Sales Operations Lead

About the role

We're hiring a seasoned Sales Operations professional to be the right hand to our Head of Revenue Operations and a force multiplier for the entire GTM organization. This is a hands-on, senior individual contributor role for someone who can own problems end-to-end. You'll touch all aspects of our sales performance, from pipeline and forecasting to territories and process - and drive real impact. Hightouch has grown from 10 to 50+ account executives in under two years. That kind of growth creates complexity and we need someone who can cut through it quickly, surface what actually matters, and iterate their way to better answers. This is not a role for someone who simply administers existing processes. It's for someone who questions whether the process is right in the first place, fixes what's broken, and builds what's missing. This role reports to our Head of Revenue Operations. You'll be hands-on-keyboard from day one while also helping build the foundation for how RevOps scales at Hightouch.

Responsibilities

• Run territory and account management as a living system. Maintain coverage models, balance books of business as we grow, help reassess segmentation, and evolve propensity scoring, intent signals, and routing so reps are pointed at the right accounts.

Requirements

• You've operated in high-growth, high-velocity sales environments. Ideally with 50+ AEs at a company selling enterprise software at multi-$100K or $1M+ price points through direct outbound and partnerships. You know how complex this motion gets and you've learned how to prioritize what matters.
• You have a bias toward iteration over perfection. You'd rather ship an imperfect fix that moves a decision forward than spend two weeks on something polished that lands too late.
• You've used data, comp, and visibility to change behavior. You have a strong business partner mindset. Your work hasn't just described what's happening, it's changed how reps and managers operate. You can make the case for an uncomfortable change when the numbers support it.
• You're a clear, direct communicato

Additional Information

About Hightouch Hightouch is an Agentic Marketing Platform powered by the industry-leading Composable CDP. With complete brand context, customer data, and performance history in one place, every marketer finally has the power to build and ship end-to-end campaigns themselves. Teams move faster, stay on brand, and get AI marketing that actually works. Founded in 2019 and headquartered in San Francisco, Hightouch enables marketing teams to analyze performance, brainstorm ideas, and generate creative at a speed and quality that wasn't previously possible. Named a Leader in the 2026 Gartner® Magic Quadrant™ for Customer Data Platforms, Hightouch is trusted by leading enterprises like Domino's, Spotify, Aritzia, Cars.com, Ramp, and PetSmart. At Hightouch, our mission is to help our customers leverage data and AI to grow their businesses. The team is ambitious, impact-driven, efficient - and we believe humility, kindness, and compassion are essential to our success. If you're energized by velocity, obsessed with raising the bar, and want to build alongside people who care deeply about each other and our customers, we'd love to meet you.

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