Role Summary
Consultant - RevOps & GTM Strategy is the operational and analytical backbone of the Revenue Operations function. This role ensures data integrity, reporting accuracy, and execution discipline across the revenue lifecycle from pipeline to booking, revenue, and incentives.
Key Responsibilities
1. Forecasting & Pipeline Operations
- Support weekly and monthly forecast cycles
- Prepare pipeline snapshots by region, cluster, SKU, and forecast category
- Track slippages, ageing, and conversion metrics
- Support leadership reviews with clean, reconciled data
2. CRM Hygiene & Data Quality
- Own day-to-day CRM hygiene across Leads, Opportunities, Accounts, and Activities
- Validate mandatory fields (next steps, close dates, forecast categories, SKU mapping)
- Identify data gaps and follow up with Sales/CX teams for corrections
- Ensure CRM reflects execution reality, not post-facto narratives
- Own the end-to-end lead lifecycle from Lead → MQL → SQL → Opportunity
- Define and enforce lead stages, MQL/SQL criteria, and handoff SLAs with Sales
- Monitor and improve MQL-to-SQL conversion rates
- Ensure lead leakage is identified and fixed quickly
- Operationalize all marketing campaigns across inbound, outbound, ABM, events, and partner motions
- Ensure campaign tracking, tagging, and hierarchy are correctly set up in CRM and marketing automation tools
- Partner with Marketing to ensure campaign execution is data-driven and scalable
3. Dashboards, Reporting & MIS
- Build, maintain, and refresh RevOps dashboards (Salesforce, Tableau, Power BI, Excel)
- Publish daily, weekly, and monthly MIS covering:
- Funnel metrics
- Booking vs forecast
- Revenue realization
- Incentive performance
- Ensure reports are accurate, timely, and consistent across stakeholders
4. Incentive & Variable Pay Operations
- Support incentive calculations and validations
- Maintain incentive trackers and backup data
- Coordinate with Finance and HR on payout cycles and clarifications
- Help resolve disputes using data-backed evidence
5. Deal Governance & Commercial Support
- Support deal governance processes by tracking:
- Approval status
- Documentation completeness (PO, SDF, agreements)
- Booking readiness
- Flag gaps early to Manager / Director to avoid last-minute issues
6. AOP & Strategic Support
- Support AOP planning and tracking:
- Historical data extraction
- Trend analysis
- Scenario modelling (basic)
- Help convert leadership assumptions into data-backed views
Cross-functional Coordination
- Act as the RevOps point of contact for Sales, CX, Marketing, Finance, and Delivery
- Follow up on action items from governance calls
- Help translate leadership decisions into system/process changes
- Escalate risks early with data-backed context
What are we looking for?
Technical & Analytical Skills
- Advanced Excel / Google Sheets (pivots, lookups, conditional logic)
- Strong Salesforce reporting & dashboards
- Basic working knowledge of SQL (queries, joins, filters)
- Familiarity with BI tools (Tableau / Power BI preferred)
Execution & Behavioral Skills
- High attention to detail and data ownership mindset
- Strong follow-up and SLA-driven execution
- Ability to work with multiple stakeholders and deadlines
- Comfort operating in fast-paced, high-accountability environments
Experience Profil
- 2-5years of experience in RevOps / Sales Ops / Business Ops / Analytics
- Exposure to B2B SaaS / Enterprise GTM preferred
- Prior experience supporting forecasting, reporting, or incentive ops
- Comfortable working closely with senior leadership on data requests
Primary KPIs / Outcomes
- Data accuracy and consistency across reports
- SLA adherence for dashboards, MIS, and reporting
- Dashboard adoption and usage by leadership
- Timely delivery of key KPIs for reviews and governance forums
- Reduction in data-related escalations and rework
