Revenue Strategy & Operations Manager - Lob

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 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.

About the Role

The Revenue Strategy & Operations Manager serves as the anchor connecting GTM operations with business strategy by translating strategic priorities into execution and synthesizing operational insights into proactive recommendations. You will contribute to revenue growth through strategic planning, process improvements, and proactive analytics. You will work closely with GTM and Finance teams to drive incentive planning, forecasting accuracy, and operationalize analytics.

Key Responsibilities

Sales GTM Strategy & Planning

• Set and drive strategy and operations for GTM leadership, owning GTM weekly business reviews, New Logo + Usage forecasting, and annual planning.
• Own RevOps' analytics suite, continuously assessing operational performance.
• Serve as a 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 alignment with business outcomes.

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.
• Analyze sales funnel and market data to diagnose performance gaps, workshop initiatives to improve productivity, and implement changes.

Cross-Functional Execution & Project Management

• Act as the cross-functional GTM lead, partnering closely with Product, Finance, and Operations to deliver analytical insight and strategy.
• Translate multi-quarter strategic outcomes into actionable projects and manage the roadmap in collaboration with cross-functional partners.

Qualifications

• 4-6 years of experience in revenue operations, GTM strategy, business operations, or strategy consulting, ideally within SaaS, FinTech, or a high-growth company.
• Strong business acumen with a proven track record of developing and executing strategies in fast-paced environments.
• Excellent communication and stakeholder management skills with experience leading through influence.
• Experience designing and administering compensation plans across Go-to-Market orgs (Sales, Customer Success).
• Ability to identify operational inefficiencies and design scalable processes and operating models.
• Strong quantitative and qualitative analytical capabilities.
• Hands-on experience with CRM, BI, and data warehouse tools (e.g., Salesforce, Looker, Tableau, Omni, or equivalents).
• Proficiency with SQL is a plus.
• Deep understanding of common GTM metrics (NRR, GRR, LTV:CAC, Pipeline Coverage, CAC Payback, Rule of 40) and their nuances.