Revenue Operations

Our product

Graphite is modern code review for fast-moving teams - we help engineers write and review better pull requests, stay unblocked, and ship faster.

We started Graphite because we missed internal code review tools like Phabricator (at Facebook) and Critique (Google) that help engineers create, approve, and ship incremental changes. We want to make well-designed, high-quality developer tooling accessible to everyone.

Our company

We’re a small-but-mighty team of 80+ based in Manhattan in the heart of Soho, with a passionate and rapidly growing group of users at top engineering orgs like Datadog, Vercel, Ramp, and Snowflake.

We've raised a $52mil Series B (featured in TechCrunch) led by Christine Esserman, following a previous $20mil Series A from Peter Levine at Andreessen Horowitz (who led GitHub's Series A). Other investors include folks like Tom Preston-Werner (founder of GitHub), Sam Lambert (Planetscale CEO & ex-GitHub CTO), Sebastian Markbåge (creator of React), and many more.

Our culture centers on putting people first, applying science and craft, practicing disciplined ambition, and giving ownership - both literally (with equity) and in the responsibility and scope you’ll have as a part of our early team. Outside of work you’ll find us brewing espresso drinks, producing music, or practicing yoga. We can’t wait to see what you’ll add to the mix!

About the Role

We’re looking for a Revenue Operations (RevOps) Lead to design, optimize, and scale the systems and processes that power Graphite’s go-to-market engine.

What you’ll do

• Territory & Pipeline Strategy

• Own the territory modeling process — build frameworks that balance opportunity potential, account density, and rep capacity to drive equitable coverage and revenue scalability.

• Develop account segmentation models that categorize customers by firmographics, intent, product usage, and propensity to buy, ensuring our teams target the right accounts with the right motions.

• Develop and operationalize account propensity models to help sellers prioritize high-potential accounts and actions.

• Partner with Sales Leadership to define territory reassignment triggers (e.g., growth thresholds, new verticals, regional expansion) and implement them in real time.

• Establish and maintain territory health dashboards to monitor coverage efficiency, account penetration, and pipeline balance across segments.

Systems & Data Infrastructure

• Own our GTM tech stack (HubSpot, Clay, UnifyGTM, Outreach, and supporting integrations), ensuring data accuracy, enrichment, and hygiene across all systems.

• Create scalable, automated workflows that route leads, assign territories, and trigger follow-ups in real time.

• Build and maintain dashboards to monitor GTM performance, pipeline health, and productivity metrics.

Insights & Optimization

• Define key revenue and productivity metrics, ensuring visibility across

• Analyze funnel performance and identify bottlenecks, trends, and opportunities to improve conversion and velocity.

• Provide actionable insights to improve sales efficiency across both PLG and SLG motions.

Cross Functional Collaboration

• Partner closely with Data and Marketing teams to transform product usage data, firmographic signals, and campaign performance into actionable GTM insights.

• Collaborate with Marketing to ensure lead scoring, routing, and engagement strategies align with territory models and ICPs.

What we’re looking for

• 3+ years of experience in Revenue Operations, Sales Operations, or related analytical GTM roles.

• Proven ability to manage and integrate CRM and GTM systems (HubSpot, Outreach, UnifyGTM, Clay, or similar).

• Strong analytical mindset. Comfortable with data modeling, dashboards, and using insights to drive action.

• Demonstrated experience balancing territory design, lead routing, and performance analytics.

• Understanding of both PLG motion metrics (usage, conversion, expansion) and SLG processes (pipeline, quota, forecasting).

• Excellent communication skills & ablility to translate complex data into clear recommendations for cross-functional teams.

Nice to Have

• Experience working in a hybrid PLG + Enterprise environment.

• Familiarity with data enrichment tools, intent data, or predictive lead scoring.

• Background in SaaS or B2B startups where GTM systems evolved rapidly.

Life at Graphite

• Competitive comp: We're backed by some of the best investors and excited to offer competitive compensation packages.

• Role trajectory: We're excited to build a team whose roles, responsibilities, and comp grow as we do.

• Health and wellness: Top-tier health, dental, and vision coverage and 16 weeks paid parental leave for new parents.

• Time to decompress: We ask that our team take 4 weeks of vacation a year to unplug and unwind in addition to all federal holidays.

• Relocation expenses: We're an in-person, NYC-based team, and we're happy to help with your relocation expenses!

• The team that eats together: Company-paid lunch, snacks, and coffee during workdays.

• Commuter perks: Ride around NYC with an Unlimited MetroCard, on us.

• 401(k): Helps you save for retirement.