Head of Revenue Operations

We're hiring a seasoned Revenue Operations leader who moves fast, thinks from first principles, and measures themselves on unlocking performance in our GTM organization. Hightouch has grown from 10 to 50+ account executives in under two years. That kind of growth creates complexity — in territories, in pipeline, in forecasting, in comp — and we need someone who can cut through it quickly, surface what actually matters, and iterate their way to better answers. This is not a role for someone who optimizes existing playbooks. It's for someone who questions whether the playbook is right in the first place and drives real impact on our revenue teams as a result. This role reports to our CFO and CRO. You'll be hands-on-keyboard from day one while also building the foundation for how RevOps scales at Hightouch.

What You'll Do

• Drive fast, data-driven decision-making with sales leadership and the executive team. Surface insights by having a point of view and pressure-testing it quickly with data.
• Own pipeline and funnel analysis with a bias toward action. Identify anything broken, deeply understand it, propose a fix, ship it, learn from it, repeat. We move in days, not quarters.
• Lead territory management as a living system. Continuously reassess coverage and help us read market signals to tweak our ICP and messaging.
• Design and implement compensation plans that shape behavior. Align plans with company strategy, build buy-in, and deploy at scale.
• Connect dots across marketing, finance, pre-sales, post-sales, and the exec team. RevOps at Hightouch is a vital connective function – your ability to surface information and collaborate across these groups will make you indispensable.

Who You Are

• You've been in high-growth, high-velocity environments with 50+ AEs, ideally at companies that sell enterprise software at multi-$100K or $1M+ price points through direct outbound and partnerships. You know how complex this motion can be and you've learned how to navigate it and prioritize what matters.
• You think about revenue from first principles. When something isn't working, you don't reach for an industry framework first: you ask why it's not working, build a hypothesis, and test it. You're comfortable holding a view loosely and updating it fast. You also want to learn Hightouch deeply and are excited to build RevOps infrastructure that fits, not just to apply what worked at your last company.
• You have a bias toward iteration over perfection. You'd rather ship an imperfect analysis that moves a decision forward than spend two weeks on a polished deck that arrives too late. You've built cultures around this mentality, not just practiced it yourself.
• You've used data, comp, and visibility to change behavior. You've redesigned incentive structures mid-cycle when they weren't driving the right outcomes, and you've been willing to make the case for uncomfortable changes.
• You're a clear, direct communicator. Sales leaders and executives trust you because you tell them what you actually think, not what they want to hear. You can explain a nuanced revenue problem without burying the point.