Revenue Operations

Shepherd Revenue Operations Role

Shepherd is looking for our first Revenue Operations hire to be the operational backbone of our GTM team. This role sits at the intersection of strategy and execution — you'll partner closely with GTM leadership to improve how our team operates, identify what's working and what isn't, and build the systems and processes that help us scale. You're someone who understands the mechanics of GTM motions deeply and technical enough to independently navigate our internal tooling and data.

We value working together in person and are looking for candidates who can be onsite at our San Francisco HQ.

Responsibilities include:

• Serve as a strategic business partner to GTM leadership — supporting pipeline reviews, forecast calls, and QBRs with rigorous, well-structured analysis
• Own the operating rhythm of the GTM team: weekly reporting, pipeline hygiene standards, and performance tracking against targets
• Identify bottlenecks and inefficiencies in the GTM process and lead initiatives to address them
• Translate GTM strategy into operational plans, ensuring alignment between leadership priorities and day-to-day execution

• Manage territory planning and segmentation, ensuring coverage is optimized as the team grows
• Own quota setting and sales compensation design in partnership with Finance and GTM leadership — modeling scenarios, stress-testing assumptions, and managing the annual and mid-year cycle
• Support headcount planning and capacity modeling to inform hiring decisions and revenue targets
• Design and analyze experiments to test GTM hypotheses — segmentation changes, coverage models, prioritization frameworks

• Comfortable managing and improving Shepherd's sales tech stack, including Salesforce and Outreach — maintaining data integrity, managing configurations, and evaluating new tools as needs evolve
• Build and maintain dashboards and reports that give leadership real-time visibility into pipeline, conversion, and performance
• Ensure CRM hygiene and data quality through clear standards, enforcement mechanisms, and regular audits
• Partner with Analytics and Business Operations to surface insights from GTM data, translate them into actionable recommendations, and execute against them

What we're looking for includes:

• 6+ years of experience in Sales Operations, Revenue Operations, or a closely related role at a high-growth company
• Deep familiarity with sales motions and GTM mechanics — you understand how pipelines work, how B2B sales teams operate, and how to diagnose performance gaps
• Strong Salesforce skills; experience with Outreach or similar sales engagement tooling a plus
• Proficiency in SQL and Excel/Sheets for data analysis and modeling; experience with BI tools (e.g., Metabase, Looker, Hex, Sigma, etc.)
• Experience owning quota and comp planning processes, including cross-functional coordination with Finance
• Highly organized with strong process instincts — you create structure where there isn't any and maintain it under pressure
• Clear communicator who can present data and recommendations to leadership
• Collaborative, low-ego, and comfortable working across functions in a fast-paced environment