Backblaze · 1 month ago
Head of Revenue Operations
United States
Full-time
Remote
Director/Executive
$225K/yr - $275K/yr
10+ years expBackblaze is a NASDAQ-listed company that provides independent cloud storage solutions. They are seeking a Head of Revenue Operations to architect and run the operating system that drives revenue across various functions, unifying data and processes to increase efficiency and visibility.
Cloud Data ServicesData ManagementData StorageInformation TechnologySoftware
Responsibilities
Partner with CRO and sales leadership, VP of Marketing, and VP Customer Success to drive alignment on growth priorities and company-wide revenue KPIs
Lead annual and quarterly planning cycles including headcount modeling, quota design, pipeline targets, and CAC/LTV analysis
Own board-level reporting on pipeline health, forecast accuracy, and operational efficiency
Build frameworks for goal-setting and business performance tracking that align targets with strategic objectives
Own and evolve the GTM tech stack – Salesforce, HubSpot, Outreach, attribution tools, and BI platforms
Drive system integration, process automation, and data governance to ensure single source of truth across all teams
Partner with Finance and Product to maintain data accuracy and consistency across Marketing, Sales, CS, and Channel
Evaluate and implement new technologies that enhance GTM productivity and forecasting precision
Build unified reporting framework with real-time visibility into funnel performance, conversion trends, and win/loss analysis
Own forecasting processes across Self-Serve and Enterprise segments, ensuring accuracy and accountability
Lead weekly pipeline reviews and monthly forecast calls with the CRO to keep revenue targets on track
Deliver executive dashboards and board materials highlighting operational metrics and growth drivers
Enhance sales effectiveness through territory design, account segmentation, rules of engagement, and methodology refinement
Design and operationalize quota, incentive, and commission models that drive performance and predictability
Create scalable processes from lead capture through renewal with clear SLAs and handoffs between teams
Implement data-driven sales planning that improves pipeline hygiene, deal velocity, and win rates
Diagnose bottlenecks and redesign GTM processes to reduce friction and improve cycle time
Establish culture of data discipline ensuring CRM accuracy and consistent reporting standards
Champion automation initiatives that enhance productivity while maintaining customer-centric approach
Build consistent operating rhythms including pipeline reviews, QBRs, and forecast calls
Build, lead, and scale a high-performing RevOps team from 2-3 to 5+ members
Foster collaboration across Demand Gen, SDR, Sales, Channel, Customer Success, Product, and Finance
Coach and develop team members, creating clear career paths within RevOps
Act as operational backbone enabling profitable, predictable, and scalable growth
Qualification
Required
10+ years in Revenue Operations, Sales Operations, or GTM Operations, with 5+ years leading teams
Experience in high-growth B2B SaaS scaling from $50M to $200M+ ARR
Deep expertise with Salesforce (configuration, reporting, governance) and marketing automation platforms (HubSpot, Marketo)
Strong analytical capabilities with fluency in SQL, data modeling, and business intelligence frameworks
Proven track record improving forecasting accuracy, conversion rates, and funnel efficiency
Experience supporting both PLG/self-serve and enterprise sales motions simultaneously
Collaborative leadership style with ability to influence and partner across Marketing, Sales, CS, and Finance
Systems thinking – can architect scalable processes while maintaining attention to detail
Preferred
Public or pre-IPO SaaS company experience navigating increased reporting and governance requirements
Background in infrastructure, cloud storage, or developer-focused products
Experience with CPQ systems, revenue attribution models, and advanced BI tools (Tableau, Looker, Mode)
Familiarity with channel/partner operations and indirect sales motions
Track record implementing AI/ML tools for forecasting, lead scoring, or workflow automation
Experience at transparent, customer-obsessed company cultures
Benefits
Healthcare for family, including dental and vision
Competitive compensation and 401K
RSU grants for full-time employees
ESPP program
Flexible vacation policy
Maternity & paternity leave
MacBook Pro to use for work, plus a generous stipend to personalize your workstation
Childcare bonus (human children only)
Fertility treatment and support
Learning & development program
Commuter benefits
Culture that supports a healthy work-life balance
Company
Backblaze
Backblaze is a cloud storage platform offering Computer Backup and Backblaze B2 Cloud Storage.
201-500 employees
Funding
Current Stage
Public CompanyTotal Funding
$62.8MKey Investors
Citizens BankTMT Investments
2025-06-05Post Ipo Debt· $20M
2024-11-25Post Ipo Equity· $37.5M
2021-11-11IPO
Leadership Team
Gleb Budman
CEO and Co-Founder
Brian Beach
CTO
Recent News
2026-01-05
2026-01-05
Company data provided by crunchbase