Revenue Operations Lead

Counterpart is a management liability insurance platform for the 21st century workplace. We offer products and services to help companies align the risks and incentives of creating great organizations. Our platform is designed to measure risk more efficiently using the most advanced rating system in the industry, while also proactively mitigating the risks of our insureds. Ultimately, we provide businesses with frameworks to be the best versions of themselves.

That’s where you come in.
Counterpart is the place for people who want to build and use top-tier technology to improve insurance products and outcomes for small businesses. You will own real problems, work alongside the future leaders of this industry, and help build a company defining a category.
We are seeking an experienced and analytical Revenue Operations Lead to join our growing team. As a Revenue Operations Lead, you will be responsible for optimizing our revenue streams and maximizing profitability. You will collaborate with various departments, including Business Development, Marketing, and Insurance Product, to identify revenue opportunities, improve processes, and implement effective strategies, and drive adoption of AI tools across the GTM channel to achieve revenue targets.

You will help by building playbooks, running enablement sessions, and setting the standard for how the team works with new technology and processes. You will drive step‑function improvements in the way we measure and manage performance, innovate on incentives, and partner directly with leadership and stakeholders to meet topline objectives.

Strategy and Planning
Oversee building, documenting, and optimizing of sales, engagement, and customer service processes to support our growth. Identify bottlenecks and implement solutions with a bias toward action.
Move reporting from reactive to predictive. Build dashboards that don’t just show what happened, but flag anomalies, bottlenecks, forecast pipeline risk, while providing next actions.
Own the monthly, quarterly and annual sales planning process including productivity drivers.
Build and monitor staffing and capacity plans for the GTM team ensuring alignment with company goals.
Design and implement a quota methodology and variable compensation structure that aligns with the company objectives while driving peak performance. Utilize AI assisted compensation analysis to pressure test assumptions and ensure P&L budget needs are met.
Cross functional alignment
Use AI assisted analysis to deliver market insights, forecast projections, and competitive analysis faster than traditional methods, surfacing trends and risks before they hit the P&L.
Consistently engage and align with field, product, and technology leaders across Counterpart to optimize process and production results.
Leverage AI to develop a marketing operations process that will track and analyze marketing campaign performance and inform future marketing campaigns and ROIC.
Orchestrate field, marketing, and operational alignment through documented workflows. updated process, technology, and communication optimization to remove bottlenecks and maximize performance.
Process Optimization
Build and maintain AI-powered workflows that compress cycle time, auto-route submission, and surface actionable signal across the sales and retention cycle, so GTM teams spend less time on manual triage and more time selling.
Design integrations and automations across the stack (Salesforce, Hubspot, Intercom, etc.) that reduce manual data entry and keep systems in sync without human intervention.
Build controls and monitoring to ensure that internal and external stakeholders are utilizing the system in an appropriate and consistent manner.
Sales Enablement & AI Integration
Evaluate and deploy AI tools (copilot, predictive models, workflow automation) that eliminate repetitive workflows, increase team capacity, and surface insights that would take hours to find manually.
Provide reporting and insights into the drivers behind performance to internal and external stakeholders.

• Tanner Hackett, CEO & Founder:
  Having founded two other major startups, including…