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Dusty Robotics builds robot-powered construction tools. The flagship product, FieldPrinter, is a mobile robot that prints full-scale building layouts directly onto concrete floors, bridging digital building models and field crews. The company is Series B with roughly 70 people.
You will own the operational backbone behind how Dusty sells, bills, and tracks revenue. This role connects Marketing, Sales, Customer Success, and Finance, bringing rigor to forecasting and pipeline reporting as the business scales. You report to the VP of Finance.
Key responsibilities include:
• Systems ownership: Administer and continuously improve Salesforce, HubSpot, Gong, NetSuite, Samsara, and WorkRamp (all tied to Databricks). Handle configuration, integrations, and data flow between Sales, CS, Billing, and Finance systems.
• Data pipeline integrity: Own the Salesforce to Databricks (Fivetran) sync, including field coverage and active monitoring for silent sync failures.
• Definitions layer: Maintain canonical metric and object definitions in Rev Ops documentation so downstream reports and tools inherit them automatically.
• Data integrity & reporting: Own the accuracy of pipeline, bookings, and usage data. Build and maintain dashboards and reports that give Sales, CS, and leadership a reliable view of performance.
• Forecasting support: Partner with Customer Success, Sales, and Finance on pipeline reviews and revenue forecasting. Build and own forecasting infrastructure for CS revenue streams: renewals, expansion, and non-renewal categories (Professional Services, surges, conversions, prepaid days).
• Quote-to-cash: Support and streamline the process from quote/contract through order, provisioning, and billing, including robot deployment scheduling, contract start dates, and utilization tracking as revenue-timing inputs, especially as usage-based and project-based revenue coexist.
• Sales process design: Implement, instrument, and maintain sales and customer success processes in the CRM. Own stage definitions and exit criteria, validation and field requirements that gate stage progression, and deal hygiene standards that make pipeline reporting trustworthy.
• Compensation administration: Design and administer commission plans, calculations, and payout processes in partnership with Finance, Sales, Sales Development, and Customer Success leadership, including AM-specific structures (renewal- and expansion-based comp) distinct from new-logo sales compensation.
• Cross-functional partnership: Act as the connective tissue between Sales, Customer Success, Marketing, and Finance on anything revenue-related.
• Analysis & insight: Analyze pipeline, conversion, retention, and usage trends; surface insights that inform go-to-market decisions.
REQUIREMENTS:
• 4–7 years of experience in Revenue Operations, Sales Operations, or a closely related function, ideally at a B2B SaaS or technology/hardware company, with comfort working with asset and fleet data (equipment records, deployments, utilization) alongside standard subscription revenue mechanics.
• Experience with usage-based or consumption-based billing models.
• Hands-on CRM administration experience (Salesforce strongly preferred); comfort configuring workflows, reports, and dashboards without heavy reliance on engineering support.
• Strong Excel/Sheets skills and general fluency with data; comfortable pulling, cleaning, and interpreting data from multiple systems.
• SQL proficiency; comfortable querying the data warehouse directly.
• Proven ability to use Claude and Claude Skills to build and maintain automated recurring reporting and analysis, and to bring AI-driven insight into how Sales, CS, and Finance operate. As the company shifts to AI-first operations, this is core to the role, not a nice-to-have.
• Experience supporting forecasting, pipeline management, or quarterly business reviews.
• Clear, structured communicator who can translate messy processes into clean systems and explain data to non-technical stakeholders.
• Comfortable operating with ambiguity and iterating on a process with different teams.
• Bachelor's degree or equivalent practical experience.
NICE TO HAVE:
• Experience at an early-stage or growth-stage startup where you built process from scratch.
• Exposure to construction, industrial, or hardware/robotics businesses.
• Familiarity with billing/CPQ tools and commission-management platforms.
• Experience in HubSpot, Gong, Celigo (or other iPaaS software), Clay.
