Revenue Strategy & Operations, Lead

Our Global Mid-Market (MM) Revenue Strategy & Operations (RSO) team is seeking a Global Mid-Market Strategy & Operations lead to partner closely with cross functional partners to improve the demand generation ecosystem. This role will sit at the intersection of MM Sales, RTech, Central Ops, and MarOps, with a core focus of improving the demand generation engine for mid market.   This includes in depth analyses,  lead flow improvements, automation, (e.g., Gong, Salesforce), seller enablement and other areas that are critical to improving conversion rates.

This is a highly strategic and operational, hands-on role: you will be responsible for how leads move through our systems and how we continuously improve workflows to drive pipeline and revenue.

Location: New York City office three days a week

Responsibilities

Strategy & Continuous Improvement

• Support the development of the global MM demand generation strategy through analysis, experimentation, and structured recommendations.
• Propose and run test-and-learn initiatives to improve lead quality, routing, and seller productivity, with clear measurement and readouts.
• Identify root causes and opportunities to drive up conversion rates

Workflow Automation & Process Reliability

• Build and scale automated workflows in partnership with Marketing Ops, Central Ops and Sales (e.g., lead scoring, routing, follow-up cadences) that reduce manual work for sellers and increase speed-to-contact.
• Monitor daily system health, troubleshoot issues in SFDC, Gong, and related tools, and ensure high-fidelity data and process reliability.
• Act as a first-line problem solver for MM sales managers and reps on lead-flow and tooling issues, turning repeated pain points into scalable process or automation fixes.
• Translate qualitative feedback from the field into structured problem statements and prioritized solutions and work with cross functional teams to solve.

Outreach & Sequence Optimization

• Collaborate with Marketing and acquisition managers to engineer and iterate outreach sequences and playbooks that align to campaigns and MM objectives.
• Use Gong and other tooling to track performance, A/B test approaches, and recommend optimizations that improve conversion through the funnel.

Tooling, Reporting & Dashboard Ownership

• Ability to create reporting and run analyses to identify leads blockers 
• Partner with RTech, Central Ops, and Analytics to define requirements for dashboards that give clear visibility into lead volume, quality, conversion, and SLA adherence.

Knowledge Sharing

• Serve as the subject matter expert on leads flows, automation and tooling. 
• Document and socialize best practices and learnings from MM programs, and help “lift and shift” successful motions across regions and segments where appropriate.

Qualifications

Experience:

• 5+ years of experience in revenue operations, sales operations, marketing operations, program management, or similar roles, ideally within B2B or ads businesses.
• Demonstrated experience owning or operating lead funnel processes (lead routing, scoring, SDR/AE workflows, or marketing automation).

Technical & Data Skills:

• Hands-on experience with Salesforce (SFDC) and at least one of: Gong, marketing automation platforms, or sales engagement tools.
• Strong skills in Excel/Sheets and comfort working with large datasets; experience with SQL.

Operational Excellence:

• Proven track record of designing, documenting, and improving workflows that increase efficiency and reduce operational risk.

Cross-Functional Collaboration:

• Experience working across Sales, Marketing, Ops, and Analytics/Engineering teams, with the ability to translate business needs into technical or process requirements.
• Strong stakeholder management skills; able to balance global consistency with regional nuances.

Problem Solving & Communication:

• Structured, analytical thinker who can quickly get to the root cause of operational issues and propose pragmatic solutions.<