CEO Introduction
I co-founded Backblaze in 2007 and helped lead it from a bootstrapped start-up to a NASDAQ-listed company in 2021. As we enter our next growth phase, I'm looking for a Head of Revenue Operations to help us scale our go-to-market engine and solidify Backblaze as the independent storage cloud of choice.
You'll architect and run the operating system that drives revenue across Marketing, Sales, Channel, and Customer Success. You'll unify data, systems, and processes across our self-serve, mid-market, and enterprise motions to increase efficiency, visibility, and speed.
Backblaze already generates over $145 million in ARR, operates a storage cloud at one-fifth the cost of AWS, manages 5+ exabytes of customer data, and serves customers in 175 countries - from AI startups to large enterprises. We have strong growth, healthy margins, and a team that deeply values transparency and customer trust.
If you’re ready to bring clarity, precision, and scale to a company with serious momentum - and where your leadership will shape how we grow globally - let’s talk.
– Gleb Budman, Co-Founder & CEO
The Role
Reporting to the CRO, you'll be the operational architect powering Backblaze's revenue engine. You'll lead a RevOps team (scaling from 2-3 to 5+) that unifies systems, analytics, forecasting, and process design across all GTM functions.
Your mission: build and run the operational system that powers predictable, scalable revenue growth – from pipeline creation to customer expansion.
What You'll Own
GTM Strategy & Revenue Performance
- Partner with CRO and sales leadership, VP of Marketing, and VP Customer Success to drive alignment on growth priorities and company-wide revenue KPIs
- Lead annual and quarterly planning cycles including headcount modeling, quota design, pipeline targets, and CAC/LTV analysis
- Own board-level reporting on pipeline health, forecast accuracy, and operational efficiency
- Build frameworks for goal-setting and business performance tracking that align targets with strategic objectives
Revenue Systems & Data Infrastructure
- Own and evolve the GTM tech stack – Salesforce, HubSpot, Outreach, attribution tools, and BI platforms
- Drive system integration, process automation, and data governance to ensure single source of truth across all teams
- Partner with Finance and Product to maintain data accuracy and consistency across Marketing, Sales, CS, and Channel
- Evaluate and implement new technologies that enhance GTM productivity and forecasting precision
Analytics, Forecasting & Executive Insights
- Build unified reporting framework with real-time visibility into funnel performance, conversion trends, and win/loss analysis
- Own forecasting processes across Self-Serve and Enterprise segments, ensuring accuracy and accountability
- Lead weekly pipeline reviews and monthly forecast calls with the CRO to keep revenue targets on track
- Deliver executive dashboards and board materials highlighting operational metrics and growth drivers
Sales Operations & GTM Efficiency
- Enhance sales effectiveness through territory design, account segmentation, rules of engagement, and methodology refinement
- Design and operationalize quota, incentive, and commission models that drive performance and predictability
- Create scalable processes from lead capture through renewal with clear SLAs and handoffs between teams
- Implement data-driven sales planning that improves pipeline hygiene, deal velocity, and win rates
Process Excellence & Continuous Optimization
- Diagnose bottlenecks and redesign GTM processes to reduce friction and improve cycle time
- Establish culture of data discipline ensuring CRM accuracy and consistent reporting standards
- Champion automation initiatives that enhance productivity while maintaining customer-centric approach
- Build consistent operating rhythms including pipeline reviews, QBRs, and forecast calls
Leadership & Team Development
- Build, lead, and scale a high-performing RevOps team from 2-3 to 5+ members
- Foster collaboration across Demand Gen, SDR, Sales, Channel, Customer Success, Product, and Finance
- Coach and develop team members, creating clear career paths within RevOps
- Act as operational backbone enabling profitable, predictable, and scalable growth
What's Required
- 10+ years in Revenue Operations, Sales Operations, or GTM Operations, with 5+ years leading teams
- Experience in high-growth B2B SaaS scaling from $50M to $200M+ ARR
- Deep expertise with Salesforce (configuration, reporting, governance) and marketing automation platforms (HubSpot, Marketo)
- Strong analytical capabilities with fluency in SQL, data modeling, and business intelligence frameworks
- Proven track record improving forecasting accuracy, conversion rates, and funnel efficiency
- Experience supporting both PLG/self-serve and enterprise sales motions simultaneously
- Collaborative leadership style with ability to influence and partner across Marketing, Sales, CS, and Finance
- Systems thinking – can architect scalable processes while maintaining attention to detail
What's Preferred
- Public or pre-IPO SaaS company experience navigating increased reporting and governance requirements
- Background in infrastructure, cloud storage, or developer-focused products
- Experience with CPQ systems, revenue attribution models, and advanced BI tools (Tableau, Looker, Mode)
- Familiarity with channel/partner operations and indirect sales motions
- Track record implementing AI/ML tools for forecasting, lead scoring, or workflow automation
- Experience at transparent, customer-obsessed company cultures
Backblaze Benefits:
- Healthcare for family, including dental and vision
- Competitive compensation and 401K
- RSU grants for full-time employees
- ESPP program
- Flexible vacation policy
- Maternity & paternity leave
- MacBook Pro to use for work, plus a generous stipend to personalize your workstation
- Childcare bonus (human children only)
- Fertility treatment and support
- Learning & development program
- Commuter benefits
- Culture that supports a healthy work-life balance
To provide greater transparency to candidates, we share base pay ranges for all US-based job postings regardless of state. We set standard base pay ranges for all roles based on function, level, and country location, benchmarked against similar-stage growth companies. Final offer amounts are determined by multiple factors, including candidate location, skills, depth of work experience, and relevant licenses/credentials, and may vary from the amounts listed below.
The expected salary range for this role is as follows:
- US - $225,000-$275,000 + Bonus and Equity
At Backblaze, we value being fair and good to our customers, partners, and employees. That’s why diversity, equity, and inclusion are at the core of our values. We are committed to fostering a workforce where all employees feel a sense of belonging regardless of race, ethnicity, nationality, gender, sexual orientation, age, religion, socio-economic status, ability, veteran status, and education. We believe that our dedication to cultivating a diverse workspace not only allows us to better serve our customers in over 175 countries but further reinforces our commitment to doing the right thing. We are proud to be an Equal Opportunity Employer.
To understand more about the data we collect and process as part of your application, please view our Backblaze Employee Privacy Notice.
