Revenue Operations Lead

At First Advantage (Nasdaq: FA), people are at the heart of everything we do. From our customers and partners to our greatest advantage — our team members. Operating with empathy and compassion, First Advantage fosters a global inclusive workforce devoted to the diverse voices that make up our talent and products. Our team members empower each other to be their authentic selves and treat all with respect, integrity, and fairness.
Say hello to a rewarding career, and come join a leading provider of mission-critical background screening solutions to some of the most recognized Fortune 100 and Global 500 brands.
About the Team

The Revenue Operations team at First Advantage

is responsible for

improving how our global Go-to-Market (GTM) teams sell, execute, and engage customers. We connect strategy, process, systems, data, and performance visibility so

GTM l

• eaders
• across sales and Customer Success
• can run the business with clear standards, reliable execution, and trusted insights.

Summary

We are seeking a

Revenue Operations Lead

• (Individual Contributor)
• to join our Global Revenue Operations ( RevOps ) organization. This role
• is responsible for
• supporting sales execution through strong operational leadership, analytical insight,
• disciplined process
• standards
• and planning.
• This is not a typical sales operations role . T his role will have a
• meaningful
• impact on
• orchestrating and
• auto mating operational
• efficiency .

You

• will
• be
• responsible for
• executing sales planning, process, analysis, and

Salesforce based

operational support for the Sales organization
. The ideal candidate is a strong operator with deep Salesforce knowledge, advanced analytical skills, and the ability to partner credibly

and influence Senior level

Sales leadership to diagnose issues, solve business problems, and improve execution.

This is a highly visible role that requires both strategic thinking and

hands ‑ on

execution in a complex, global sales environment.

What

You’ll

Do

Sales Operations

Partner to GTM Leadership

Serve as a primary Sales Operations partner to Sales leadership, supporting execution, planning, and operational problem solving

Identify

and diagnose issues related to pipeline health, territory coverage, and sales process adherence
; suggest and implement improvements to those processes

Communicate findings effectively to Sales leaders

and

cross - functional

stakeholders

Revenue

Planning Execution

Own

• the execution of territory, segmentation, and coverage models defined by Sales and GTM leadership
• Operationalize planning decisions by ensuring
• accurate
• implementation across Salesforce,
• utilizing
• your deep
• expertise
• in opportunity management, pipeline mechanics, and forecasting inputs
• Define,
• maintain , and enforce sales process standards, pipeline stage definitions, and
• verifiable criteria to move a deal forward

Lead

• annual
• and
• i n year
• planning cycles by implementing approved changes to territories, coverage rules, and capacity assumption s
• Define forecast process, forecast categories, data
• requirements
• and forecast governance standards

Operational

Analysis

Perform territory analysis to evaluate balance, coverage gaps, whitespace, and capacity alignment

Conduct

• segment level
• analysis (industry, vertical, region, size, selling motion) to
• identify
• execution risks and opportunities
• Partner with Sales leadership to
• validate
• whether planning assumptions are reflected in actual execution

Insights and Analytics

Diagnose

• what’s
• driving performance (what changed and why), using data to get to the real root cause . Why process
• isn’t
• being followed,
• why territory model
• isn’t
• performing
• Drive action with Sales leaders (deal inspection, pipeline cleanup, process adherence) to course-correct fast

Turn insights into

meas urable improvements by partnering with Sales,

RevOps

, and Revenue Tech to implement changes in process, governance, and Salesforce

Revenue Technology Implementation and Adoption

• Partner closely with Revenue Technology, Sales leadership, and implementation partners to support the design, rollout, and adoption of Gong across the Sales organization
• Translate Sales Operations requirements into clear business rules, workflows, forecasting inputs, pipeline inspection processes, and reporting needs within Gong
• Help define how Gong supports deal inspection, pipeline management, forecasting discipline, sales process adherence, and leadership visibility
• Cross ‑ Functional

Collaboration

• Partner closely with Revenue Technology to ensure sales execution and planning requirements are translated into scalable system solutions
• Work with Revenue Performance and Analytics teams to align execution insights with reporting and dashboards
• Contribute to documentation, standards, and continuous improvement of Sales Operations processes

Required Qualifications

10 + years of experience in

Sales Operations, Revenue Operations, or GTM Operations

with a deep understanding of how to support a high growth sales org

Proven

experience transforming manual processes into automated and inte g rated solutions

that can scale with the business

A track record

• of communicating and influencing
• senior stakeholders to drive operational change without having direct authority
• D irect experience managing revenue operations for consumption models, including the
• dual-tracking
• of estimated ACV and realized consumption revenue
• Must have strong business judgment and problem-solving skills
• with the ability to connect data-driven insights to the actual needs of the business

Must be Data Curious with e

• xceptional
• analytical skills
• to
• drive deep insight
• Highly self ‑ directed and comfortable operating in ambiguity, owning initiatives end ‑ to ‑ end
• from a vague idea to a to a finished process
• Experience translating business goals into clear requirements for Business Analysts to execute in SFDC

Advanced

proficiency

in

Excel

for data analysis and modeling

Deep functional knowledge of

Salesforce
, including pipeline management, forecasting, opportunity data models, and territor
ies; SFDC Administrator certification preferred

Experience implementing Gong or similar revenue intelligence platforms, including requirements definition, process design, rollout support, adoption, and operational governance

BI Tools (Power BI) experience a plus

Success Metrics

• I mproved pipeline hygiene, including fewer stale opportunities and more consistent use of stage criteria and required fields
• Reduced forecast swings, driven by higher-quality opportunity inputs and fewer late-cycle surprises
• Faster turnaround on territory/coverage updates, with fewer exceptions and less break-fix after implementation
• More consistent sales process adherence across teams, reflected in fewer one-off workarounds and escalations
• Clear, measurable adoption of new standards and process changes (documented, implemented in Salesforce, and sustained over time)

Why Join Us

• Be a key operator within a global Revenue Operations organization
• Play a critical role in improving sales execution, data quality, and operational rigor
• Partner closely with Sales leadership to solve
• real business
• problems
• Have direct impact on how sales planning, pipeline execution, and forecasting
• operate
• at scale

Why First Advantage is Your Next Big Career Move
First Advantage is going through a technology transformation! We are looking for experts who are excited to work with advanced technologies and provide best-in-class user experiences, drive the development and deployment of scalable solutions, and smoothly guide our agile teams and clients through meaningful changes as we continue to expand our impact.
What Are You Waiting For? Apply Today!
You have learned a little about us today – we want to learn about you! If you think this position and our company are a great fit for your areas of interest and expertise, tell us about you by applying now!