Revenue Operations Lead at Granola, building GTM processes and sales infrastructure for a US-focused AI workspace product. Hands-on role designing go-to-market strategy, owning forecasting and CRM, and enabling sales through tooling and automation.
Location: San Francisco, CA (In-office)
Team: Revenue/GTM Operations - Granola
Full-Time
We’re Team Granola 👋, building tools that help humans think and work better.
What began as an AI notepad for back-to-back meetings has become a shared team workspace and second brain. Granola spreads organically inside companies, often starting with a senior leader and quickly cascading across teams.
Today, Granola is used at many of the world’s top and fastest-growing companies like Vercel, Cursor, Lovable and Decagon.
Designed and built in London, Granola now serves a predominantly US customer base. To support that growth, we’ve opened a San Francisco office as the hub for our North American go-to-market efforts.
You’ll be the first Revenue Operations hire in the San Francisco office, defining our go-to-market approach and building the operational foundation of Granola’s sales motions.
This is a hands-on building role for someone who wants to design and own, not inherit and maintain. You'll define processes, own reporting, run operational cadences, launch motions, and enable sales through tooling. You’ll shape strategically how we go to market: who we target, how we segment, and what the right motions look like as Granola scales.
You'll work closely with the VP of Sales and our AEs day-to-day, and partner with our GTM Engineering team in London. This role reports into the Head of GTM Operations in London.
The philosophy is to design and own, not inherit and maintain.
Own key GTM processes. Design, build and iterate on the key operational processes. Map the motions, find the friction, design the fixes.
Be the key operational partner to Sales leadership. Work very closely with the VP of Sales to drive revenue - surfacing what's working, what isn't, and what to change.
Define our ICP and segmentation. Have a clear point of view on who we should be targeting and why. Bring the analysis that sharpens our ICP, informs inbound and outbound prioritization, and makes our targeting smarter over time.
Lead territory and quota planning. Partner with Sales leadership on territory design, goaling metrics, and quota setting.
Drive revenue performance. Identify and fix bottlenecks in the funnel, including lead routing, qualification and conversion to grow revenue impact across Sales.
Own sales performance reporting and forecasting. Own the weekly forecasting process, identifying risks and opportunities for Sales leadership.
Enable Sales through tooling and own CRM integrity. Understand Sales workflows and build tools to drive improvements. Keep the CRM trusted and well-used, and support reps in managing their pipeline effectively.
Partner with GTM Engineering. Be the business voice that shapes what the team builds. Identify where systems and AI software can improve the motion.
Background & Experience
4–8 years of experience in Revenue Operations, GTM Operations, or a similar role supporting Sales teams.
Track record of designing, running and consistently improving sales processes to drive measurable impact on revenue.
Hands-on experience with modern GTM tooling (e.g. Attio, Apollo, Clay) and AI and automation.
Strong data and analytical skills with experience working with pipeline data, forecasting, and performance metrics.
Skills & Traits
Highly autonomous, strong problem-solving mindset, and comfortable operating in a fast-moving environment.
Comfortable working with sales teams and collaboratively across time zones.
Clear and concise communicator.
Actively looks for ways to apply AI and automation.
Personal Characteristics
A builder who gets energized creating things from scratch and driving improvements once they exist.
Excited to work in-person in the SF office, embedded with the sales team.
Pragmatic and impact-focused.
Values working with people who are kind, ambitious, and collaborative.