structures.

• Hands-on expertise with GTM productivity tools (e.g., HubSpot, Gong, Clay).

• Strong analytical skills with the ability to translate complex data into actionable strategies.

• Experience designing territories, compensation plans, and forecasting models in multi-market, field-driven organizations.

• Demonstrated ability to partner cross-functionally with Sales, Marketing, Finance, and Product teams.

• Balance of strategy and execution capable of building scalable systems while rolling up sleeves to deliver tactical improvements.