THE OPPORTUNITY

The way B2B revenue teams operate is fundamentally reshaped by AI and most organizations haven’t caught up yet. The ones that move now won’t just be more efficient; they’ll see things their competitors can’t see, act on signals others miss, and compound that advantage quarter after quarter.

We’re building a Revenue Operations function designed for this moment. Not a back-office reporting team, but an operational intelligence engine that sits at the heart of how we generate, convert, and grow revenue. This role is central to that ambition.

As our AI-Enabled Revenue Operations Specialist, you will own three interconnected missions:

• Revenue Insights & Reporting: Build AI-enhanced analytics across the full funnel — pipeline health, conversion dynamics, QBR narratives, revenue forecasting — turning fragmented data into decisions that leadership and frontline teams act on weekly, not quarterly.

• Workflow Design & Optimization: Redesign how our revenue teams actually work together — from lead-to-opportunity handover (BDS to AE), to deal-to-customer transition (AE to CSM), to strategic account intelligence and action. Eliminate the friction and information loss that slow deals down and erode customer experience.

• GTM Intelligence from Conversational & Behavioral Data: Analyze insights from customer and sales conversations (via conversation intelligence tools) and product usage patterns to surface what resonates by industry, customer segment, or buyer persona — and translate those patterns into actionable directives for GTM strategy, sales plays, and campaigns.

This is not a data engineering role and not a traditional reporting seat. Your primary job is to understand business problems across the end-to-end revenue lifecycle — where leads stall, where handovers lose context, where customer signals go unnoticed — and then build practical, AI-powered solutions that give our revenue teams an unfair advantage.

HOW YOU WILL MAKE AN IMPACT

Revenue Insights & Reporting

• Build and continuously improve funnel reporting across BDS, AE, and CSM stages, surfacing conversion rates, pipeline velocity, stage duration, and drop-off patterns that prompt action, not just observation.

• Prepare and automate QBR reporting packages that synthesize performance data, trends, and forward-looking indicators into narratives leadership can act on.

• Create revenue and bookings reports that connect pipeline activity to financial outcomes, supporting forecasting accuracy and resource allocation decisions.

• Use AI to accelerate insight generation — from automating data pulls and trend detection to generating draft narratives and anomaly alerts that would otherwise take days of manual analysis.

Workflow Design & Optimization

• Map, diagnose, and redesign the end-to-end lead-to-opportunity handover process between BDS and AE teams, eliminating information loss and reducing time-to-first-action.

• Design the deal-to-customer transition workflow from AE to CSM, ensuring account context, commitments, and expansion signals transfer cleanly into the post-sale motion.

• Build strategic account insight packages — AI-assisted briefs that combine CRM data, interaction history, usage patterns, and external signals into a single, actionable view for account teams.

• Collaborate with adjacent teams (Marketing, Customer Support) where workflows intersect, while keeping the primary focus on the BDS → AE → CSM spine.

GTM Intelligence

• Leverage conversation intelligence tools (for example, Fathom, Gong, or similar) to identify patterns in buyer objections, competitive mentions, feature requests, and messaging effectiveness, broken down by industry, segment, or deal stage.

• Combine conversational insights with product usage and behavioral data to identify which customer segments engage most deeply, where adoption stalls, and what signals predict expansion or churn.

• Translate these findings into concrete GTM directives — informing positioning, campaign targeting, sales plays, and customer success interventions with evidence rather than intuition.

Cross-Cutting

• Continuously evaluate and adopt AI tools and methods that create leverage for the Revenue Operations function and the broader revenue organization.

• Document solutions, workflows, and methodologies so they are maintainable and scalable beyond yourself.

• Act as a thought partner to revenue team leaders — translating their operational pain points into structured problems, and structured problems into working solutions.

WHAT WILL HELP YOU SUCCEED IN THE ROLE

Required

• 3–5 years of experience in Revenue Operations, Sales Operations, or Business Analytics within a B2B technology or SaaS environment — OR a background in a commercial role (e.g. BDS, SDR, Account Executive, or Customer Success) where you experienced firsthand how broken processes and fragmented data hold revenue teams back, and you’ve since invested in building operational and AI skills to fix exactly those problems.

• Deep understanding of the B2B revenue funnel — you can explain what happens (and what goes wrong) between lead creation and customer renewal without looking at a diagram. Whether you learned this from an ops seat or from carrying a quota yourself, you know how deals actually move.

• Hands-on experience with CRM systems (HubSpot, Dynamics CRM, or comparable platforms) including report building, workflow configuration, and data quality management.

• Demonstrated ability to use AI tools (for example, Claude, ChatGPT, Copilot) for real operational work, producing outputs that teams relied on rather than one-off experiments.

• Technical fluency: you can read, understand, and adjust code that AI generates (SQL queries, API integrations, lightweight scripts). You don’t need to be a developer, but you can’t be afraid of a terminal.

• Experience with BI and reporting tools (Power BI, Tableau, Looker, or similar) — building dashboards and translating data into storylines.

Nice to Have

• Experience building agentic or automated AI workflows (e.g. multi-step prompts, API-connected AI pipelines, AI-driven alerting systems).

• Familiarity with integration and automation platforms (Zapier, Make, or similar) to connect systems across the revenue tech stack.

• Exposure to conversation intelligence tools (Fathom, Gong, Chorus, or similar) and extracting actionable patterns from interaction data.

• Experience working in a company scaling from mid-market to enterprise, where processes need to be built rather than inherited.

HOW WE WILL KNOW WE ARE A PERFECT MATCH

Your recruiting partner for this role is Kim Li (she/her). You can expect to go through a screening call, and up to 3 rounds of interviews, where we would love to discover your passion and interests, introduce you to who we are and what drives us, and finally understand how we can potentially add value to each other's growth.

HOW WE WILL KEEP YOU SMILING

• It's important to take a break from work! We offer 30 days of paid time off per year
• Affordable access to a vast network of fitness and wellness facilities through EGYM Wellpass subsidy
• Deutschlandticket subsidy to support sustainable travel using public transport
• We offer flexible working hours and a hybrid work setup, enabling you to plan your work around your life, and not your life around work!
• We offer full visa and relocation support for international candidates
• An attractive bike leasing model through JobRad, in line with our commitment towards sustainable mobility
• A competitive compensation package that values the skills and experience you bring
• Up to 4000 EUR employee referral bonus
• Financial support for local language classes to help you in your journey of integrating into the culture!

ABOUT US