GTM Specialist, North America
San Francisco, California, United States · Posted 3 months agoDescription
GTM Specialist, North America
San Francisco Position number - 2792
AppsFlyer helps brands make good choices for their business and their customers with its advanced measurement, data analytics, deep linking, engagement, fraud protection, data clean room, and privacy-preserving technologies. Built on the idea that brands can increase customer privacy while providing exceptional experiences, AppsFlyer empowers thousands of creators and 10,000+ technology partners to create better, more meaningful customer relationships.
About the role
We're looking for a Sr. Revenue Operations Specialist to be the operational backbone of our go-to-market engine. This is a high-impact, cross-functional role sitting at the intersection of sales, marketing, customer success, partnerships, and finance. You'll help to maintain the systems, processes, and analytics that help our revenue teams move faster, sell smarter, and retain more. If you're someone who naturally chases the "why" behind a number, thrives in fast paced environment, and gets energy from solving complex problems across multiple workstreams at once, this role was built for you.
Why this role
Most RevOps roles hand you a playbook and ask you to run it. This one asks you to optimize it. We're at the stage where the decisions you make, like how pipeline gets measured, how deals get structured, how compensation drives behavior, how AI gets embedded into the revenue motion, will shape how this company operates in years to come.
You'll sit at the center of major commercial conversations in the business. Not as a support function, but as a strategic partner with a real seat at the table. When sales leadership is trying to understand why a region is underperforming, you'll be the person with the answer. When the sales team needs a deal structured fast, they'll call you. When leadership is making a bet on next year's plan, your models and your judgment will be in the room.
If you're someone who gets genuine satisfaction from bringing order to complexity, who finds it energizing to stare at a broken process and rebuild it better, you'll thrive here. And you'll do it with a team and a tool stack, including AI, that actually lets you operate at a level most RevOps people never get to experience.
What you'll do
- Deal desk and commercial operations. You'll be the go-to for structuring non-standard deals, managing approval workflows, and ensuring every commercial transaction moves efficiently from negotiation to close. You'll work directly with AEs and leadership to accelerate deal velocity while protecting margin and maintaining compliance with pricing and contracting policies.
- Sales planning and strategy. You'll support annual and quarterly planning cycles, quota setting, headcount modeling, capacity planning, and go-to-market segmentation. You'll translate business objectives into actionable operational plans and help leadership understand what it takes to hit the number.
- AI Native. We're not looking for someone who is curious about AI in theory. We want someone already using it daily, whether that's AI-assisted account health briefs before QBRs, synthesizing pipeline risk across hundreds of deals, or automating comp exception workflows. The explicit framing of "where can AI do this faster and better?" is meant to filter for the right mindset and signal that this isn't a traditional RevOps role.
- Pipeline and territory management. You'll manage territory design, account assignments, and routing logic in Salesforce. You'll run regular pipeline reviews, identify gaps and risks, and build the visibility tools that help managers and leaders make better decisions faster.
- Post-sales support. You'll partner with Customer Success to track and improve gross revenue retention (GRR) and net revenue retention (NRR). You'll help build the operational infrastructure for renewals, upsell identification, and churn risk management.
- Performance and analytics. You'll be the team's analytical engine, building dashboards, running cadenced reporting, and delivering insights that drive action. You won't just report what happened; you'll tell the story of why it happened and what to do next.
What you have
- 2 or more years of experience in revenue operations, sales operations, or a closely related function at a B2B SaaS company.
- Startup or high-growth company experience is a strong plus as we move fast.
- You should be comfortable owning your work end-to-end with minimal hand-holding.
- Direct experience supporting a quota-carrying sales team is important. You understand what AEs and managers actually need, and you know how to build for practitioners, not just executives.
- You're data-driven and intellectually curious. You don't accept a number at face value. You drill into it, understand the drivers, and come back with a point of view.
- You're comfortable in Salesforce, Gong, Looker, Outreach, Clay and tools like Claude for analysis and automation. Salesforce admin experience is a plus.
- You're a strong collaborator who can also work independently. You manage competing priorities well, communicate clearly across functions, and know when to ask for help and when to just get it done.
- You bring big-picture thinking to operational detail work. You can zoom out to understand what the business needs strategically while staying close enough to the ground to execute.
Bonus Points
- Salesforce admin certification or equivalent hands-on admin experience.
- Prior experience in a high-growth or Series B through D environment where the playbook was still being written.
For our US-based candidates, the expected On Target Earnings (OTE) are between $125,000 and $155,000 (including bonus or commission). The offer varies on many factors including market location, job-related knowledge, skills, experience, interview results, references, etc.
As a global company operating from 25 offices across 19 countries, we reflect the human mosaic of the diverse and multicultural world in which we live. We ensure equal opportunities for all of our employees and promote the recruitment of diverse talents to our global teams without consideration of race, gender, culture, or sexual orientation. We value and encourage curiosity, diversity, and innovation from all our employees, customers, and partners.
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