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Ketch is a Series B, 65-person company building a Data Permissioning Platform that helps enterprises responsibly collect, control, and activate compliant data. The platform simplifies privacy and consent operations, increases revenue from data and AI initiatives, and builds customer trust—all with no-code setup that goes live in weeks.
As Director of Revenue Operations, you'll own the complete revenue operations function reporting directly to the VP of Revenue Operations/SMB Sales. You'll work hand-in-hand with GTM leadership, Sales, Finance, Legal, and Marketing to optimize the deal cycle and run the business through data and systems.
Key responsibilities span three pillars:
**Deal Desk & Pricing:** Own the deal desk end-to-end—structure, review, and shepherd non-standard deals from quote through approval. Develop and maintain pricing strategy, packaging, price books, discount guardrails, and approval thresholds. Analyze realized discounting, win rates by price point, and deal shape to recommend pricing changes backed by data. Partner with Finance and Legal on contract terms, order forms, and revenue recognition to keep deals moving fast.
**Pipeline, Forecast & Reporting:** Establish pipeline hygiene, stage definitions, and forecast cadence. Deliver forecasts Sales leadership trusts and can defend. Build self-serve dashboards and reporting for Sales leaders, managers, and reps covering pipeline coverage, conversion by stage and segment, velocity, quota attainment, activity-to-outcome linkage, and territory performance. Run analyses that change how Sales operates—segment profitability, ROI on sales investments, ramp and productivity by cohort, win/loss patterns—and construct the business case.
**Systems & AI:** Design durable, scalable systems (not quick fixes). Own the Sales side of the CRM stack including Salesforce, CPQ/quoting, forecasting, sales engagement, and conversation intelligence. Ensure systems capture data needed for analysis. Leverage AI tools to accelerate systems design, administration, and integration work. Build AI-driven analytical tools and self-serve reporting that let Sales leaders answer their own questions. Continuously evaluate where AI can replace manual processes.
**Planning:** Support territory and quota planning, capacity modeling, comp plan mechanics, and headcount analysis alongside Sales and Finance.
You'll operate at the intersection of systems, process, and data—designing systems that minimize manual work, capturing the data needed to analyze GTM processes, and driving the next round of improvements. This is a lean operations role where you'll work with AI to cover ground historically requiring separate ops leads, system admins, and analyst pods.
