Job description
Workstream is a mission-driven company building the all-in-one HR, payroll, and hiring platform for managing the hourly workforce. There are 2.7 billion hourly workers, making up 80% of the global workforce, but this market has been heavily underserved by technology and deserves better. Workstream has been purpose-built for the hourly workforce from day one so that these businesses and their employees can thrive.
Our customers include leading brands from multiple sectors, including Burger King, Carl’s Jr./Hardee’s, IHOP, KFC, and Culvers. We are a high growth series B company and quickly expanding our product portfolio to deliver on our vision. We are backed by legendary VCs and industry experts like Founders Fund, BOND, and Coatue.
Grow With Us
We are looking for a Sr. Revenue Operations Manager to join us in the Menlo/San Francisco office. You will be working directly with our Sales, Marketing and Customer Success teams, as well as leadership, to identify profitable growth objectives that support our expansion effort and close more deals. Your responsibilities will focus on elevating our operational efficiency and success.
The ideal candidate will have experience in shaping revenue operational functions from scratch. You’re not afraid to dive deep into the details, geek out over data, and have an interest in growing their career at a fast moving, VC funded startup. You are someone who can easily work cross-functionally (marketing, sales, this role will touch almost all parts of our organization), and have a vision for how the entire revenue tools system should be structured. Ideally, you are passionate, detail-oriented, an excellent communicator, independent thinker and incredibly creative.
This is a hybrid role based in Menlo Park and San Francsico, CA. The ideal candidate is comfortable working from our office at least 4 days per week. SaaS B2B experience is required.
Day in the Life
- Systems and technology
Own the “tech stack” of softwares that the GTM team (marketing, sales, customer success) uses. You will hold the entire picture of our GTM system in your head.
Know the ins and outs of each software and its configuration. You will be the point person for everyone on the GTM team for questions about tools.
Understand deeply the connections between various softwares, especially around the data connection, to ensure we have smooth operation.
Build ad hoc automation using Google Sheets, Zapier, and anything else needed when “in a pinch” to create band-aid solutions.
Make purchase decisions on new software to be added into our stack, considering cost, ROI, data integrity, integrations, and other factors.
Our tech stack includes:
- Marketing: Hubspot, Drift, Google Ads, FB Ads, Apollo
- Sales: Salesforce, Outreach, Moonclerk
- Customer success: Strikedeck, Intercom, Mixmax, Wootric
- Data: Segment, Mode
Some examples of tasks that came up in a week are:
- Drift and Hubspot assigning the same lead to different SDRs. Need fixed.
- FB tracking pixel was duplicated. Need to identify why and remove one.
- Switch implementation of Google Analytics from Google Tag Manager to Segment.
- Add a “franchisee” field to Salesforce and make sure AEs use it correctly.
- Capture notes around “missing product features” during sales calls, and pass that onto the product team in a structured way.
- Process and people
- Create standard operating procedures for sales and customer success teams, around topics such as: lead engagement, customer handoff, refunds.
- Drive organizational change management. Engage with senior stakeholders and own delivery on key projects to move the organization forward.
- Document processes in docs and wiki, and continue to update them as the source of truth.
- Problem-solve operational issues as they arise. You are the go-to problem solver on the GTM team, especially for cross-team tasks.
- Work cross functionally across marketing, sales, customer success teams to make sure all angles are considered in decision making, to ensure a smooth customer journey.
- Enforce key processes and ensure data is clean and up to date.
- Some examples of tasks that came up in a week are:
- Collect and pass down client notes from the sales process to CS, so we don’t ask duplicate questions to the customer.
- Come up with a refund process, so we have control over who is eligible to receive a refund, and which teammate can give out refunds.
- Define account hierarchy and relationship in Salesforce to reflect franchisor/franchisee relationship.
- Capture “lost reason” in Salesforce when an opportunity is lost.
- Client wants to pay by check. Should we allow that? How should we handle that?
- Data and metrics
- Track the efficacy of go-to-market initiatives and help implement the appropriate reporting and metrics to ensure desired results are being achieved.
- Define and manage the key performance indicators (KPI’s) for the sales, marketing, and customer success organization in conjunction with team leads.
- Work closely with our data analyst to build GTM dashboards that track the health and progress of the business.
- Define key terms and metrics to ensure consistent view across the business. Examples are CAC, LTV, MCL, MQL, etc.
- Bring a quantitative, data-driven culture to the GTM team.
- Some examples of tasks that came up in a week are:
- Define what is a MCL, MQL, SCL, SQL
- Work with accounting to tag chat of accounts, so we can bring cost data into our database.
- Strategy and vision
- Co-develop GTM Strategy with the CEO – establish insights into performance, market opportunities and manage cross functional planning processes.
- Serve as adjunct Sales, Marketing, and Customer Success leadership.
- Align and manage the roadmap for Operations enhancements (i.e. Sales, Marketing, Customer Success technology stack & tools).
- Oversee the annual planning and budgeting process for the Sales and CS teams.
Who You Are
- 4 years experience in a revenue operations, sales operations, business operations, or consulting role; ideally within a technology based startup
- Ideally, you have built or have been part of an operations team that went 0 to 1.
- Ability to learn quickly, and get up to speed on new technologies within hours by reading documentation and trial and error.
- You are tenacious, and won’t let a problem stand until you’ve figured out how to solve it (which may be at 2am in the morning).
- On the other hand, you are also good at prioritizing, and saying “no” to problems that are not worth solving.
- You are quick. Think on the order of minutes and hours, instead of days and weeks. We don’t have time to waste.
- Highly experienced in Salesforce, being able to customize fields, workflows, reports. SOQL coding ability is a plus.
- Strategic instincts with the ability to contribute to the overall company growth
- Ability to act independently with a high degree of accuracy and reliability
- Impeccable organizational skills, adherence to deadlines and ability to prioritize tasks
- Strong written and verbal communication skills
- Strong team spirit and able to work in collaboration with others
- Experience in Microsoft Office Suite, Excel, Tableau or Mode
- Expert at Google Sheets, not just for data analysis, but for basic automation tasks.
- Comfortable commuting to our Menlo Park office at least 4 days per week.
How to be successful in this role
We are looking for someone who has high EQ and high IQ, sets the bar high and expects greatness from themselves and those they work with, and has a bias for action (we are a startup!). We’ve been scaling fast and we are looking for someone who is excited about owning a function that is continuously shifting. Come run with us!
Working at Workstream
- We operate with urgency, ownership, and a growth mindset.
- This is not a traditional 9-to-5 role—we value accountability, flexibility, and getting results.
- If you thrive in high-growth environments and are passionate about building from scratch, we’d love to connect.
What We Offer
- A mission-driven and value-based company dedicated to empowering deskless workers and local businesses
- An early employee opportunity at a Series B hyper-growth startup with over $120M in funding
- Work directly with the founding team and industry veterans to accelerate your career
- Competitive salary and equity
- Comprehensive health coverage: medical, dental, and vision. We pay 95% of premiums for employees and 85% for dependents
- In-office amenities and stocked kitchen
- 401(k) Plan
- Pre-tax commuter benefits
- Learning and development stipend
- Unlimited PTO
Salary Range
In compliance with the California Pay Transparency Law, the salary range for this role is between $175000 to $225000 in Menlo Park. This range is not inclusive of our discretionary bonus or equity package. When determining a candidate’s compensation, we consider a number of factors including skillset, experience, job scope, and current market data.
Additional Information
Workstream provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type 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 federal, state or local laws. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.
We are committed to the full inclusion of all qualified individuals.
