About the role
About the Role
Citrine is hiring a Manager, Business Operations Level 3 to report to our COO. You will manage our Commercial Operations Team, which is responsible for our commercial team tech stack, commission planning, and deal desk. You will own the performance of that function.
You will also lead high-impact analytical work behind our growth – taking on the questions leadership needs answered, doing the analysis, and driving the resulting initiatives through to an outcome.
Responsibilities
Lead the commercial operations function
Manage, develop, and grow our Commercial Operations Lead — setting priorities, raising the bar on execution quality, and creating room for them to take on more
Own the health of our revenue systems and the data inside them; make our CRM a source of truth the sales team actually trusts
Ensure sales compensation and commission calculations are accurate, on time, and clearly explained to the reps they affect
Own deal desk as a capability, not a queue: build the approval frameworks, discount guardrails, and order-form standards that let deals move quickly without creating downstream problems
Pipeline and forecast analytics
Own the forecast process end to end — the cadence, the inputs, the model, and the accuracy of the number we commit to
Build and maintain pipeline, conversion, and sales productivity analytics; find where the funnel actually leaks and quantify what fixing it is worth
Run rigorous win/loss and churn analysis, and turn the findings into changes in how we sell
Design the dashboards and metric definitions that let the leadership team see the business without asking for a pull
Pricing and packaging
Analyze pricing, packaging, and discounting performance across our customer base; surface where we are leaving value on the table and where we are creating friction
Build the models that support pricing and packaging decisions, including scenario analysis on revenue and margin impact
Partner with Sales, Product, and Finance to design and test changes to how we monetize the platform
Establish and steward discount governance so pricing integrity holds as we scale
Growth initiatives
Lead cross-functional, growth-focused initiatives from problem framing through to implemented outcome — segmentation and ICP definition, territory and coverage design, expansion and land-and-expand motions, funnel experiments
Bring structure to ambiguous strategic questions: scope the problem, source the data, form a defensible recommendation, and get buy-in to act on it
Support annual and quarterly GTM planning, including capacity modeling, quota setting, and goal architecture
Identify operational inefficiencies across the commercial organization and drive the process and tooling changes that resolve them
Board and investor reporting
Partner with the COO and CFO to produce the metrics package for board meetings and investor updates
Own the definitions, data lineage, and consistency of our reported KPIs so the numbers hold up under scrutiny
Build the executive narrative around the data — not just what happened, but what it means and what we should do about it
Support diligence and reporting requirements for financing and strategic processes as they arise
Skills and Experience
5–8 years of experience in management consulting, business operations, revenue operations, or strategy & operations — including time inside a software company
Demonstrated people management experience: you have managed at least one direct report and can speak specifically to how you developed them
Track record of owning an ambiguous analytical problem end to end — framing it, doing the work, and driving the resulting change to completion
Expert-level financial and operational modeling in Excel or Google Sheets; you can build a model someone else can audit
Working fluency with a CRM (Salesforce or equivalent) and a BI tool (Looker, Tableau, Sigma, Power BI, or similar); comfortable reasoning about how GTM data is structured
Command of core SaaS and GTM metrics — ARR, NRR/GRR, pipeline coverage, CAC payback, LTV:CAC, win rate, sales cycle, magic number
Executive presence: you can present to a COO, a CEO, or a board and be met as a peer rather than a presenter
Superb written and verbal communication, with the ability to translate complexity into clarity
High degree of autonomy and self-management — essential in a remote-first company
Hands-on fluency with modern AI tools, and a habit of using them to compress analytical and operational work
Desire for a steep learning curve in a fast-paced, dynamic environment
Legally eligible to work in the United States
Preferred Skills and Experience
Located in US Eastern Time zone
Experience at a startup or high-growth company, particularly one where you built a function rather than inherited one
Enterprise B2B experience — long, complex, multi-stakeholder sales cycles with six- and seven-figure contracts
Prior experience at a top-tier management or strategy consulting firm
SQL proficiency and comfort querying a data warehouse directly
Hands-on experience with sales compensation design and commission administration
Experience supporting board and investor reporting at a venture-backed company
Exposure to CPQ, quote-to-cash, or revenue recognition processes
Interest in materials science, chemistry, manufacturing, or deep-tech markets — you do not need a technical background, but curiosity about what our customers do goes a long way
MBA or comparable analytical training
Equal Opportunity
All qualified applicants will receive consideration for employment without regard to race, creed, color, or national origin.
Please let us know if you need any accommodations during the interview process.
Accommodations Citrine is an inclusive work environment, and we are committed to ensuring equal opportunity in employment for qualified persons with disabilities. Please email us at peopleops@citrine.io or inform your recruiter if you require any reasonable accommodations throughout the recruiting process. Our Core Values Citrine Informatics recognizes that its most valuable asset is its people. We have created our set of Core Values to encourage, support, and invest in our team as they work to innovate and support a more sustainable world. Our Core Values reflect our ongoing commitment to continuously invest in nurturing our talent and our people-first approach to conducting business. - We take pride in and recognize the successes and growth of ourselves and our colleagues. We support each other in our growth . - We prototype and collect data to make good decisions. We question that data and are constantly iterating to find the best solution. - We are all owners of Citrine and make decisions like owners. We work autonomously with personal and organizational accountability. - We commit to building a diverse and inclusive community within Citrine and actively promote equity and belonging. - We are tirelessly committed to creating value for our customers . - We exist to help our customers accelerate the development of sustainable products that are critical to the future of both our planet and our industry. Compensation and Pay Transparency At Citrine, we want your path to career growth to be transparent, straightforward, fair, and easily accessible -- starting with your application and interview process. The annual salary range listed below reflects the level we are considering for this position (please note that there may be unique situations where you may fall outside of this range). Where you fall within the range will depend on how your experience and skills align with our internal leveling system as we learn more about you throughout the interview process. This role is eligible for On Target Earnings in addition to the base compensation listed below. $110,000 USD - $160,000 USD *Range(s) listed are for full-time employees based in the United States only. Our Benefits (for exempt, full-time employees based within the United States) 401k with matching up to 4% Medical, vision, dental insurance (we pay 100% of your premium and 75% of your dependents) Company-paid Life and Disability insurance FSA and HSA plans Equity options within the company 12 weeks of paid parental leave Flexible PTO on top of our 15 paid company holidays (includes your birthday!) Free financial counseling $600 tech allowance Monthly $75 phone reimbursement $5,000 annual continuing educational allowance
About Citrine Informatics
At Citrine, we’re using Artificial Intelligence (AI) to enable our customers to usher in the next generation of sustainable, high-performing materials and chemicals.
Our customers love what we do:
“We understand our own laboratory more than before. It’s fun to work in this way.”
We’re the leader in AI for materials and chemicals. 10 of the top 20 chemical companies have trusted us as their AI provider and we have created more than $100 Million dollars in value for our customers to date. Our no-code SaaS platform empowers product developers to accelerate their work using chemically-aware data management and AI tools.
Citrine regularly wins awards for innovation and sustainability, earning spots on the
CB Insights AI 100
list and the
Inc. 5000
list of fastest-growing private companies in the US. Our customers include leading organizations such as LyondellBasell, Evonik, Grace, Avery Dennison, and Syensqo. We also collaborate with researchers from world-renowned institutions on cutting-edge research at the intersection of AI and the physical sciences.
Our team is exceptional, eager to grow and learn from each other. Team members work remotely throughout North America and Europe driven by our sustainability mission. We’re growing quickly, and looking for the best to join us!