Revenue Operations

About Tribe AI

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Tribe AI helps companies build and ship real AI solutions. We bring together a network of top AI practitioners with a delivery team that turns AI strategy into production systems for our clients. Our go-to-market team is growing fast, and we need someone to make our revenue engine run on data, not intuition.

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About the role

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We're looking for our first person to own revenue operations. You'll be the only person in the function and work directly with Head of GTM. This is a hands-on role: you'll do the analysis yourself, and your analysis will shape decisions.

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What you'll do

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Own forecast operations

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• Build and run the forecast and bookings roll-up end to end.
• Add the judgment on top of the numbers. Flag when a rep is behind, sandbagging or overcommitted, or when a deal is slipping, and raise it before the forecast call rather than in it.
• Get to one bookings number the whole room trusts.

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Build our core GTM metrics and reporting

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• Stand up the metrics we're missing today: time to close, days in stage, loss rate and partner funnel. Partners feed our sales pipeline, so this covers more than direct sales.
• Refresh them on a regular cadence so that a sales-metrics question gets a real answer the same day.
• Where the data underneath isn't clean, fix it. Set and enforce stage definitions and pipeline hygiene.

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Run the weekly GTM operating rhythm

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• Own prep for the weekly GTM meeting: the data pull, the analysis and choosing which topics need attention.

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Own deal desk and commissions

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• Run commissions for 60+ sellers on an ongoing basis.
• Own our commissions platform (Spiff), which is being implemented now, and the comp plan templates behind it.
• Administer next year's sales comp plans, covering plan mechanics, accelerators, draws and clawbacks, and partner with GTM leadership on plan design.

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Build AI-powered tools for the GTM team

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• Build Claude skills and automations that improve how the GTM team works, such as proposal building and project plans.
• Build the back-end infrastructure behind our GTM operations with AI, rather than managing it by hand.

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Support finance and planning

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• Answer ad-hoc GTM and sales-metrics questions from our strategic finance team, and supply the forecast they use for business planning.
• Support territory planning and GTM org design as needs come up.

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What this role isn't: delivery or project metrics, margins, accounting, or financial planning. Those sit with our delivery and strategic finance teams. You'll be the source of GTM truth that feeds them.

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What success looks like in your first 90 days

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• GTM leadership walks into forecast calls having read your analysis instead of building one, and anomalies are flagged in advance.
• Time to close, days in stage, loss rate and partner funnel exist, refresh on a cadence and are trusted.
• Commissions run through Spiff, not Excel.
• Next year's comp plans are drafted and ready to administer.
• Weekly GTM call prep is fully yours.

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What we're looking for

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Must-haves

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• You're AI-native. You build real infrastructure with AI (Claude, agents, skills, automations), not just use it to write emails. An engineering background is a strong signal.
• Experience in Revenue Operations, Sales Operations, GTM Operations or GTM Systems inside a B2B revenue organization. Depth matters more than years: we need someone who understands go-to-market, not a generalist analyst.
• Hands-on sales commissions experience at scale. You've run comp for a sizable sales team, not just reported on it, and you understand plan mechanics, draws, accelerators and clawbacks.
• You've built forecasts and pipeline metrics yourself, end to end, often from imperfect data.
• Strong GTM judgment. You've sat in real pipeline reviews and can explain why a rep's forecast looks wrong, not just that it differs from plan.
• A real preference for hands-on work. You want to be the person building the analysis, not directing an analyst, and you're comfortable being a team of one.
• Strong opinions on stage definitions and forecast hygiene, and experience enforcing them with sellers.

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Nice-to-haves

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• Experience at a services, consulting or professional-services company. SOW-based bookings behave differently from recurring subscription revenue.
• Experience implementing or administering a commissions platform (Spiff, CaptivateIQ, Xactly or similar).
• Deal desk experience: pricing approvals, deal structuring, contract review with sales.
• Partner or channel funnel analytics.
• A background in software engineering or Salesforce consulting.

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Why join

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• Real impact from day one. You're building the function, not maintaining someone else's.
• Direct access to leadership. You'll work side by side with the GTM leader, and your analysis drives the conversation.
• Breadth. Forecasting, analytics, deal desk and comp all sit in one seat, at a company at the center of applied AI.