Job description
At Instabase, we’re passionate about democratizing access to cutting-edge AI innovation to enable any organization to solve previously unsolvable unstructured data problems in their industry. With customers representing some of the largest and most complex organizations in the world, and investors like Greylock, Andreessen Horowitz, and Index Ventures, our market opportunity is near infinite.
Instabase offers a consumption-based pricing model where customers can pay only for what they use, aligning directly with the value our products deliver. It empowers our clients to explore our AI Hub platform features extensively, enabling them to uncover crucial business insights. This customer-centric model allows Instabase to glean insights from diverse use cases and behaviors, ensuring we deliver top-tier solutions that provide unmatched advantages for everyday business operations.
With offices in San Francisco, New York, London and Bengaluru, Instabase is a truly global company. We are people-first, and we’ve built a fearlessly experimental, endlessly curious, customer obsessed team who work together and help organizations around the world turn their unstructured data into insights instantly.
Our RevOps Team creates an innovative, vertically integrated approach to connecting strategy, process, analytics and systems across the key Go-to-Market (GTM) teams, reframing the inefficient, siloed approach companies typically operate across Sales Ops, Marketing Ops, CS Ops, and Business Systems. The team leadership has pioneered this approach in previous successful organizations, and team members are excited by dense learning opportunities offered through having an outsized early stage impact on a hyper-growth GTM org coupled with exposure to applying this novel, proven approach of optimizing revenue in a data-driven way.
As the leader of the RevOps Presale team, you’ll be responsible for overall Sales and Marketing alignment to the global strategy and successful execution of that strategy for all things Presale. To accomplish that, you’ll build connections between analytics, process and strategy across Sales and Marketing with a focus on optimizing value articulation and repeatable revenue generation in a complex, technical, high-ASP sales cycle. The right candidate will enjoy building and managing high performance teams across regions, owning the full funnel across Sales and Marketing, and interfacing with senior leadership therein.
What you’ll do
The job is unique in that it includes aspects of traditional Sales Operations, Deal Desk, and Marketing Operations, and is coupled with an integrated approach to ultimately alleviate the classic frictions between the functions and better serve establishing customer value. More specifically, you’ll:
- Own and evolve GTM planning, including territory design, segmentation, and quota setting.
- Lead cross-functional initiatives to drive alignment and execution across sales, marketing, CS, and partnerships.
- Build and manage end-to-end revenue forecasting and pipeline analytics.
- Deliver actionable insights to leadership through dashboards and ad hoc reporting.
- Oversee the implementation and optimization of GTM tools (e.g., Salesforce, Gong, Clari, Outreach, HubSpot).
- Partner with IT and Product to ensure data integrity and system integration across platforms.
- Identify bottlenecks in the funnel and deploy solutions that increase productivity and conversion.
- Design and enforce scalable processes across lead management, sales motions, renewals, and expansion.
- Build and lead a high-performing RevOps team; mentor and develop talent within the organization.
About You
- 7–10+ years in Revenue Operations or Sales Operations, ideally in high-growth B2B SaaS or AI companies.
- Deep experience with CRM and RevOps tooling (e.g., Salesforce, Clari, Looker, Snowflake, Marketo).
- Strong analytical mindset; confident in building models and using data to drive decisions.
- Demonstrated success driving GTM alignment and improving sales productivity.
- Excellent communication and stakeholder management skills.Comfortable operating in a fast-paced, ambiguous startup environment.
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Instabase is an Equal Opportunity Employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender perception or identity, national origin, age, marital status, protected veteran status, or disability status. Research shows that in order to apply for a job, women feel they need to meet 100% of the criteria while men usually apply after meeting about 60%. Regardless of how you identify, if you believe you can do the job and are a good match, we encourage you to apply.
