Revenue Operations Associate

Outset invented a better way to do research: AI-powered user interviews.

Global brands like Hubspot, Microsoft, Uber and Nestle use Outset to achieve deeper, qualitative insights about their users at unprecedented speed and scale.

The research industry is massive (>$140B and growing) and ripe for disruption. Incumbents are outdated, slow, and burdened by high-cost services. That's our opportunity.

Outset is backed by top Silicon Valley investors and raised a $30M Series B in December 2025—less than six months after our Series A—led by Radical Ventures with participation from M12 (Microsoft’s venture arm), 8VC, Y Combinator, and Adverb Ventures.

The raise follows a breakout year, with our business growing 8x as enterprise customers across industries adopt our category, AI‑moderated research, as the new standard for understanding people.

We’re a tight-knit team serving some of the world’s largest enterprises.

You will be the second person on Revenue Operations, reporting directly to the Director of RevOps and working as his right hand. RevOps at Outset owns the full go-to-market stack and the numbers that run the business: Salesforce, HubSpot, routing, automations, ARR reporting, quota and comp tracking, sales process and policy. Today one person runs all of it, with AI tools doing a lot of the heavy lifting. Your job is to take real ownership of a growing share of that scope, fast.

Responsibilities

Systems and CRM

• Administer Salesforce day to day: fields, record types, page layouts, permission sets, validation rules, flows, reports and dashboards.

• Keep the HubSpot ↔ Salesforce sync healthy, debug field and picklist mismatches, and own lead-to-opportunity data integrity.

• Maintain and extend our sales tool stack: Apollo, Momentum (call recording), LinkedIn Sales Navigator, meeting routing, Linear, Slack bots.

• Run user provisioning, onboarding and offboarding across the stack, and keep the integration users and connections tidy.

Automation and AI

• Build and maintain workflows in n8n that connect Salesforce, HubSpot, Slack, Linear and Google Workspace.

• Use Claude and other AI tools as a default working style: drafting SOQL and flows, writing runbooks, summarizing calls, prepping handover docs, pressure-testing analyses.

• Spot manual, repetitive work on the GTM team and remove it.

Analytics and reporting

• Own recurring reporting: weekly revenue breakouts, pipeline and stage hygiene, AE quota attainment and ramp, win/loss by segment and competitor.

• Keep ARR truth clean: reconcile ARR by contract, maintain customer and account-status definitions in Salesforce, and make sure nothing is double counted.

• Build dashboards leadership actually uses, in Salesforce, Google Sheets, or whatever tool fits, and be able to explain every number on them.

• Answer ad hoc questions from the CRO, finance and the board with fast, correct, well-caveated analysis.

Sales process and enablement

• Run pipeline hygiene: stale-opportunity nudges, stage definitions, close-date discipline, the Sales → CS handover.

• Help draft and roll out sales policy such as Rules of Engagement, territory and lead routing, and comp plan mechanics, then enforce them in the system.

• Support deal desk work: order forms, pricing and discount checks, contract term extraction into Salesforce.

• Be the first call for AEs and SDRs when something in the stack is broken or confusing, and fix it or teach it.

Qualifications

• 1–3 years in Revenue Operations, Sales Operations, or an adjacent seat at a B2B SaaS company (sales ops analyst, SDR or AE who moved into ops, BizOps, CS ops).

• Hands-on Salesforce experience: you have built reports and dashboards, edited fields and layouts, and ideally written a flow or two. Admin certification is a plus, not a requirement.

• Working knowledge of a B2B sales motion end to end: lead sources, SDR qualification, stages, pilots and POCs, closed-won, renewals and expansion. You understand what an AE’s week looks like and what makes their life harder.

• AI tools as a native part of how you work. You already use Claude, ChatGPT or similar to write queries, draft documents, debug formulas and think through problems, and you can tell when the output is wrong.

• Strong spreadsheet and data skills: lookups, pivots, clean data models, and the judgment to know when a number does not smell right.

• Clear written communication. A lot of this job is explaining a system, a policy or a number to a salesperson in a Slack message.

Nice to have

• HubSpot (marketing hub or CRM) and experience with a HubSpot ↔ Salesforce sync.

• Time carrying a quota, or sitting next to people who do.

• Experience with deal desk, order forms or contract review.

• Exposure to ARR accounting concepts: new, expansion, contraction, churn, contracted vs. invoiced.

• Scrappy and resourceful: you would rather ship a good-enough fix today and improve it next week than wait for a perfect spec.

• A jack of all trades who is happy to go from a permission-set bug to a board-deck chart to a rep’s comp question in the same afternoon.

• Eager to learn and quick to pick things up; you ask good questions, take notes, and do not need to be told twice.

• High ownership. When something is yours, it gets done and it gets done right.

• Comfortable with ambiguity and with being the one who brings structure to it.