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Ketch is a Series B data privacy and consent platform helping enterprises responsibly collect, control, and activate compliant data. The company serves thousands of brands and is backed by top-tier investors.
You will lead Revenue Operations end-to-end, reporting directly to the VP of Revenue Operations/SMB Sales. This role sits at the intersection of systems, process, and data—designing scalable infrastructure rather than quick fixes.
Key responsibilities include:
Deal Desk & Pricing: Own the deal desk, structuring and shepherding 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 data-driven pricing changes. Partner with Finance and Legal on contract terms and revenue recognition to accelerate deal velocity.
Pipeline, Forecast & Reporting: Establish pipeline hygiene, stage definitions, and forecast cadence. Deliver trusted forecasts with supporting analytics. Build self-serve dashboards 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 drive operational change—segment profitability, sales investment ROI, ramp and productivity by cohort, win/loss patterns—and construct business cases with compelling narratives.
Systems: Design durable, scalable systems by quantifying business value before automation. Own the Sales side of the CRM stack (Salesforce, CPQ, forecasting, sales engagement, conversation intelligence), including workflows, data models, and integrations. Leverage AI tools to accelerate systems design, administration, and integration work. Build AI-driven analytical tools and self-serve reporting that empower Sales leaders to answer their own questions.
Planning: Support territory and quota planning, capacity modeling, comp plan mechanics, and headcount analysis alongside Sales and Finance leadership.
You'll work closely with GTM leadership, Finance, Legal, and Marketing. The role emphasizes building systems that scale, capturing data for continuous improvement, and using AI to extend the capabilities of a lean operations team.
