BizOps Manager (sales focused)

ABOUT POSTHOG

Product development used to mean manually writing code, running analysis, diagnosing bugs, and rolling out changes using dozens of tools. PostHog is the only platform that acts like a co-pilot for you (and your AI agents) to do it all – autonomously. We started with open-source product analytics, launched out of Y Combinator's W20 cohort. We've since shipped more than a dozen products, including: PostHog Code, the only AI devtool that understands your product, not just your codebase; a built-in data warehouse, so users can query product and customer data together using custom SQL insights; and PostHog AI, an AI-powered analyst that answers product questions, helps users find useful session recordings, and writes custom SQL queries.

We are:

• Product-led: More than 450,000 organizations have installed PostHog, mostly driven by word-of-mouth. We have intensely strong product-market fit.
• Well-funded: We've raised more than $180m from some of the world's top investors. We're set up for a long, ambitious journey.
• Focused on building an awesome product: We hire exceptional teammates, ship fast, and embrace our uniqueness.

THINGS WE CARE ABOUT

• Transparency: Everyone can read about our roadmap, how we pay (or even let go of) people, our strategy, and how we work, in our public company handbook. Internally, we share revenue, notes and slides from board meetings, and fundraising plans, so everyone has the context they need to make good decisions.
• Autonomy: We don’t tell anyone what to do. Everyone chooses what to work on next based on what's going to have the biggest impact on our customers, and what they find interesting and motivating to work on.
• Shipping fast: We want to build a lot of products; we can't do that shipping at a normal pace. We've built the company around small teams – autonomous, highly-efficient groups of engineers who can outship much larger companies because they own their products end-to-end.
• Time for building: Nothing gets shipped in a meeting. We're a natively remote company. We default to async communication and prioritise heads down building time over perfect coordination.
• Ambition: We want to solve big problems. We strongly believe that aiming for the best possible upside, and sometimes missing, is better than never trying.
• Being weird: Doing weird stuff is a competitive advantage. And it's fun.

JOB SUMMARY

PostHog runs on a usage-based, product-led model where the line between self-serve and sales-led is genuinely blurry which makes the revenue problems here more interesting than at most companies. Sales-led revenue is close to half the business and spans AEs, CSMs, TAMs and onboarding, and right now it doesn't have a dedicated operating engine. That's the role. You’ll own sales-led revenue ops end to end: compensation, forecasting, growth reviews, and the metrics layer everyone trusts. You'll build the proactive systems that surface problems before anyone has to ask. It's a blank slate. You're building the systems, definitions and source of truth where none exist today, with direct exposure to execs and no routing through anyone.

WHAT YOU'LL BE DOING

• Sales compensation: Design, model and maintain rep comp plans so incentives actually point at company revenue goals. Own quota setting and the modelling behind it. Run comp scenarios and pressure test them before they ship.
• Monthly sales growth review: Own the cadence end to end: prep, analysis, and a clear read on what's driving and blocking growth. Treat the review as a decision making tool: leading indicators, levers and gaps, not just numbers.
• Triggers & proactive monitoring: Build alerting on the things that actually move sales led revenue: deals slipping stages, forecast diverging from pacing mid quarter, reps falling behind attainment, churn or expansion signals.
• Pipeline & forecast discipline: Own pipeline hygiene, deal stage definitions and forecast accuracy, working collaboratively with the Revenue Leader.
• Decision support: Run win/loss analysis, set discounting and pricing guardrails, implement ongoing tests across the sales funnel and design small experiments on the sales motion.
• A sales revenue source of truth: Build the trustworthy activation, expansion and attribution metrics layer for the sales led motion.

WHAT YOU WON’T BE DOING

• Owning Salesforce and Vitally as software
• Broader cross funnel revenue work

REQUIREMENTS

• Background in RevOps, sales ops, finance, or a strategy/analytics role with real revenue exposure.
• Comfortable in data, SQL or equivalent.
• Have designed or run sales compensation plans before, and understand how incentives change behaviour at the margin.
• Experience in usage-based / PLG revenue models where the line between self serve and sales led is blurry.
• A proactive operator: you build monitoring and updates that surface problems early, rather than waiting to be asked.
• Comfortable with ambiguity and a blank slate: you build systems and definitions where none exist, without creating bureaucracy.
• Can influence without authority: sales, finance and product will trust your numbers because you've earned it, not because you own them.

NICE TO HAVE

• Hands on Salesforce (or similar CRM) administration and reporting.
• Experience standing up a revops/salesops function for the first time, rather than inheriting a mature one.

If you have a disability, please let us know if there's any way we can make the interview process better for you - we're happy to accommodate!