Title - Revenue Operations Lead
Location - Charlotte, NC
Environment - Onsite
Base Salary - $105k-$120k annually PLUS 10% bonus
* Due to client requirements, US Citizen or Greencard holders only *
Position Overview
The Revenue Operations Lead will design, implement, and optimize revenue operations across the full commercial lifecycle, from lead generation through close, renewal, and expansion. Initially focused on Sales Operations, this role will establish the operational foundation for a broader Revenue Operations function as the organization scales.
Reporting directly to the Chief Commercial Officer, this highly visible role will partner closely with Sales, Marketing, Operations, Finance, and IT to drive operational excellence, data-driven decision making, and scalable commercial processes. The Revenue Operations Lead will play a critical role in improving forecasting, pipeline management, CRM governance, and performance analytics while supporting the growth and productivity of the commercial organization.
MINIMUM REQUIRED EXPERIENCE
- 5–8+ years of experience in Revenue Operations, Sales Operations, Commercial Strategy, or related roles
- Experience supporting scaling B2B organizations, preferably within services, industrial, environmental, or field services industries
- Strong experience with CRM systems, pipeline management, and sales forecasting
- Proven ability to build or improve commercial processes in a growth environment
- Strong analytical mindset with the ability to translate data into actionable insights
- Ability to influence cross-functional stakeholders and senior leadership
- Comfortable operating both strategically and hands-on
Preferred Experience
Experience in management consulting
Experience in private equity-backed or high-growth organizations
Familiarity with Salesforce, Power BI, or NetSuite
Responsibilities
- Manage core sales operations including pipeline management, forecasting, quota setting, book of business design, and performance tracking to drive accountability and visibility across the commercial organization.
- Partner closely with the Chief Commercial Officer to support performance reviews and operational alignment with Strategic Account Directors (SADs) and Branch Development Managers (BDMs), while also supporting hiring, onboarding, and ramp planning for the growing commercial team.
- Collaborate with Finance and HR to develop and maintain compensation plans, incentives, and performance metrics that align with company growth objectives.
- Own CRM strategy, governance, and adoption, ensuring strong data quality, streamlined workflows, and accurate reporting while developing dashboards and analytics to track pipeline health, conversion rates, win/loss trends, and forecast accuracy.
- Serve as the central source of truth for commercial performance data, translating insights into actionable recommendations for leadership.
- Translate commercial strategy into scalable processes, playbooks, and operating models while supporting pricing analysis, deal structuring, and approval workflows.
- Enable coordination across the branch network, strategic account teams, national solutions teams, and central functions to ensure consistent execution of go-to-market initiatives.
- Partner with Sales, Marketing, Operations, and Finance to ensure alignment from bookings through delivery, while supporting revenue forecasting, planning, and budgeting.
- Identify operational bottlenecks and drive continuous improvement across the revenue lifecycle, including supporting integration of acquisitions into commercial systems and processes and building a roadmap to scale the Revenue Operations function as the business grows.
Company Details
This position is with one of our clients that is a leading provider to complex utilities, industrial, infrastructure, and transportation companies. They generate c.$150M of revenue/ c.$25M EBITDA and operates across three main divisions:
- Branch network: 22 locations across 12 states, primarily on the East Coast, offering field-based services such as industrial services, waste transportation, and emergency response
- TSDF network: 7 Treatment, Storage, and Disposal Facilities (TSDFs) in the NJ/NY/PA area and Florida, which are closely integrated with the branches
- National Solutions: Division which provides incident response and management services to large national accounts, using both internal Branch network and 3rd parties to deliver
