Consultant - RevOps & GTM

About Us

Exotel is the emerging market's leading full-stack customer engagement platform and business-focused virtual telecom operator. Founded in 2011, our cloud-based product suite powers over 50 million daily engagements across voice, video, and messaging channels.

Trusted by 7,000+ companies across 60+ countries-including India, Southeast Asia, the Middle East, and Africa-Exotel enables unified customer engagement for leading businesses such as Ola, Swiggy, Flipkart, GoJek, Byju's, HDFC Bank, Zomato, and Urban Company. Our offerings include communication APIs, a modern omnichannel contact center, and a conversational AI platform hosted on the cloud.

We are a Series D company valued at $100 million with $60 million in ARR.

Role Summary

Consultant - RevOps & GTM Strategy is the operational and analytical backbone of the Revenue Operations function. This role ensures data integrity, reporting accuracy, and execution discipline across the revenue lifecycle-from pipeline to booking, revenue, and incentives.

Key Responsibilities

1. Forecasting & Pipeline Operations

• Support weekly and monthly forecast cycles

• Prepare pipeline snapshots by region, cluster, SKU, and forecast category

• Track slippages, ageing, and conversion metrics

• Support leadership reviews with clean, reconciled data

2. CRM Hygiene & Data Quality

• Own day-to-day CRM hygiene across Leads, Opportunities, Accounts, and Activities

• Validate mandatory fields (next steps, close dates, forecast categories, SKU mapping)

• Identify data gaps and follow up with Sales/CX teams for corrections

• Ensure CRM reflects execution reality, not post-facto narratives

• Own the end-to-end lead lifecycle from Lead → MQL → SQL → Opportunity

• Define and enforce lead stages, MQL/SQL criteria, and handoff SLAs with Sales

• Monitor and improve MQL-to-SQL conversion rates

• Ensure lead leakage is identified and fixed quickly

• Operationalize all marketing campaigns across inbound, outbound, ABM, events, and partner motions

• Ensure campaign tracking, tagging, and hierarchy are correctly set up in CRM and marketing automation tools

• Partner with Marketing to ensure campaign execution is data-driven and scalable

3. Dashboards, Reporting & MIS

• Build, maintain, and refresh RevOps dashboards (Salesforce, Tableau, Power BI, Excel)

• Publish daily, weekly, and monthly MIS covering:

• Funnel metrics

• Booking vs forecast

• Revenue realization

• Incentive performance

• Ensure reports are accurate, timely, and consistent across stakeholders

4. Incentive & Variable Pay Operations

• Support incentive calculations and validations

• Maintain incentive trackers and backup data

• Coordinate with Finance and HR on payout cycles and clarifications

• Help resolve disputes using data-backed evidence

5. Deal Governance & Commercial Support

• Support deal governance processes by tracking:

• Approval status

• Documentation completeness (PO, SDF, agreements)

• Booking readiness

• Flag gaps early to Manager / Director to avoid last-minute issues

6. AOP & Strategic Support

• Support AOP planning and tracking:

• Historical data extraction

• Trend analysis

• Scenario modelling (basic)

• Help convert leadership assumptions into data-backed views

Cross-functional Coordination

• Act as the RevOps point of contact for Sales, CX, Marketing, Finance, and Delivery

• Follow up on action items from governance calls

• Help translate leadership decisions into system/process changes

• Escalate risks early with data-backed context

What are we looking for

Technical & Analytical Skills

• Advanced Excel / Google Sheets (pivots, lookups, conditional logic)

• Strong Salesforce reporting & dashboards

• Basic working knowledge of SQL (queries, joins, filters)

• Familiarity with BI tools (Tableau / Power BI preferred)

Execution & Behavioral Skills

• High attention to detail and data ownership mindset

• Strong follow-up and SLA-driven execution

• Ability to work with multiple stakeholders and deadlines

• Comfort operating in fast-paced, high-accountability environments

Experience Profile

• 4-8 years of experience in RevOps / Sales Ops / Business Ops / Analytics

• Exposure to B2B SaaS / Enterprise GTM preferred

• Prior experience supporting forecasting, reporting, or incentive ops

• Comfortable working closely with senior leadership on data requests

Primary KPIs / Outcomes

• Data accuracy and consistency across reports

• SLA adherence for dashboards, MIS, and reporting

• Dashboard adoption and usage by leadership

• Timely delivery of key KPIs for reviews and governance forums

• Reduction in data-related escalations and rework