Role: Revenue Operations Lead(RevOps)
Location: Remote
Experience: 6-8 years (Mid–Senior, 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 SaaSBoomi – Link
- Listed among India's 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. Here's 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 ±5–10%
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
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
