Revenue Strategy & Operations Manager

Lob was founded in 2013 by technical co-founders with a vision to connect the world one mailbox at a time. Today, we're transforming the way businesses use direct mail and bringing the power of technology to a traditionally manual channel. 

Our modern logistics and fulfillment engine helps businesses to build and scale high-quality, personalized direct mail programs without the operational burden. As we grow to meet the evolving needs of our customers and expand our product offerings, we’re building a team to shape the future of direct mail.

Revenue Strategy & Operations Manager

The Revenue Strategy & Operations Manager will serve as the anchor connecting GTM operations with business strategy by translating strategic priorities into execution and synthesizing operational insights into proactive recommendations. They will be responsible for contributing to revenue growth by through a combination of strategic planning, process improvements, and proactive analytics. You will work closely with teams within the GTM org and Finance to help drive incentive planning, forecasting accuracy, and operationalize analytics.

As the Revenue Strategy & Operations Manager, you’ll focus on…

Sales GTM Strategy & Planning

• Set and drive the strategy and operations for GTM leadership, owning GTM weekly business reviews, New Logo + Usage forecasting, and annual planning.


• Own RevOp’s analytics suite, continuously assessing operational performance


• Serve as the strategic thought partner to senior leaders, providing data-driven recommendations and tradeoffs to inform decision-making.


• Own the implementation of GTM workstreams


• Design incentive plans that align company goals to GTM reality.


• Connect revenue targets to GTM headcount expenditure, ensuring the GTM team is aligned with the right business outcome

Analytics & Insights

• Translate complex analyses into performance narratives and actionable recommendations that influence leadership decisions


• Own GTM analytics infrastructure, partnering with Finance to define KPIs, build datasets, and create scalable dashboards that balance administration and insights


• Analyze sales funnel data and market data to diagnose performance gaps, workshop initiatives that improve GTM productivity and attainment, and implement these changes

Cross-Functional Execution & Project Management

• Become the cross-functional GTM lead, partnering closely with Product, Finance, Operations to deliver analytical insight and strategy


• Translate large, multi-quarter strategic outcomes into projects and execution, managing the roadmap in collaboration with leadership and cross-functional partners

What will you bring to this role…

• Strong business acumen, proven ability in developing and executing strategies that drive scalable, high-quality operations in ambiguous, fast-paced environments


• Excellent communication & stakeholder management skills. Proven experience leading and working across functions from a position of soft influence to execute on initiatives and drive a GTM point of view


• Previous experience designing and administering compensation plans across a variety of Go-to-Market orgs including Sales and Customer Success that connect fairness and company targets


• Ability to identify operational inefficiencies and design scalable processes, systems, and operating models that take into account long-term considerations


• Strong analytical skills with the ability to synthesize quantitative and qualitative insights into clear recommendations and decisions


• Excellent project management skills, with the ability to independently manage complex projects and workstreams, assess timeline needs, and own the delivery


• 4-6 years of experience in revenue operations, GTM strategy, business operations, strategy consulting, ideally within SaaS, FinTech, or a high-growth company


• Hands on experience with CRM, BI, and data warehouse tools (e.g. Salesforce, Looker, Tableau, Omni, or equivalents). Able to pull data, translate it into insights, and make it useful for Sales leaders.


• Experience with SQL a plus


• Understanding of common Go-to-Market metrics (e.g. NRR, GRR, LTV:CAC, Pipeline Coverage, CAC Payback, Rule of 40), their calculations, and nuances between metrics

Compensation Information
The compensation for this role consists of a base salary, variable, and RSUs

Annual Salary Band: $125,000.00 - $145,000.00
+ Variable: $12,500.00 - $15,000.00

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