Revenue Operations Lead

Vouch is the insurance broker that powers ambition. We’re a tech-enabled insurance advisory and brokerage purpose-built for growing companies in technology, life sciences, and professional services. Our clients are ambitious leaders building complex businesses, and we help them manage risk with tailored advice, smart coverage, and responsive service. Backed by over $200M from world-class investors, Vouch combines deep industry expertise with AI-powered tools to deliver a better insurance experience. Our digital workflows reduce friction, speed up decisions, and give our clients the confidence to move faster.

About the role

This role is aligned with our Chicago office and has hybrid work flexibility, requiring team members to be in the office at least three days per week (Tuesday, Wednesday, and Thursday) to foster close collaboration and team building.

Responsibilities

• Own the operational layer for Horizon's revenue lifecycle, ensuring the process design and operational integrity from opportunity creation through binding, servicing, and renewal. Focus on clarity, consistency, and instrumentation to enable high-performing advisory teams to execute without friction or ambiguity.
• Design and maintain Horizon's GTM workflows and lifecycle stage model, including how opportunities move through Salesforce, how accounts transition between teams and service tiers, and how each stage is consistently defined and executed.
• Run and prepare Horizon pipeline reviews by enforcing hygiene standards, applying stage definitions consistently, and ensuring data reflects actual deal status.
• Attend Horizon leadership meetings and team-level results reviews as an active operational partner, surfacing process and execution misalignments, and distinguishing behavioral issues from design issues.
• Shadow licensed advisors and account managers regularly to understand on-the-ground process functionality, identifying friction, shortcuts, and divergences from documented workflows.
• Provide direct, diagnostic, and collaborative feedback to Horizon managers on process adherence, data quality gaps, and workflow breakdowns.
• Maintain a running view of process and data-capture improvement opportunities within Horizon and contribute to the RevOps team's quarterly process improvement roadmap.
• Build on and actively push the Salesforce Financial Services Cloud (FSC) foundation by defining field-level rules, lifecycle stages, routing logic, and workflow states that reflect Horizon’s operations. Translate these into clear requirements for tech and product counterparts.
• Ensure data capture standards are understood and followed so Salesforce reflects operational reality.
• Identify opportunities to move manual processes toward system-driven execution, maintaining clarity on current manual processes, next automation steps, and blockers.
• Partner with the Director of RevOps on changes to lifecycle definitions, data standards, or system configuration that affect business measurement or GTM team compensation.
• Drive continuous improvement through technology and AI by experimenting with AI tools, workflow automations, and emerging capabilities in the Vouch tech stack to eliminate friction, reduce manual effort, or improve consistency.
• Bring a point of view on AI-assisted workflows that support advisors by reducing overhead and freeing time for client work.
• Test new approaches, implement successful ones, and discard those that don’t work.
• Understand where structure is non-negotiable (e.g., data integrity standards, lifecycle definitions, compensation-affecting logic) and where experimentation is appropriate.
• Drive operational rigor across the full Horizon motion by governing handoff architecture and SLA adherence across the lifecycle, including opportunity assignment, account transitions, renewal workflows, and data integrity for cross-sell identification at scale.
• Maintain accountability for Product-Led/Advisory-Led tier routing rules within Horizon, flagging mismatches in account assignments or eligibility criteria.
• Coordinate with Growth Operations on top-of-funnel handoffs to ensure opportunities arriving in Horizon are correctly attributed, properly staged, and ready for the advisory motion.

Requirements

• 4–7 years in revenue operations, sales operations, or GTM operations, with a track record of designing and implementing processes, not just maintaining or reporting on them.
• Experience building processes in ambiguous environments (e.g., lifecycle models, operational standards, workflows) and ensuring they are consistently used.
• Fluency in Salesforce, including hands-on experience with objects, fields, validation rules, workflow automation, and how CRM reflects operational reality.
• Ability to write clear system requirements and review builds for accuracy.
• Comfort operating as an embedded partner in leadership meetings and team-level reviews, raising process concerns, and pushing back on behaviors that undermine data integrity.
• Direct and constructive communication with frontline managers, using shadowing as a core research method.
• Curiosity about technology and an experimental mindset, always asking how processes can improve and enthusiastically testing AI tools and workflow automation.
• Understanding of the difference between where structure is necessary and where experimentation is appropriate.
• Ability to connect process and data, recognizing that data integrity is a process problem before it’s a systems problem. Experience working upstream to fix issues rather than downstream to explain them.
• Familiarity with how GTM data flows from Salesforce into reporting and analytics, owning the definitions and field standards those models depend on.
• Experience thriving in the ambiguity of early-stage environments, comfortable with faster pace, thinner resources, and fluid priorities. Ability to build where there’s no playbook, wear multiple hats, and make progress without perfect information.

Nice to Have

• Experience with Salesforce Financial Services Cloud or CRM migration/re-platforming.
• Experience with advisory-led or high-touch account management motions.
• Background in insurance or financial services.
• Exposure to and passion for early-stage startups and/or high-growth environments.
• Background in insurance or other regulated categories.

Benefits

• Competitive compensation and equity packages.
• Health, dental, and vision insurance.
• Parental leave.
• Flexible vacation time.
• Wellness allowance.
• Technology allowance.
• Company-sponsored personal and professional development.
• L&D partnerships with Ethena and monthly Lunch & Learns.
• Wellbeing perks, including Peloton, Fetch, OneMedical, Headspace care+.
• Caregiver support, including company seed into the dependent care FSA and sponsored Care.com membership.
• Regular performance reviews with goal setting, development discussions, and promotion opportunities.

Pay

The pay range for this role is $115,000 - $135,000 USD per year (Chicago, IL - Hybrid).