Quick Highlights

Role: Join us to build and scale our revenue operations 2x in the next 12 months. Richpanel is an AI-first customer service platform and our vision is to help businesses handle their customer support with just one person—even when it traditionally required 100+ support agents
Reports to: CEO
Stage: Team of 20 people. Multi-million ARR, backed by Sequoia Capital and 100% YoY growth and already profitable
Growth: Managing combined team of 9+ (5 AEs and 4 CSMs) with plans to scale even further
Shift Schedule: 6pm - 3am IST (USA Shift)
Compensation:
- Base: INR 45L-60L per annum
- Performance Bonus: 20-25% of base
- Equity: 0.25-1% with additional milestone-based grants
Team: Lead Sales (5 AEs) and Customer Success (4 CSMs) teams
Location: Bangalore, India (in-office)
Why now: Richpanel has reached an inflection point—we have product-market fit, rapid growth, and proven GTM success. We're doing more demos than we can handle and onboarding more customers than ever before. We need to quickly ramp up and scale our operations without diluting the quality of our delivery or sales. Our track record speaks for itself: our AE has hit 150%, 174%, 244%, and 250% of quota in the last four quarters. An impressive 45% of all our demos come through word of mouth because we do right by our customers. As we grow, we need to ensure we scale without diluting what makes us great

About The Role

We're seeking an exceptional revenue operations leader who can transform our organization into a high-performance revenue machine while maintaining our startup spirit. You'll be responsible for scaling our revenue by 2X+ by optimizing inbound conversion, driving expansion revenue, and ensuring strong retention metrics.

Requirements

You'd be a fit if...

Revenue Leadership: 5+ years of B2B SaaS revenue experience with proven track record of scaling multi-million ARR businesses
Sales Excellence: History of building and coaching quota-achieving sales teams
CS Operations: Deep experience in scaling customer success operations and driving retention
Process Expert: Success in implementing repeatable sales systems and playbooks
Metrics Champion: Strong analytical skills with focus on improving key performance indicators
Team Developer: Proven ability to hire, train, and develop high-performing revenue teams
Systems Thinker: Experience in designing and implementing scalable revenue processes

Context About Our Stage And Situation

100% Inbound growth model requiring optimization
Need to scale both sales and CS teams while maintaining quality
Focus on reducing demo-to-close time and improving conversion rates

Looking for the following traits

Revenue Focus: Obsession with hitting and exceeding revenue targets
Leadership Presence: Ability to coach and develop high-performing teams
Process Optimization: Expert at building repeatable sales systems
Customer Centricity: Strong focus on reducing time-to-value and maintaining high CSAT
Data-Driven: Track record of using metrics to drive decision making
Cross-Functional: Experience aligning Sales and CS teams effectively

Responsibilities

Revenue Growth

Scale revenue by 2X in next 12 months
Increase ACV by 50% through upsells
Improve demo-to-close rate to 50%
Drive expansion revenue to 20% of total
Achieve 110% net revenue retention

Sales Development

Hire and ramp 5 AEs to 100%+ quota attainment
Reduce demo-to-close time by 25%
Implement product certification programs
Conduct regular sales reviews and coaching
Optimize demo routing and self-serve processes

Customer Success Excellence Hire and train 4 CSMs for 24/7 coverageReduce time-to-value to <14 daysMaintain customer health scores >8/10Keep monthly gross churn to Get our NRR to >110%Ensure CSAT >95% with fast response times Operational Systems

Create standardized playbooks with 90%+ adoption
Implement certification programs
Design scalable revenue processes
Build performance tracking systems

Benefits

Why join us

Impact: Direct influence on company's revenue growth
Autonomy: Full ownership of revenue operations
Growth: Lead revenue evolution of a rapidly scaling company
Learning: Work directly with founding team
Wealth Creation: Significant equity upside in a profitable company

Our Sales & Customer Success Values

We earn customer trust by demonstrating deep product expertise. Every member of the revenue team must master all 100+ features and use cases, with the ability to quickly configure the product to meet business goals
Account Executives own the complete customer onboarding process and are accountable for ensuring customers realize full value from the product
Build conviction in what you sell by listening to customer calls and reading testimonials. This conviction becomes infectious—when you're confident in your product and know it delivers amazing results, prospects will sense your genuine enthusiasm!
We never come across as aggressive or pushy
We don't use artificial urgency or manipulative sales tactics. Instead of saying "This discount expires this week," we're transparent: "I'd really appreciate your confirmation by week's end for my monthly goals. No pressure if that timeline doesn't work for you, but it would be wonderful if possible!"
When someone asks for pricing over email, chat, or SMS - share the price directly! Skip the "let's schedule a call" or "our plans are customized to your needs" responses
Have genuine passion for helping customers and derive satisfaction from their success
Bottom line: sell the way you'd want to be sold to!

Interview Process

Initial conversation with CEO
Deep dive into past revenue achievements
Revenue growth strategy presentation
Team leadership scenario discussion
Final round with key stakeholders

Perks And Benefits

20-25% performance bonus tied to company KRs
Comprehensive health insurance for family
Learning & development allowance

Richpanel

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