Revenue Operations Senior Analyst, Lead Routing & GTM Efficiency

First phase: own and stabilize lead routing

• Routing logic the GTM org trusts. Build, maintain, and tune all routing logic in HubSpot and ChiliPiper. Implement and enforce the ownership and routing rules without hand-holding from Marketing or Sales leadership.
• Response-time discipline that protects pipeline. Define, publish, and hold the line on routing SLAs for inbound MQLs, event leads, error resolution, and exception review. Build the dashboards and weekly cadence that make performance visible and breaches actionable for reps and leaders.
• Neutral authority on routing disputes. Serve as first point of escalation for ownership conflicts. Adjudicate using documented tie-breaker rules. Process event exception requests within published windows. Maintain a clean audit trail of every decision.

As you grow into the role: expand into broader GTM efficiency

• Bottom-of-Funnel optimization. Identify conversion bottlenecks across hand-off from MQL to SQL to Opportunity to Closed Won and design the process changes, automation, and routing tweaks that compound conversion improvements over time.
• Pipeline generation through operational efficiency. Build the processes, automations, and workflows that surface incremental pipeline from existing sources (reactivation motions, dormant account triggers, account-tier upgrades, signal-based re-engagement) without adding headcount or spend.
• Scalable operational design. As Eve grows, ensure the GTM operations layer scales with it. New segments, new territories, new lead sources, and new motions should plug in without re-architecture.

• 3 to 6 years of GTM operations experience. Hands-on ownership of lead routing as a primary responsibility in Sales Operations, Revenue Operations, Marketing Operations, or GTM Operations at a B2B SaaS company. You own end-to-end work, define your own approach and success metrics, and deliver measurable outcomes across stakeholders.
• Strong ChiliPiper and HubSpot fluency. Demonstrable experience building and maintaining workflows, properties, custom logic, integrations, and routing rules across both tools. You can audit a broken routing flow and fix it the same day. Salesforce, LeanData, or other routing and pipeline generation tool exposure is a plus.
• Fast tool adoption. You have a track record of picking up new GTM tools quickly and getting to production-quality output without long ramp times. The stack will keep evolving, and we need someone who evolves with it.
• AI-assisted automation experience. You have built or meaningfully extended GTM workflows using AI tools (LLM APIs, Clay, n8n, Make, agentic platforms, or equivalent). You know where AI compounds operator leverage and where it adds noise.
• Service-level discipline. You have set, measured, enforced, and reported on operational SLAs in a prior role. You can speak specifically about how you held the line and what you did when performance slipped.
• Sales context, not just systems context. You understand the difference between an account being owned and an account being actively worked. You can read CRM activity, evaluate deal state, and use that context in routing decisions. You have settled rep disputes before.
• Process designer who ships. You take a problem statement, design a logic tree, document it, get cross-functional buy-in, and ship. No surprises, no thrash.
• Cross-functional credibility. You hold ground with AEs, SDRs, AE managers, and Marketing leadership without being defensive. You explain decisions in business terms, not workflow IDs.

• A bias for clean, simple systems over clever, complex ones, and the discipline to document everything you build.
• A high tolerance for being the person reps escalate to, and a higher tolerance for telling them “no” with a clear reason.
• Comfort working across multiple stakeholders and zero need for everyone to agree before you act.
• Genuine curiosity about how AI is changing the GTM stack, and instincts about where to apply it.
• Ownership energy. You see a misrouted lead and ask what broke and how to fix it permanently, not whose fault it is.
• Ambition for what comes next. You’re excited to anchor on routing in year one and grow into broader sales execution, territory, and pipeline efficiency work as you earn it.