Founding GTM & Sales Ops Manager

Background

Rebar is building the next-generation operating system for commercial HVAC, electrical, and plumbing suppliers and subcontractors. Over the past year, our V1 quoting product has scaled to thousands of quotes completed weekly, doubled revenue six weeks into 2026, and gained adoption across many of the top suppliers in North America. Fresh off a $14M Series A backed by leading construction tech investors, we're entering our next phase of growth, and we are looking for a Founding GTM & Sales Operations Manager to support our sales motion.

The Opportunity

This isn’t a maintain-the-machine role. As our Founding GTM & Sales Operations Manager, you’ll architect the operational backbone of our entire go-to-market motion from scratch. You’ll be the person who transforms a promising sales engine into a predictable, scalable revenue machine—building the systems, processes, and analytical frameworks that turn every rep into a top performer and every pipeline review into a strategic advantage.

You’ll sit at the intersection of strategy and execution, partnering directly with sales leadership to design the processes, infrastructure, and insights that accelerate revenue growth. If you love turning ambiguity into structure and data into decisions, this is your role.

What You’ll Own

Sales Process Design & Optimization

You’ll be the architect of how we sell—not just documenting what exists, but designing what should exist and continuously iterating to make it better.

• Build the sales playbook from zero: Define stage-by-stage selling motions, entry/exit criteria, and qualification frameworks (MEDDIC, BANT, or a custom model tailored to our ICP) that give reps a clear, repeatable path from first touch to closed-won.

• Design and enforce deal progression standards: Establish stage definitions with measurable milestones, required activities, and SLAs so deals move with purpose and stalled opportunities surface early.

• Map and optimize the full buyer journey: Identify friction points, handoff gaps, and conversion bottlenecks across the funnel—then design process interventions that measurably improve velocity and win rates.

• Run process experiments: A/B test outreach sequences, demo flows, proposal formats, and follow-up cadences. Use data to determine what works, kill what doesn’t, and scale what does.

• Build and refine lead scoring and routing models: Ensure the right leads reach the right reps at the right time, with scoring that reflects real buying signals—not just demographic fit.

• Standardize deal review and inspection frameworks: Create structured deal review templates, coach reps on pipeline hygiene, and build the muscle for rigorous weekly forecast cadences.

• Drive cross-functional alignment: Partner with marketing on lead flow, MQL definitions, and attribution. Collaborate with customer success on handoff processes that protect the customer experience and reduce churn risk.

• Enable rep productivity: Identify where reps spend time on non-selling activities and automate or eliminate those bottlenecks—whether that means building better templates, automating CRM updates, or streamlining approval workflows.

CRM Ownership (HubSpot)

You’ll own HubSpot end-to-end as the single source of truth for our revenue organization.

• Serve as the primary operational administrator—owning data quality, pipeline hygiene, and system integrity across contacts, companies, deals, and activities.

• Build and maintain workflows for lead routing, lifecycle management, deal automation, and activity logging compliance.

• Manage CRM structure including pipeline stages, required fields, custom properties, and reporting frameworks that enforce consistent sales process execution.

• Own user access, permissions, team configurations, and integration monitoring across HubSpot and connected sales tools.

• Troubleshoot day-to-day CRM issues and escalate advanced configuration needs to external partners when required.

• Support contact and list management, segmentation, and data reconciliation to ensure accuracy and completeness across all internal systems.

Pipeline & Forecasting

You’ll bring rigor and transparency to how we understand, predict, and act on our pipeline.

• Maintain accurate, real-time pipeline visibility across the team—building the frameworks that make every dollar of pipeline inspectable and every forecast defensible.

• Build and manage forecasting models and pipeline coverage frameworks that leadership trusts to make hiring, investment, and strategy decisions.

• Proactively identify risks, gaps, and upside in the pipeline and flag them to leadership before they become surprises.

• Own the weekly forecast cadence, driving accountability and creating a shared language for how we talk about pipeline health.

Dashboards & Reporting

You’ll build the reporting infrastructure that keeps our team informed, aligned, and accountable.

• Build and maintain real-time dashboards covering pipeline health, conversion rates, forecast vs. actuals, rep performance, and activity metrics.

• Create daily and weekly scorecards for individual reps and the overall team—making performance visible and actionable.

• Own reporting on key GTM metrics: pipeline generation, revenue, stage conversion, cycle time, source attribution, and win/loss analysis.

Sales Process & Operations

You’ll define and optimize scalable sales processes, from lead flow and outreach infrastructure to territory planning and ICP refinement.

• Help define and optimize the sales process, including stage definitions and SLAs

• Partner with sales and marketing to improve lead flow, routing, and follow-up

• Build and maintain outbound and inbound process infrastructure (e.g., sequences, follow-ups)

• Support territory planning, account segmentation, and ICP refinement

What We’re Looking For

Required

• 4+ years of experience in Sales Ops, RevOps, or a similar role at a B2B company.

• Deep, hands-on experience with HubSpot CRM—you’ve built and scaled it, not just maintained it.

• Proven track record of designing and optimizing sales processes that measurably improved conversion rates, deal velocity, or win rates.

• Strong analytical skills—comfortable working with data, building models, and translating insights into action.

• Experience building dashboards and reporting systems from scratch.

• Strong understanding of sales funnels, pipeline mechanics, and forecasting methodology.

• Highly detail-oriented with a bias for clean, structured, trustworthy data.

• Ability to work cross-functionally with sales, marketing, and leadership in a fast-paced environment.

• Comfortable building from zero—you thrive in ambiguity and find energy in creating structure where none exists.

Nice to Have

• Experience in B2B SaaS or a high-growth startup environment.

• Familiarity with segmentation, ICP development, and territory planning.

• Exposure to sales enablement, playbook development, or rep onboarding programs.

• Experience with complementary tools in the sales tech stack (Gong, Outreach, Salesloft, Clari, etc.).

Why This Role Matters

This role is critical to making our sales team predictable and scalable. You’ll be the person who turns our sales motion from “it works” into “it works every time.”

Compensation & Benefits

• Salary: $140K - $160K, depending on experience

• Equity: Meaningful equity grant depending on experience

• Benefits: Medical, dental, vision, 401K

• Perks: Free lunches and dinners, onsite in NYC

This is a full-time, in-person role in NYC’s Flatiron District, steps from Madison Square Park and Union Square.