Note: The job is a remote job and is open to candidates in USA. Darwinbox is the fastest-growing HR technology platform, designing the future of work by building the world's best HR tech. The role involves owning the operational engine behind Darwinbox's US go-to-market strategy, focusing on forecasting, pipeline management, and sales productivity.
Responsibilities
- Own the weekly, monthly, and quarterly forecasting and revenue cadence for the US business — deal inspection, stage discipline, and early risk flagging — and partner with sales leaders to surface slippage and course-correct before it hits the number
- Build pipeline coverage models by segment, territory, and sales motion; show where the GTM engine is converting and where it's leaking, and recommend where to invest
- Design and run territory models, quota-setting, and headcount/capacity planning that align coverage to the revenue plan
- Model commission plans and their impact on seller behavior and cost of sale; partner with Finance on plan design, scenario analysis, and payout accuracy
- Identify friction in seller workflows, track productivity and ramp, and operationalize sales plays with Enablement to lift seller effectiveness
- Own leadership scorecards and support QBRs, MBRs, and AOP / annual planning with a data-backed narrative that translates into clear actions for sales leadership
- Support complex enterprise deals on pricing, discounting, and approvals in partnership with Finance and Legal; enable scalable deal governance without slowing sales velocity
- Keep the CRM a reliable single source of truth for pipeline and reporting by partnering with RevOps systems and enablement teams on process and data quality — you define what “good” looks like; you don't administer the tooling
- Act as the connective tissue across Sales, Finance, Marketing Ops, and Product Ops, and influence senior stakeholders on GTM initiatives — new market entry, product launches, and pricing changes
Skills
- 8–10 years in Sales Operations / Revenue Operations, ideally in B2B SaaS, including time supporting a US enterprise sales motion
- Deep, first-hand understanding of GTM motions, pipeline management, revenue cadence, and sales productivity — able to operate as a business partner to sales leadership
- Fluent in the analysis that drives revenue decisions — territory models, quota and capacity planning, commission analysis, and forecasting — using data in service of business outcomes
- Proven ability to influence and earn the trust of senior sales and revenue leaders, and to turn analysis into decisions
- Strong command of CRM (Salesforce and/or HubSpot), advanced spreadsheet skills (Excel, Google Sheets), and comfort with BI / reporting tools
- Bachelor's degree required
- Applicants must be currently authorized to work in the United States
- MBA or equivalent a plus
- East Coast strongly preferred to maximize daily overlap with India-based teams
Benefits
- Comprehensive benefits package including medical insurance plan, 401(k), and paid time off.
- Flexible work arrangements (remote within the U.S.).
- Professional growth and international career opportunities within a fast-scaling global organization.
Company Overview