Head of Revenue Operations

Head of Revenue Operations

I co-founded Backblaze in 2007 and helped lead it from a bootstrapped start‑up to a NASDAQ-listed company in 2021. As we enter our next growth phase, I'm looking for a Head of Revenue Operations to help us scale our go‑to‑market engine and solidify Backblaze as the independent storage cloud of choice. You'll and run the operating system that drives revenue across Marketing, Sales, Channel, and Customer Success.

You'll unify data, systems, and processes across our self‑serve, mid‑market, and enterprise motions to increase efficiency, visibility, and speed. Backblaze already generates over $145 million in ARR, operates a storage cloud at one‑fifth the cost of AWS, manages 5+ exabytes of customer data, and serves customers in 175 countries – from AI startups to large enterprises. We have strong growth, healthy margins, and a team that deeply values transparency and customer trust.

If you're ready to bring clarity, precision, and scale to a company with serious momentum – and where your leadership will shape how we grow globally – let's talk. Gleb Budman, Co-Founder & CEO

Reporting to the CRO, you'll be the operational architect powering Backblaze's revenue engine. You'll lead a Rev Ops team that unifies systems, analytics, forecasting, and process design across all GTM functions. Your mission: build and run the operational system that powers predictable, scalable revenue growth from pipeline creation to customer expansion.

• Partner with CRO and sales leadership, VP of Marketing, and VP Customer Success to drive alignment on growth priorities and company‑wide revenue KPIs
• Lead annual and quarterly planning cycles including headcount modeling, quota design, pipeline targets, and CAC / LTV analysis
• Own board‑level reporting on pipeline health, forecast accuracy, and operational efficiency
• Build frameworks for goal‑setting and business performance tracking that align targets with strategic objectives

• Own and evolve the GTM tech stack Salesforce, Hub Spot, Outreach, attribution tools, and BI platforms
• Drive system integration, process automation, and data governance to ensure single source of truth across all teams
• Partner with Finance and Product to maintain data accuracy and consistency across Marketing, Sales, CS, and Channel
• Evaluate and implement new technologies that enhance GTM productivity and forecasting precision

• Build unified reporting framework with real‑time visibility into funnel performance, conversion trends, and win / loss analysis
• Own forecasting processes across Self‑Serve and Enterprise segments, ensuring accuracy and accountability
• Lead weekly pipeline reviews and monthly forecast calls with the CRO to keep revenue targets on track
• Deliver executive dashboards and board materials highlighting operational metrics and growth drivers

• Enhance sales effectiveness through territory design, account segmentation, rules of engagement, and methodology refinement
• Design and operationalize quota, incentive, and commission models that drive performance and predictability
• Create scalable processes from lead capture through renewal with clear SLAs and handoffs between teams
• Implement data‑driven sales planning that improves pipeline hygiene, deal velocity, and win rates

• Diagnose bottlenecks and redesign GTM processes to reduce friction and improve cycle time
• Establish culture of data discipline ensuring CRM accuracy and consistent reporting standards
• Champion automation initiatives that enhance productivity while maintaining customer‑centric approach
• Build consistent operating rhythms including pipeline reviews, QBRs, and forecast calls

• Build, lead, and scale a high‑performing Rev Ops team from 2‑3 to 5+ members
• Foster collaboration across Demand Gen, SDR, Sales, Channel, Customer Success, Product, and Finance
• Coach and develop team members, creating clear career paths within Rev Ops
• Act as operational backbone enabling profitable, predictable, and…