Revenue Operations Specialist

Overview

The finance function is having a moment. Old infrastructure is creaking, companies are moving faster than their tools can handle, and there’s a real opportunity to build something better. That’s what we’re doing at Light. We’re an AI-native financial platform built for modern, tech-first companies. Fast to implement, deeply automated, genuinely enjoyable to use. A few months out from our Series A, growing quickly, and building a team that cares about doing this properly.

This role sits at the center of our revenue engine. You’ll report into our Head of Finance and Operations and work closely with Sales, CS, Marketing, and Finance leadership. Not as support. As a partner who challenges assumptions, brings data to debates, and builds the solutions yourself.

What You’ll Own

• Planning, territory design, capacity modelling, and GTM operating plans.
• Reporting frameworks across the funnel.
• Pipeline health, conversion rates, forecasting accuracy, expansion metrics, board-level reporting.
• Process improvements across Lead to Close to Renew to Expand.
• Lead routing, opportunity management, lifecycle tracking.
• Thought partner to Sales, CS, Marketing, and Finance on the metrics and decisions that matter to each.

Who You Are

• 3–5 years in RevOps, Sales Ops, Strategy, or similar, inside a fast-moving B2B SaaS company.
• Hands-on HubSpot experience.
• Comfortable with mid-market GTM motions.
• You build models independently, communicate clearly at exec level, and bring structure to ambiguous problems.
• Genuinely excited about AI as a practical lever.

One more thing

One of your first priorities will be hiring. Not a person, but your AI assistant. Like finance, we think RevOps is one of the functions most ready for AI to genuinely pull its weight, and we believe you’ll be just the right person to figure out how. Less replacing headcount, more building a counterpart. We’re excited to see what that looks like. We think you will be too!

We’re hiring a Revenue Operations Specialist to help scale our revenue engine across the full customer lifecycle — from pipeline creation to expansion and retention. This role blends strategy, analytics, and hands-on operations. You will partner closely with Sales, Customer Success, Marketing, and Finance leaders to design programs, drive performance insights, and operationalise high-impact initiatives. You won’t just analyse problems — you’ll build the solutions.

This Is Ideal For Someone Who

• Thinks in systems and tradeoffs
• Loves data but doesn’t hide behind it
• Can move from executive strategy conversations to hands-on execution
• Wants exposure across the full revenue funnel
• Is curious about imbuing AI everywhere

What You’ll Own (continued)

Revenue Strategy & Planning

• Partner with GTM leadership on annual and quarterly planning
• Support territory design, capacity modelling, and investment allocation
• Translate company goals into measurable GTM operating plans
• Identify performance gaps and recommend strategic interventions

Analytics & Performance Insights

• Build and maintain reporting frameworks across the funnel
• Analyse pipeline health, conversion rates, forecasting accuracy, and expansion metrics
• Provide actionable insights to Sales & CS leadership
• Improve KPI definitions and metric consistency
• Support executive and board-level reporting

Operational Execution

• Design and implement process improvements across Lead → Close → Renew → Expand
• Own core GTM workflows (lead routing, opportunity management, lifecycle tracking)
• Partner with GTM Systems on tooling enhancements
• Improve forecasting discipline and pipeline hygiene
• Reduce manual work and eliminate inefficiencies

Cross-Functional Partnership

• Sales leadership (pipeline health, comp performance, productivity)
• CS leadership (renewals, expansion, churn analysis)
• Marketing (lead quality, funnel conversion, attribution)
• Finance (forecasting, ARR modeling, performance tracking)

You will be expected to challenge assumptions, bring data to debates, and influence decisions.

Who You Are (continued)

• 3–5+ years in Revenue Ops, Sales Ops, Strategy, Consulting, or similar analytical roles
• Strong analytical skills (advanced Excel/Sheets; experience with BI tools preferred)
• Experience working with CRM systems (Hubspot preferred)
• Comfortable building models and running analyses independently
• Strong executive communication skills
• Highly structured thinker with strong business judgment

What Success Looks Like

• Clear visibility into funnel performance and revenue drivers
• Trusted partner to GTM leaders
• Data-backed recommendations influencing investment decisions
• Scalable processes that improve efficiency and forecasting accuracy

Why This Role Is High-Impact

You’ll sit at the center of how we grow.

You Will Influence

• Where we invest
• How we sell
• How we forecast
• How we retain and expand customers

This is not a reporting role. It’s a leverage role.

The good stuff

In addition to being part of a great team and working in a really fun and innovative environment, we offer:

• A competitive salary + potential stock options
• 25 days of annual leave + public holidays in the country where you are based.
• Regular socials and company off-sites.
• A huge opportunity for career growth as you’ll help shape a market-defining product.

The famous last words

Working at Light means you’re embarking on an exciting journey to reshape the future of multinational financial operations. Our cheat-code is that we’ve built something like this before - and are now doing it again, only better. Our goal is to make global finance effortless and empower companies to make informed decisions.

Join the rocket ship while it’s taking off!