Revenue Operations Lead (GTM Engineer)

Company Overview:We are building Protege to solve the biggest unmet need in AI — getting access to the right training data. The process today is time intensive, incredibly expensive, and often ends in failure. The Protege platform facilitates the secure, efficient, and privacy-centric exchange of AI training data.Solving AI’s data problem is a generational opportunity. We’re backed by world-class investors and already powering partnerships with some of the most ambitious teams in AI. The company that succeeds will be one of the largest in AI — and in tech.We’re a lean, fast-moving, high-trust team of builders who are obsessed with velocity and impact. Our culture is built for people who thrive on ambiguity, own outcomes, and want to shape the future of data and AI.Role OverviewProtege has implemented Salesforce as the foundation of a unified revenue system across Marketing, Sales, Partnerships, and Customer Success, and continues to add and phase in new tools and expand that buildout to support the teams as they scale.We're hiring a Revenue Operations Lead — part revenue operator, part GTM engineer — to own Salesforce architecture, revenue process design, pipeline governance, forecasting infrastructure, performance measurement, attribution, and data integrity across the full funnel, while also building the automation and integrations that connect the GTM stack: Salesforce, marketing automation, the event registration platforms, community platforms, web traffic, outbounding, and sales engagement tooling.Reporting directly to the Head of GTM Operations, this role is the hands-on execution partner to that function — taking on the day-to-day systems and process work, translating GTM strategy into scalable systems, structured processes, and reliable revenue visibility.This is a senior individual contributor role, and it's meant to stay hands-on: this person is a builder and a doer first, comfortable being in the weeds of Salesforce configuration and workflow automation, not just directing others to build it. It requires both deep, real Salesforce expertise and fluency with modern GTM tooling — automation platforms, APIs, and AI-enabled tools — since a meaningful part of the role is engineering the connective tissue between systems, not just administering one of them.Key ResponsibilitiesCRM / Systems OwnershipOwn Salesforce architecture, configuration, and long-term scalabilityLead ongoing phases of Salesforce buildout and manage relationships with implementation and systems partners as new capabilities are addedEstablish structured change management and system governanceEvaluate, phase in, and integrate new GTM systems that support revenue operations as the stack grows — including the event/registration platform, the researcher community platform, and sales engagement tooling (Unify)GTM Engineering & AutomationBuild and maintain the automations and integrations that connect systems across the GTM stack, rather than relying on manual handoffs between toolsUse APIs, workflow automation platforms, and light scripting where native, declarative configuration isn't enoughEvaluate and pilot AI-enabled tools that improve GTM efficiency — lead scoring, data enrichment, forecasting support — and bring the ones that work into the core stackBuild durable systems designed to scale, not one-off fixes that create technical debtMaintain data integrity and enforce required-field disciplinePrevent system sprawl and unnecessary customization as new tools are phased inEstablish documentation standards and clear ownership of system changesEnsure Salesforce operates as the single system of recordOwn the GTM data model, SQL/warehouse or BI layer, metric definitions, cohort analysis, funnel velocity, and executive reporting.Revenue Process DesignDefine and operationalize qualification criteria and opportunity stage definitionsDesign lifecycle processes spanning Marketing → Sales → Expansion, including multi-source lead handoff (event, researcher community, BDR, inbound), each with its own defined SLAStandardize opportunity structure, pricing inputs, and partner attribution trackingEnsure opportunity records accurately capture key economic inputs to support revenue and margin visibilityForecasting & Pipeline ManagementDesign and maintain forecasting frameworks in partnership with the Head of GTM OperationsEstablish and enforce pipeline standards and inspection cadenceMonitor stage progression, conversion rates, deal aging, and close probability integrityImprove visibility into revenue realization assumptions and deal-level economics during forecastingIdentify structural bottlenecks impacting close rates and forecast reliabilityReporting & KPI MeasurementStandardize core revenue KPI definitions across functionsBuild and maintain dashboards for funnel conversion, revenue performance, and operational metrics, including pipeline by source (event, community, BDR, digital)Track leading and lagging indicators to surface performance risks earlyEnsure leadership reporting is grounded in system data, not manual workaroundsMarketing OperationsOwn lead routing logic and lifecycle transitions across multiple top-of-funnel sources — event, researcher community, BDR, and inbound — each with its own source-specific qualification criteria rather than one generic rule setRun event operations end-to-end from a systems and data standpoint: registration/event platform administration, lead capture setup, on-site execution support, and a post-event follow-up SLA into SalesOwn researcher community systems and operations — onboarding flows, engagement tracking, and a defined path from active community member to sales-qualified leadAdminister the marketing automation platform and prospecting/sequencing tools (including Unify), keeping them integrated with the CRMOwn campaign QA and marketing database hygieneEnsure multi-touch attribution integrity across events, researcher community, and digital — not a single-channel model — and full-funnel reporting accuracyBuild event-sourced pipeline and ROI reporting (cost per event, pipeline per event, win rate) and researcher community engagement and conversion reportingMonitor marketing-to-sales conversion by source and identify structural bottlenecksBe the GlueAct as the connective, hands-on presence between Marketing and Sales — the day-to-day execution glue currently provided directly by the Head of GTM Operations, freeing that role up for strategy and cross-functional leadershipTranslate strategy from the Head of GTM Operations into working systems and process, and surface what's not working back upAbout You6+ years in Revenue, GTM, Growth, or Sales Operations within a scaling B2B companyDeep, hands-on Salesforce expertise — architecture, configuration, and administration — non-negotiableComfortable with the modern GTM tech stack and tools beyond Salesforce: sales & marketing automation platforms, BI tools, analytics, APIs, and AI-enabled tools, and genuinely curious about applying them to GTM problemsA builder's mindset — you'd rather engineer a system that runs itself than manually patch the same problem every weekExecution-first: this is a doer role. You want to be in the weeds building things, not just directing others toStrong understanding of full-funnel revenue processes and KPI measurementStructured, data-driven, and confident enforcing operational disciplineWhy This RoleYou'll help continue to build and govern the operational backbone of a two-sided commercial engine at a pivotal stage of growth — stepping into the hands-on execution work currently done directly by the Head of GTM Operations, freeing that role up for strategy and cross-functional leadership. This role offers meaningful ownership, close partnership with GTM leadership, and the chance to build modern, automated infrastructure from the ground up rather than just administer what already exists.Protege ValuesPass the Loved Ones’ TestWe act with integrity and do the right thing — especially when it’s hard and no one is watching.Always Find a WayWe are resourceful, resilient builders who solve hard problems and push through obstacles.Go Fast and Grow FastVelocity matters. We move with urgency, learn quickly, and continuously improve as individuals and as a company.Practice Kindness and CandorWe communicate directly and respectfully, building trust through honest feedback and genuine care for one another.Deliver TogetherWe win as one team. Collaboration, accountability, and shared ownership drive our success.Own the Outcome. Hone the Craft.We take pride in our work, sweat the details, and continuously raise the bar for excellence.