Revenue Operations / Sales Operations Lead – North America
Department
GTM-Capital
Reports to
Sandeep Sonkusale (Director GTM and Partnerships)
Location
Pune, India — async collaboration with US partners and advisors
Type
Full-time | Dream Team
About Bynry
Bynry builds SMART360 — a cloud-native SaaS platform purpose-built for small and mid-sized Water, Electric, Gas, and Sub-Metering utilities across North America, helping them modernize billing, meter management, and customer operations fast and affordably. By 2030, our goal is to equip 1,000 utilities and impact 10 million households with modern, connected infrastructure technology.
Why This Role Exists
Bynry is executing a state-by-state US market entry across 9 focused states — Iowa, Michigan, Illinois, New York, Florida, Georgia, Louisiana, Texas, and California — with a clear roadmap to expand across all US states. Every quarter, we track Partners recruited, Leads generated, ICP Meetings run, RFPs submitted, and Deals closed, per state. That pipeline exists. The gap is ownership: no one currently owns the cadence, the variance narrative, or the accountability conversation with US partners when a state falls behind target.
This role closes that gap. You will be the operational backbone of Bynry's US GTM motion — sitting in Pune, but acting as the connective tissue between our India GTM leadership and our US partners, advisors, and channels. By Monday morning, you've already flagged what's off, why, and what the recovery plan is — before leadership has to ask.
What You'll Own
- Pipeline integrity across 9 focused US states — Iowa, Michigan, Illinois, New York, Florida, Georgia, Louisiana, Texas, and California — weekly tracking of Partners, Website Leads, Partner Leads, ICP Meetings, RFPs, and Closed Deals against quarterly targets; you own the accuracy and the story behind the numbers.
- Variance diagnosis and recovery planning — when Iowa is 3 RFPs behind plan, you're the first to name the root cause and propose the recovery action before leadership has to ask.
- Partner accountability cadence — structured bi-weekly touchpoints with US partners and advisors that produce committed next actions, not just updates.
- GTM Operations dashboard — a single, trusted source of truth on US GTM health for the leadership team; always current, always decision-ready.
- Cross-functional coordination — bridging the Pune GTM team with US-facing partners and advisors; nothing falls through between channels.
- Leadership-ready GTM narratives — weekly summaries and quarterly board-level updates on US GTM performance, written for a co-founder audience, not a data dump.
What You'll Do Day-to-Day
- Maintain and evolve the state-by-state pipeline tracker (current stack: Google Sheets; future: CRM-native reporting in HubSpot/Salesforce).
- Run bi-weekly cadence calls with US partners across all 9 focused states — Iowa, Michigan, Illinois, New York, Florida, Georgia, Louisiana, Texas, and California — set the agenda, drive the actions, follow up to close.
- Produce a weekly GTM Ops report for leadership: what's on track, what's behind, what decision is needed, and what you're already doing about it.
- Flag RFP pipeline risks early — when a state has ICP meetings but no RFPs converting, surface it at least two weeks before it hits the quarterly target.
- Coordinate with the Pune GTM team on inbound website leads — ensure clean handoff and nothing falls through between direct and partner channels.
- Maintain an active partner directory — contact details, pipeline status, last touchpoint, and activation stage per state.
- Draft outreach and follow-up communications to US partners and advisors — you set the quality bar on tone, brevity, and US-business-native phrasing.
- Prepare leadership for US advisor and partner calls — data briefing notes, variance summaries, and talking points, ready 24 hours in advance.
What You Need To BringMust-Have
- 5–7 years of experience in GTM Operations, Revenue Operations, or Sales Operations — B2B SaaS environment required; IT services background is not a fit for this role.
- Demonstrated ownership of a multi-territory pipeline tracker or revenue operations function — you've built or run one, not just contributed to one.
- 1+ year of direct work with US-based teams, clients, or channel partners (async is fine; US-calibrated communication is not optional).
- Advanced proficiency in Google Sheets or Excel — you can build a pivot table, a variance dashboard, and a conditional alert formula independently.
- CRM proficiency in HubSpot or Salesforce — daily operational use, not just occasional reporting.
- Written English that can represent Bynry professionally to a US utility partner or advisor without editing from leadership.
Nice-to-Have
- Prior experience in utility, energy, infrastructure, or regulated-industry SaaS.
- HubSpot Revenue Operations or Salesforce Admin certification.
- Experience managing partner/channel networks — resellers, system integrators, or advisory boards in a US market context.
- Familiarity with US utility procurement cycles and RFP processes.
Education
Qualification
Status
Bachelor's degree in Business, Marketing, Engineering, or equivalent
Required
MBA or post-graduate business qualification
Nice-to-have — execution over credential
HubSpot Revenue Operations Certification
Strong differentiator
Salesforce Admin / Sales Cloud Certification
Strong differentiator
Equivalent demonstrable experience in lieu of a formal degree
Accepted
What Success Looks Like at 90 DaysThe pipeline tracker is current, clean, and trusted — leadership can open it on any Monday morning and see an accurate, up-to-date picture of all 9 focused US states without asking anyone to update it first.The partner cadence is running — bi-weekly structured check-ins are scheduled and being held with active partners in at least 6 of 9 states; committed actions are being logged and followed to close.Variance narration is proactive — at least one state recovery plan has been proposed and actioned by you before leadership identified the gap.
Why This Role Is a Career Inflection Point
You'll own the US GTM operations for a product company targeting $200M ARR and 1,000 utilities by 2030. This is not a coordinator role — you'll have direct access to the founding team and real influence over how Bynry enters its most important market. If you've been running GTM Ops inside a large company and want to see what your work actually builds, this is the move.
What We Celebrate At Bynry
- End-to-end ownership without hand-off — you run it from start to finish.
- Honest, direct communication — especially when numbers are off or a partner is underperforming; no softening, no delay.
- Partner and customer outcomes over internal process compliance — the goal is closed deals in Iowa, not a beautiful tracker no one acts on.
- Learning velocity — the US utility market is new territory; the fastest learner wins.
- Calm execution in ambiguity — early-stage market entry will have missing data, shifting priorities, and changing definitions; that's the job.
What We Don't Tolerate
- Dishonesty or inflation of results — in reports, in calls, in any form.
- "Ballooning the work" — exaggerating scope or effort to appear busier than the outcomes justify.
- Blame-shifting when a partner or state misses target — you own the diagnosis and the recovery plan regardless of who dropped the ball.
- Waiting to be told what to do when the tracker already tells the story.
- Moonlighting — full commitment to this role is non-negotiable.
Bynry is an equal opportunity employer. We evaluate candidates on merit, ownership, and learning velocity — not pedigree.
Skills: pipeline,analytical applications,communication,american markets,engagement management,saas,gtm,community partnership development,sales reporting
