Revenue Operations Lead (Open Source / Developer Platform)

Seattle, WA (Preferred) | Remote (U.S. – PST/MST Preferred)

Full-Time | Early-Stage, Series-Backed Startup

About the Company

We’re partnered with a high-growth, early-stage, series-backed startup in the open source / developer platform space. The company has built strong traction with tens of thousands of developers globally and is now focused on scaling its product-led growth motion into enterprise revenue.

About the Role

This is not a traditional Revenue Operations role.: This position sits at the intersection of: Revenue Operations, Growth, Data & Analytics, AI-driven automation

The core mission is to:

👉 Identify high-intent signals from product and open source usage, and convert those into qualified enterprise pipeline

You’ll be responsible for building the systems and workflows that turn developer adoption into revenue.

What You’ll Do

Signal Detection & Data Systems

Build systems to identify high-intent users based on product usage and behavior
Analyze open source activity to surface enterprise-ready signals
Define and optimize Open Source Qualified Leads (OQLs)
Connect and unify data across multiple tools and data sources

Conversion & Pipeline Development

Own the funnel from free/open source users → enterprise customers
Identify patterns that indicate real buying intent
Build workflows that move qualified users into sales conversations

Automation & Campaign Execution

Design and optimize outbound workflows (primarily email)
Build automated pipelines that route leads to sales
Continuously test and improve conversion performance

Tools & Environment

(Current stack includes but is not limited to)

HubSpot (CRM)
Clay (data enrichment)
Scarf (open source analytics)
RB2B (visitor identification)

Tooling is flexible — we value systems thinking over specific platforms.

What We’re Looking For

Experience

5–10+ years in RevOps, Growth, Sales Ops, Marketing Ops, or Data-focused GTM roles
Strong preference for experience in:
Open source business models
Product-led growth (PLG) environments
Freemium → paid conversion

Domain Expertise

Background in developer tooling, developer infrastructure, or DevEx companies
Experience working with engineer/developer audiences as the end user

Technical & Analytical Skills

Strong data mindset (SQL or equivalent)
Experience working with APIs, webhooks, and multiple data sources
Ability to transform messy data into actionable insights
Familiarity with automation workflows

AI & Automation

Experience leveraging AI to: Automate workflows, Identify patterns, Improve efficiency

Who You Are

Builder mindset — you create systems, not just maintain them
Comfortable operating in ambiguity with high ownership
Strong systems thinker who understands signals and patterns
Commercially minded — focused on revenue impact, not just reporting

Location

Preferred: Seattle, WA
Open to Remote: U.S.-based candidates
Ideally located in PST or MST time zones

Why This Role

This is a unique opportunity to:

Build the revenue engine for a fast-growing company
Work directly with product usage and developer behavior
Operate at the intersection of data, growth, and AI
Step into a role with clear path to leadership and team building

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Revenue Operations Lead