Revenue Operations Specialist

Who are we?

Whatfix is an AI platform advancing the “userization” of enterprise applications, empowering companies to maximize the ROI of their digital investments. Technology needs adoption. It’s no different for AI. As AI reshapes roles, workflows, and human-machine interactions, it also introduces new layers of complexity and user friction. This is where Whatfix plays a pivotal role. A decade old DNA of empowering people to succeed with technology and not replacing them. We call this philosophy Userization: the belief that technology must adapt to the user, not the other way around.

At the heart of userization philosophy is ScreenSense, our proprietary AI engine, which continuously interprets both the context of what users are doing in an application or an AI tool and the intent behind their actions. By combining these signals, Whatfix delivers real-time guidance, nudges, knowledge, and automation directly in the flow of work.

This intelligence powers our entire product suite.

• Digital Adoption helps users get productive faster.
• Product Analytics uncovers friction and closes adoption gaps.
• Mirror allows employees to train in safe, simulated environments.

These are embedded with Whatfix AI Agents which supercharge creation, insights, and user guidance.

Our upcoming AI-first products are already creating a buzz in the market.

• Seek is an AI-native assistant that not only knows your business context but can also act across applications to get work done on your behalf.
• Whatfix Mirror 2.0 is the world’s only System plus Role simulation with a complete assessment to lead the Gen AI simulation category.

Together, these products reflect Whatfix’s commitment to building enterprise-ready AI teammates that maximize productivity and ROI. It gives users a unified, intelligent way to find answers across systems, apps, and knowledge silos and helps anyone looking to deliver fast and contextual answers.

Whatfix is bridging the gap between rapid technological change and human enablement—ensuring AI is not only embedded but also usable, trusted, and outcome-driven for every employee.

At Whatfix, we’re not just making software easier—we’re making AI work for people.

The company has seven offices across the US, India, UK, Germany, Singapore, and Australia and a presence across 40+ countries.

Customers: 700+ enterprise customers, including 80+ Fortune 500 companies such as Shell, Schneider Electric, and UPS Supply Chain Solutions.

Investors: A total of ~$270 million USD has been raised as yet. Most recently Series E round of $125 Million USD led by Warburg Pincus, with participation from existing investor SoftBank Vision Fund 2. Other investors include Cisco Investments, Eight Roads Ventures (A division of Fidelity Investments), Dragoneer, Peak XV Partners, and Stellaris Venture Partners.

Whatfix’s leadership is consistently recognized across top industry analysts and business rankings:

• Won the 2025 AI Breakthrough Award for the Overall AI-based Analytics Solution of the Year
• Only DAP to be recognized as a “Leader” across various DAP reports for the past 5+ years by leading analyst firms like Gartner, Forrester, IDC, and Everest Group.
• With over 45% YoY sustainable annual recurring revenue (ARR) growth, Whatfix is among the “Top 50 Indian Software Companies” as per G2 Best Software Awards.
• Named a Gartner Customers’ Choice for DAP for the second year in a row (2024 and 2025)—the only vendor in the market to earn this distinction consecutively.
• We also boast a star rating of 4.6 on G2 Crowd, 4.5 on Gartner Peer Insights, and a super-high CSAT of 99.8%
• Stevie Award winner in the category (Bronze): Customer Service Department of the Year – Computer Software - 100 or More Employees.
• Winner of the ISG Paragon Innovation Award in partnership with Sophos (customer) for the EMEA region and finalist in the Transformation Award category.
• RemoteTech Breakthrough Awards winner for “Software Asset Management Solution of the Year”

These recognitions are matched by business performance:

• Highest-Ranking DAP on 2023 Deloitte Technology Fast 500™ North America for Fifth Consecutive Year
• Listed on the Financial Times & Statista's High-Growth Companies Asia-Pacific 2025 list.
• Won the Silver for Stevie's Employer of the Year 2023 – Computer Software category and also recognized as Great Place to Work 2022-2023
• Only DAP to be among the top 35% companies worldwide in sustainability excellence with EcoVadis Bronze Medal

Position Overview: Whatfix’s Revenue Operations department is onboarding a talented, strategic SaaS revenue operator to own their charter from Day One. In this role, you will act as the critical connective tissue across Sales, Marketing, Partnerships, and Finance for your assigned region. Your core mandate goes beyond baseline process management. You will anchor every regional initiative to the achievement of ARR targets by directly optimizing deal sizes, sales cycles, and win rates.

Key Responsibilities:

• Pipeline Governance & Enforcing Criteria: Manage the health of the regional sales funnel. Define and strictly enforce pipeline stage entries, exit criteria, and regional coverage rules based on velocity benchmarks.
• Forecasting Execution: Orchestrate regional forecasting cadences, balancing global top-down targets with bottom-up seller commits. Track and analyze variance between forecast assumptions and actual ARR performance to catch regional risks early.
• Territory & Account Allocation: Execute territory design models and account distribution paths based on regional TAM, historical performance, and segment sizing (Enterprise vs. SMB).
• Rules of Engagement (RoE) Enforcement: Maintain and run the regional RoE framework to minimize friction, clarify direct vs. partner boundaries, and manage lead escalation paths.
• SOP Blueprinting & Data Flow Governance: Create clear standard operating procedures (SOPs) for opportunity management and rep account ownership. Act as the architect detailing how data should flow so a centralized Research Team can systematically handle enrichment, deduplication, and hygiene updates without sales reps doing manual data entry.
• KPI Standardizing & Reporting: Run standard operational metrics (coverage ratios, win rates, sales cycles) via consistent dashboarding to provide executive leadership with comparative data.
• Marketing & Partner Funnel Overlap: Collaborate routinely with Marketing Ops and Partner Ops to track pipeline sourcing splits, manage marketing-to-sales handoffs, and monitor SI/ISV-generated opportunities without double-counting.
• Performance vs. Target Tracking: Continuously track quota and target achievements ($ARR and SALs), analyzing performance data across all lead sources to feed accurate insights back into quarterly realignment reviews.
• Onboarding Execution: Run the operational onboarding tracks for new sales reps, including setting quota ramping metrics, mapping out mathematical SAL assignments, and tracking actuals
• Operating Plan Support: Act as the operational execution engine that helps translate macro financial objectives into regional, quarterly GTM operating plans alongside business finance and BU leadership.

Ideal Candidate

• Experience: 3–5 years executing within a fast-moving B2B SaaS RevOps or Sales Ops environment.
• Executive Data Storytelling: The candidate should be at ease with data. They should not just know how to use spreadsheets, but should possess the ability to take messy data and create a picture that tells a CXO exactly where the problem lies in the funnel.
• Asynchronous Operations: Proficiency in communication tools. They should be "digital natives" who can drive project momentum without needing a 30-minute meeting for every update.
• First-Principles Thinking: When a process isn't working, they don't just "tweak" it; they ask, "Why do we do this at all?" and suggest a ground-up redesign.
• Structured Problem-Solving: Experience with frameworks like MECE (Mutually Exclusive, Collectively Exhaustive) for problem-solving and RACI charts for stakeholder management.
• Systems-First Architecture Thinking: You think in terms of inputs, rules, and data logic loops. You naturally look to design repeatable, programmatic workflows for managing a sales funnel rather than executing manual patches.
• AI-First Approach: Approach every challenge with an AI-native lens, naturally seeking out automation and GenAI tools to simplify complex workflows and multiply team productivity.
• Extreme Ownership: A driven individual contributor who takes total accountability for running regional operations cleanly and efficiently.

Note:

• We strive to live and breathe our Cultural Principles and encourage employees to demonstrate some of these core values - Customer First; Empathy; Transparency; Fail Fast and scale Fast; No Hierarchies for Communication; Deep Dive and innovate; Trust, Do it as you own it;
• We are an equal opportunity employer and value diverse people because of and not in spite of the differences. We do not discriminate on the basis of race, religion, color, national origin, ethnicity, gender, sexual orientation, age, marital status, veteran status, or disability status
• At Whatfix, we deeply value collaboration, innovation, and human connection. We believe that being together in the office five days a week fosters open communication, strengthens our sense of community, and accelerates innovation—ultimately helping us achieve our goals more effectively. At the same time, we recognize the importance of flexibility in balancing personal and professional priorities. To support this, we offer the option to work from home up to two days per month.
• In any situation that requires additional flexibility, we’re open to considering exceptions on a case-by-case basis to ensure you’re supported in managing both work and life seamlessly.