Revenue Operations Lead

Role: Revenue Operations Lead(RevOps)

Location: Remote

Experience: 6-8 years (MidSenior, hands-on)

Work Hours: 2 PM - 11 PM (Some Overlap with US Hours)

About Us

Lucidity is a rapidly growing company with a first of its kind and impactful product in the cloud storage. Joining Lucidity offers the opportunity to work on cutting-edge technology, solve real-world problems for major enterprises, and be part of a company that is reshaping the future of cloud storage.

• We were also awarded Best Infra and Dev Tools SaaS Startup by SaaSBoomiLink
• Listed among Indias Top Startups by LinkedInLink
• We are backed by $32 M in funding from investors like Alpha Wave Global, WestBridge Capital, and Beenext - Link
• We are the category leader in cloud storage optimization.
• Trusted by major enterprises, including Fortune 500 companies spanning across the US and the UK, being the major Markets.
• Opportunity to work with experienced co-founders Vatsal & Nitin - serial entrepreneurs who bring with them more than a decade of experience working with companies like Microsoft, Swiggy, and Tracxn and building and selling large tech products.
• Work in deep tech company and be part of an accelerated growth journey
• We have a presence across India, Abu Dhabi, the US, and the UK.

What we do

Lucidity is a company that provides an automated NoOps disk auto-scaler for cloud storage across AWS, Azure, and GCP. It addresses over-provisioned block storage by dynamically scaling capacity, increasing disk utilization to around 80% from 25-35%. This results in cost reductions of up to 70% for businesses. Heres a video of what Lucidity does.

Key benefits include:

• Significant Cost Savings on storage (especially EBS costs).
• Elimination of Downtime by preventing disk space issues.
• Reduced DevOps Effort through automation.
• Application Agnostic solution works with various systems.

Few additional useful links: website, blogs:Youtube: LinkedIn

We are growing aggressively and plan to expand our revenue by 5x in the next 1 year. We are passionate about creating something unique, innovative, and big from India for global customers.

Role Overview

We are hiring a Revenue Operations Lead to help scale our go-to-market engine as we transition from founder-led revenue to a repeatable, predictable growth model.

This role sits at the intersection of Sales, Marketing, and Customer Success, with end-to-end ownership of revenue processes, forecasting, and GTM efficiency.

This is a hands-on, high-impact role not limited to tooling or dashboards, and not a senior leadership role that requires building a large team immediately.

Key Responsibilities

1. Revenue process ownership (Sales ? CS ? Expansion)

• Define and standardize pipeline stages from Lead ? SQL ? Opportunity ? Closed Won
• Establish clear post-sale workflows from Onboarding ? Adoption ? Renewal ? Expansion
• Set clear ownership, exit criteria, and SLAs across Sales, Marketing, and Customer Success

2. Forecasting & revenue predictability

Own revenue forecasting rigor required for High ARR scale.

You will:

• Define forecasting methodology (Commit / Best Case / Pipeline)
• Track pipeline coverage, stage conversion, and sales cycle health
• Identify and surface revenue risks early in the quarter
• Improve forecast accuracy to within 510%

3. Sales productivity & GTM efficiency

Partner with Sales leadership to improve efficiency and output.

You will:

• Analyze rep capacity, ramp timelines, and quota design
• Identify deal bottlenecks and stalled stages
• Support territory and account segmentation
• Build dashboards and cadence for deal and performance reviews

4. Revenue systems, tooling & data integrity

Own and optimize the revenue tech stack, including:

• CRM (Salesforce / HubSpot)
• Deal management, CPQ, billing handoffs, and attribution

Ensure:

• A single source of truth for revenue data
• Clean definitions for ARR, churn, expansion, and pipeline
• Reliable reporting for leadership and investors

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5. GTM alignment & insights

Provide cross-functional visibility across Marketing, Sales, CS & Partners

You will:

• Analyze funnel performance and conversion quality
• Assess customer quality, retention, and expansion trends
• Support ICP refinement and GTM motion optimization
• Surface insights relevant to cloud, infrastructure, and security sales motions (longer sales cycles, technical buyers, PoCs)

6. GTM Planning, Operating Rhythm & Revenue Governance

• Own GTM planning across territory design, quota setting, headcount planning, and OKRs
• Drive the Annual Operating Plan (AOP) for all GTM functions, including capacity, coverage, and performance alignment
• Lead cross-functional revenue initiatives to improve pipeline velocity, win rates, retention, and expansion, creating Playbooks
• Build and own GTM dashboards, forecasts, QBRs, and board-ready reporting
• Design and implement Sales and Customer Success compensation plans
• Run Deal Desk in partnership with Finance and Legal (pricing, approvals, exceptions)
• Enforce CRM and process hygiene across the full GTM funnel

Required Experience & Skills

• 6-8 years of experience in Revenue Operations, Sales Operations, or GTM Operations
• Experience in B2B SaaS, preferably in cloud Storage, infrastructure, networking, or security
• Strong hands-on experience with CRM systems and revenue analytics
• Ability to operate in ambiguous, early-stage environments
• Strong analytical and stakeholder management skills

Preferred Experience

• Experience scaling ARR
• Familiarity with enterprise or technical GTM motions
• Exposure to expansion-led or usage-based SaaS models
• Tier - 1 B School or Engineering

What this role is (and is not)

• A GTM-critical role with direct impact on revenue scale and efficiency
• Hands-on ownership of revenue systems and processes
• Not a junior ops or reporting-only role