Revenue Operations Lead

About Patch

A livable future depends on climate solutions — and those solutions need funding to scale. There is a financial mechanism powerful enough to help drive climate solutions to gigatonne-scale and beyond: carbon credits.

Patch combines technology and carbon markets expertise to help companies build and execute their carbon credit strategies. Our platform supports buyers with defining or refining their approach to the voluntary carbon market, and executing on their goals with high-integrity projects. We have helped hundreds of companies meet their sustainability goals while accelerating climate solutions.

About Position: We are looking for a Revenue Operations Lead to architect and optimize our entire go-to-market motion. A successful candidate will bring deep expertise in sales, revenue operations, and go-to-market (GTM) strategy while being hands-on in execution. This role is a unique opportunity for an experienced professional who enjoys both strategic planning and tactical execution—someone who can inform high-level sales strategy while also building processes, reports, and dashboards.

As a key partner to GTM and Finance leadership, you will be responsible for optimizing sales performance, designing and administering incentive compensation plans, setting quotas and territories, tracking and analyzing marketing attributions, and driving operational efficiency across GTM teams (including MDR, AE, and Marketing). A background in revenue forecasting, sales operations, and sales compensation is required, and knowledge of marketing operations and analytics is a strong plus.

What You’ll Do:

• GTM Strategy & Planning – Partner with GTM leadership to define revenue forecast, optimize sales coverage, and implement best practices for scaling revenue.

• Quota & Territory Design – Develop data-driven quota and territory plans that balance fairness, efficiency, and growth objectives.

• Incentive Compensation – Design and manage commission structures, SPIFs, and bonus plans that align with company goals and motivate Revenue teams.

• Revenue Process Optimization – Identify bottlenecks and inefficiencies in the revenue process and implement solutions to improve conversion across the revenue funnel.

• Account Planning - Develop and implement data-driven strategies to identify, engage, and convert high-value accounts

• GTM Tech Stack Optimization - Optimize GTM systems, processes, and automation to improve lead routing, data hygiene, reporting, and insights.

• Marketing Operations Foundation - Lay the groundwork for marketing operations, implementing tools for lead scoring, attribution tracking, and campaign performance.

• Forecasting & Reporting – Build and maintain dashboards, end to end sales funnel and pipeline analytics, plus business performance reports to support leadership decision-making.

• Revenue Insights – Analyze sales and marketing data to identify trends, risks, and opportunities, delivering actionable insights.

• Attribution + Reporting - Support lead management, campaign attribution, and marketing funnel analytics in collaboration with marketing teams.
  

Who You Are:

• You have 5-10 years of experience in sales operations, revenue operations, or similar technical GTM roles with direct experience in forecasting, compensation, and analytics

• You have experience in modern GTM tech stack (e.g. Salesforce, Gong, Clay) and reporting tools (Tableau, Looker, Metabase)

• You are competent with SQL 

• You have experience with automation tools and ability to create scalable workflows

• You foster excellent cross-functional collaboration and strategic communication

• You have an analytical mindset with strong bias towards action

• You have a hands-on, roll-up-your-sleeves attitude - and think like an owner

• You are passionate about our planet and working in a mission-driven environment

• You are willing and able to work out of the Hayes Valley office in San Francisco, California a few days a week
  

Why Patch:

• Work with the most talented team in climate tech

• Competitive compensation and meaningful equity

• Monthly wellness stipend for mental and physical health

• Time-off as-needed vacation policy

• Generous parental leave policy

Commitment to Diversity: Patch is committed to a policy of Equal Employment Opportunity and will not discriminate against an applicant, candidate, or employee on the basis of race, color, religion, creed, national origin or ancestry, sex, gender, gender identity, gender expression, sexual orientation, age, physical or mental disability, medical condition, marital/domestic partner status, military or veteran status, genetic information or any other legally-recognized protected basis under federal, state or local laws, regulations or ordinances.

If you are extended an offer, that offer may be contingent upon your successful completion of a background check, which will be conducted in accordance with applicable laws. We may obtain one or more background screening reports about you, solely for employment purposes.