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Job description
Shepherd Revenue Operations Role
Shepherd is looking for our first Revenue Operations hire to be the operational backbone of our GTM team. This role sits at the intersection of strategy and execution — you'll partner closely with GTM leadership to improve how our team operates, identify what's working and what isn't, and build the systems and processes that help us scale. You're someone who understands the mechanics of GTM motions deeply and technical enough to independently navigate our internal tooling and data.
We value working together in person and are looking for candidates who can be onsite at our San Francisco HQ.
Responsibilities include:
Serve as a strategic business partner to GTM leadership — supporting pipeline reviews, forecast calls, and QBRs with rigorous, well-structured analysis
Own the operating rhythm of the GTM team: weekly reporting, pipeline hygiene standards, and performance tracking against targets
Identify bottlenecks and inefficiencies in the GTM process and lead initiatives to address them
Translate GTM strategy into operational plans, ensuring alignment between leadership priorities and day-to-day execution
Manage territory planning and segmentation, ensuring coverage is optimized as the team grows
Own quota setting and sales compensation design in partnership with Finance and GTM leadership — modeling scenarios, stress-testing assumptions, and managing the annual and mid-year cycle
Support headcount planning and capacity modeling to inform hiring decisions and revenue targets
Design and analyze experiments to test GTM hypotheses — segmentation changes, coverage models, prioritization frameworks
Comfortable managing and improving Shepherd's sales tech stack, including Salesforce and Outreach — maintaining data integrity, managing configurations, and evaluating new tools as needs evolve
Build and maintain dashboards and reports that give leadership real-time visibility into pipeline, conversion, and performance
Ensure CRM hygiene and data quality through clear standards, enforcement mechanisms, and regular audits
Partner with Analytics and Business Operations to surface insights from GTM data, translate them into actionable recommendations, and execute against them
What we're looking for includes:
6+ years of experience in Sales Operations, Revenue Operations, or a closely related role at a high-growth company
Deep familiarity with sales motions and GTM mechanics — you understand how pipelines work, how B2B sales teams operate, and how to diagnose performance gaps
Strong Salesforce skills; experience with Outreach or similar sales engagement tooling a plus
Proficiency in SQL and Excel/Sheets for data analysis and modeling; experience with BI tools (e.g., Metabase, Looker, Hex, Sigma, etc.)
Experience owning quota and comp planning processes, including cross-functional coordination with Finance
Highly organized with strong process instincts — you create structure where there isn't any and maintain it under pressure
Clear communicator who can present data and recommendations to leadership
Collaborative, low-ego, and comfortable working across functions in a fast-paced environment
Worksite address
san francisco, CA, 94199, US
Who can apply
Review the original listing for work authorization, qualifications and employer requirements.