Hybrid Revenue Strategy Operator

at AirOps

• Job title: Revenue Strategy Operator
• Job type: Full Time
• Experience level: Mid level, Senior
• Salary: $140,000 - $175,000 per year
• Degree requirement: Bachelor's Degree
• Tech skills: SQL
• Location requirements: Hybrid, San Francisco, United States

About the role

• Revenue Strategy Operator at AirOps designing and optimizing revenue frameworks for the business. Collaborating with GTM and Finance leadership to align operational metrics with financial outcomes.

Responsibilities

• Partner with GTM and Finance leadership to align operational metrics with financial outcomes (pipeline, bookings, ARR, churn, NRR).
• Establish standardized definitions and frameworks for revenue stages, forecasting, and reporting.
• Support capacity, territory, and compensation planning with data-driven insights.
• Define and optimize GTM processes across lead → opp → win and renewal/expansion workflows.
• Maintain data integrity and enforce best practices across GTM and finance systems.
• Identify revenue bottlenecks and recommend improvements that accelerate time-to-close and expansion.
• Architect scalable workflows and systems that connect GTM, Finance, and Product.
• Build forecasting models that connect pipeline → bookings → ARR → cash.
• Develop real-time dashboards and analytics for pipeline health, conversion velocity, and churn/expansion signals.
• Run scenario planning and “what-if” analyses for growth, churn, and pricing impacts.
• Provide board-ready revenue insights and quarterly forecast updates.
• Act as the connective tissue between GTM leadership and Finance/FP&A.
• Deliver actionable insights to the VP Sales, Head of Growth, Head of Finance, and executive team.
• Translate data into strategy, enabling high-velocity decision-making.

Requirements

• 5–8 years in RevOps, Revenue Analytics, FP&A, or BizOps roles with strong exposure to both GTM and Finance.
• Strong analytical and modeling skills: SQL, advanced Sheets/Excel, financial modeling.
• Hands-on with CRM’s (HubSpot) and BI tools (like Metabase).
• Proven ability to design scalable GTM and finance frameworks - not just run them.
• Excellent cross-functional communicator; comfortable bridging GTM, Finance, and Execs.
• Builder mindset: Thrives on building, testing, and iterating revenue systems that scale, and combines curiosity, precision, and speed to create leverage.

Benefits

• Equity in a fast-growing startup
• Competitive benefits package tailored to your location
• Flexible time off policy
• Generous parental leave
• A fun-loving and (just a bit) nerdy team that loves to move fast!