What are the responsibilities and job description for the Revenue Operations Lead position at Orb?
About Orb
Orb is on a mission to revolutionize billing infrastructure for the modern era of AI and software. We empower businesses to align their monetization with product usage—whether through seats, consumption, feature limits, or hybrid pricing models. Our developer-first, data-driven approach enables companies to automate their billing processes and adapt their pricing strategies with ease.
With Orb, revenue workflows are seamless for every team: developers love our intuitive API and extensibility, product managers iterate on pricing and packaging faster, finance teams gain fine-grained reporting for revenue recognition, and customer-facing teams build trust through billing transparency. Companies like Vercel, Pinecone, and Replit rely on Orb to power their most critical revenue initiatives.
Backed by $44.1 million in funding from top investors like Mayfield, Menlo Ventures, and Greylock, we’re building a hybrid, in-office culture in downtown San Francisco (3 days/week). Our team thrives on collaboration, focus, and kindness, with a shared commitment to solving high-impact problems for our customers. At Orb, every team member drives meaningful impact, and we’re just getting started.
About The Role
We’re looking for a strategic, hands-on Revenue Operations Lead to build and scale the systems and processes that align Orb’s Sales, Marketing, Customer Success, and Finance teams. This role will own Salesforce and our core GTM infrastructure—unifying our data, optimizing our processes, and enabling smarter, faster decisions across the entire revenue engine.
This role reports directly to the Head of Finance and will partner closely with GTM leadership across the company.
In This Role You Will
GTM Strategy & Funnel Insights
Benefits
We work with each other day in and day out, and strongly believe that building a diverse and inclusive team is key to our long-term goals and success as a company. We provide equal employment opportunities to all applicants without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by law.
Orb is on a mission to revolutionize billing infrastructure for the modern era of AI and software. We empower businesses to align their monetization with product usage—whether through seats, consumption, feature limits, or hybrid pricing models. Our developer-first, data-driven approach enables companies to automate their billing processes and adapt their pricing strategies with ease.
With Orb, revenue workflows are seamless for every team: developers love our intuitive API and extensibility, product managers iterate on pricing and packaging faster, finance teams gain fine-grained reporting for revenue recognition, and customer-facing teams build trust through billing transparency. Companies like Vercel, Pinecone, and Replit rely on Orb to power their most critical revenue initiatives.
Backed by $44.1 million in funding from top investors like Mayfield, Menlo Ventures, and Greylock, we’re building a hybrid, in-office culture in downtown San Francisco (3 days/week). Our team thrives on collaboration, focus, and kindness, with a shared commitment to solving high-impact problems for our customers. At Orb, every team member drives meaningful impact, and we’re just getting started.
About The Role
We’re looking for a strategic, hands-on Revenue Operations Lead to build and scale the systems and processes that align Orb’s Sales, Marketing, Customer Success, and Finance teams. This role will own Salesforce and our core GTM infrastructure—unifying our data, optimizing our processes, and enabling smarter, faster decisions across the entire revenue engine.
This role reports directly to the Head of Finance and will partner closely with GTM leadership across the company.
In This Role You Will
GTM Strategy & Funnel Insights
- Build dashboards to track full-funnel performance: lead gen, pipeline health, sales velocity, forecasting accuracy
- Create automated reporting cadences to ensure cross-functional alignment
- Analyze GTM performance trends and identify high-leverage opportunities for optimization
- Support deal structuring and pricing, ensuring consistency and compliance across contract types
- Standardize and automate order forms, incorporating approval logic across sales, legal, and finance
- Manage and continuously improve our revenue tech stack (e.g., SFDC, Pardot, Chilipiper, Clay, Koala)
- Ensure high-quality data hygiene and automation to reduce manual work
- Deliver pipeline and revenue analytics to support financial forecasting and planning
- Lead reporting at the leadership, company, and board level for tracking KPIs and company goals, including leading indicators
- Align on key metrics such as CAC, LTV, revenue recognition, and cash flow to support strategic decision-making
- Drive territory planning
- Segment accounts by potential, vertical, and fit to inform go-to-market strategy
- Surface insights into high-performing customer segments and emerging opportunities
- 5 years in Revenue Operations, Sales Operations, or a related role in a high-growth SaaS or technology company
- Deep Salesforce expertise (admin or architect-level preferred)
- Strong data analysis skills—you can distill insights from dashboards and shape strategy with numbers
- You have a strong desire to work with data to inform strategic decisions and drive GTM efficiency
- Comfortable building in a startup environment: you think strategically but don’t shy away from getting in the weeds
- Bonus: experience with usage-based or hybrid pricing models
Benefits
- Excellent medical, dental, and vision insurance - 100% coverage for you and dependents
- Unlimited PTO (with 15 days minimum encouraged), 11 paid holidays, plus one week of time off during the last week of December
- 401k plan
- 16-week paid parental leave with equity vesting
- Commuter stipend
- Catered lunches in the office
- Meaningful equity in the form of stock options
We work with each other day in and day out, and strongly believe that building a diverse and inclusive team is key to our long-term goals and success as a company. We provide equal employment opportunities to all applicants without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by law.
