The posting
ABOUT TRIBE AI
Tribe AI helps companies build and ship real AI solutions. We bring together a network of top AI practitioners with a delivery team that turns AI strategy into production systems for our clients. Our go-to-market team is growing fast, and we need someone to make our revenue engine run on data, not intuition.
ABOUT THE ROLE
We're looking for our first person to own revenue operations. You'll be the only person in the function and work directly with Head of GTM. This is a hands-on role: you'll do the analysis yourself, and your analysis will shape decisions.
WHAT YOU'LL DO
Own forecast operations
- Build and run the forecast and bookings roll-up end to end.
- Add the judgment on top of the numbers. Flag when a rep is behind, sandbagging or overcommitted, or when a deal is slipping, and raise it before the forecast call rather than in it.
- Get to one bookings number the whole room trusts.
Build our core GTM metrics and reporting
- Stand up the metrics we're missing today: time to close, days in stage, loss rate and partner funnel. Partners feed our sales pipeline, so this covers more than direct sales.
- Refresh them on a regular cadence so that a sales-metrics question gets a real answer the same day.
- Where the data underneath isn't clean, fix it. Set and enforce stage definitions and pipeline hygiene.
Run the weekly GTM operating rhythm
- Own prep for the weekly GTM meeting: the data pull, the analysis and choosing which topics need attention.
Own deal desk and commissions
- Run commissions for 60+ sellers on an ongoing basis.
- Own our commissions platform (Spiff), which is being implemented now, and the comp plan templates behind it.
- Administer next year's sales comp plans, covering plan mechanics, accelerators, draws and clawbacks, and partner with GTM leadership on plan design.
Build AI-powered tools for the GTM team
- Build Claude skills and automations that improve how the GTM team works, such as proposal building and project plans.
- Build the back-end infrastructure behind our GTM operations with AI, rather than managing it by hand.
Support finance and planning
- Answer ad-hoc GTM and sales-metrics questions from our strategic finance team, and supply the forecast they use for business planning.
- Support territory planning and GTM org design as needs come up.
What this role isn't: delivery or project metrics, margins, accounting, or financial planning. Those sit with our delivery and strategic finance teams. You'll be the source of GTM truth that feeds them.
WHAT SUCCESS LOOKS LIKE IN YOUR FIRST 90 DAYS
- GTM leadership walks into forecast calls having read your analysis instead of building one, and anomalies are flagged in advance.
- Time to close, days in stage, loss rate and partner funnel exist, refresh on a cadence and are trusted.
- Commissions run through Spiff, not Excel.
- Next year's comp plans are drafted and ready to administer.
- Weekly GTM call prep is fully yours.
WHAT WE'RE LOOKING FOR
Must-haves
- Minimum of 6 years of experience in the field
- You're AI-native. You build real infrastructure with AI (Claude, agents, skills, automations), not just use it to write emails. An engineering background is a strong signal.
- Experience in Revenue Operations, Sales Operations, GTM Operations or GTM Systems inside a B2B revenue organization. Depth matters more than years: we need someone who understands go-to-market, not a generalist analyst.
- Hands-on sales commissions experience at scale. You've run comp for a sizable sales team, not just reported on it, and you understand plan mechanics, draws, accelerators and clawbacks.
- You've built forecasts and pipeline metrics yourself, end to end, often from imperfect data.
- Strong GTM judgment. You've sat in real pipeline reviews and can explain why a rep's forecast looks wrong, not just that it differs from plan.
- A real preference for hands-on work. You want to be the person building the analysis, not directing an analyst, and you're comfortable being a team of one.
- Strong opinions on stage definitions and forecast hygiene, and experience enforcing them with sellers.
Nice-to-haves
- Experience at a services, consulting or professional-services company. SOW-based bookings behave differently from recurring subscription revenue.
- Experience implementing or administering a commissions platform (Spiff, CaptivateIQ, Xactly or similar).
- Deal desk experience: pricing approvals, deal structuring, contract review with sales.
- Partner or channel funnel analytics.
- A background in software engineering or Salesforce consulting.
WHY JOIN
- Real impact from day one. You're building the function, not maintaining someone else's.
- Direct access to leadership. You'll work side by side with the GTM leader, and your analysis drives the conversation.
- Breadth. Forecasting, analytics, deal desk and comp all sit in one seat, at a company at the center of applied AI.
