Member of Revenue Strategy & Operations, GTM
Anchorage Digital
Operations
United States
Posted on Apr 25, 2025
At Anchorage Digital, we are building the world’s most advanced digital asset platform for institutions to participate in crypto.
Anchorage Digital is a crypto platform that enables institutions to participate in digital assets through custody, staking, trading, governance, settlement, and the industry's leading security infrastructure. Home to Anchorage Digital Bank N.A., the only federally chartered crypto bank in the U.S., Anchorage Digital also serves institutions through Anchorage Digital Singapore, Porto by Anchorage Digital, and other offerings.
The company is funded by leading institutions including Andreessen Horowitz, GIC, Goldman Sachs, KKR, and Visa, with its Series D valuation over $3 billion. Founded in 2017 in San Francisco, California, Anchorage Digital has offices in New York, New York; Porto, Portugal; Singapore; and Sioux Falls, South Dakota. Learn more at anchorage.com, on X @Anchorage, and on LinkedIn.
As a founding member of the Revenue Strategy & Operations team, you will be at the heart of optimizing and driving the sales organization’s performance. This role focuses on managing and improving the sales pipeline, analyzing funnel performance, and ensuring accurate sales forecasting. By working closely with Sales, Finance, and Marketing teams, you'll implement and refine processes that enhance pipeline efficiency, drive conversion rates, and optimize sales outcomes.
A key responsibility is designing and managing incentive compensation plans that align with our revenue goals and motivate the sales team to achieve high performance. Additionally, you will leverage data analytics to provide actionable insights, track sales metrics, and report on performance trends to leadership. By bringing structure and clarity to the sales process, you will enable the sales team to focus on closing deals and driving revenue growth in alignment with company objectives.
We have created the Factors of Growth & Impact to help Villagers better measure impact and articulate coaching, feedback, and the rich and rewarding learning that happens while exploring, developing, and mastering the capabilities and contributions within and outside of the Sales Operations role:
Technical Skills:
- Customer Relationship Management (CRM) Systems (e.g., Salesforce)
- Deep experience with Salesforce or other CRM platforms to manage, track, and report on sales pipeline and performance.
- Proficiency in customizing Salesforce (e.g., creating reports, dashboards, and workflows) to optimize sales processes and improve forecasting accuracy
- Data Analytics & Business Intelligence (e.g., Looker, Tableau, Power BI)
- Expertise in analyzing sales data to identify trends, forecast revenue, and track key sales metrics (e.g., conversion rates, pipeline velocity).
- Proficient in building and interpreting reports and dashboards to provide actionable insights for sales leadership.
- Automation & Workflow Tools (e.g., Zapier, LeanData)
- Ability to use automation tools to streamline repetitive processes, such as lead routing, follow-ups, and data entry, helping sales teams focus on high-impact tasks.
- Familiarity with workflow automation in CRM platforms to ensure smooth lead flow and pipeline progression.
- SQL (Basic to Intermediate)
- Ability to query databases and extract relevant sales data for deeper analysis, reporting, and trend identification.
- Useful for building custom reports or pulling data outside of standard CRM reporting.
- Project Management & Collaboration Tools (e.g., Asana, Jira, Slack)
- Familiarity with tools that help manage cross-functional projects, sales initiatives, and ongoing sales process improvements.
- Ability to coordinate with various teams (Sales, Marketing, Finance) to ensure timely execution of sales operations projects.
- Reporting & Data Visualization Tools
- Expertise in creating compelling, data-driven visual reports (charts, graphs, dashboards) that clearly communicate key sales insights to stakeholders.
- Ensuring reports are accessible and actionable for sales leadership and other key decision-makers.
Complexity and Impact of Work:
- Multi-Stage Funnel Analysis across Client Types and Product lines
- Requires deep understanding of how the sales funnel behaves across multiple geographies, customer segments, and product lines.
- Must analyze conversion metrics and pipeline velocity while accounting for constantly shifting variables—like changes in strategy, headcount, or GTM motion.
- Balancing Incentive Design with Strategic Goals
- Designing comp plans that motivate behavior while aligning with financial and operational goals is a nuanced, high-stakes task.
- Involves managing trade-offs between sales productivity, cost of sale, fairness, and long-term scalability.
- Real-Time Forecasting under Uncentainly
- Must build and maintain accurate forecasts in a fast-moving environment, often with incomplete data or rapidly changing market conditions.
- Requires close collaboration with Sales, Finance, and Business Lines to validate assumptions and align projections.
- Direct Influence on Revenue Accuracy & Predictability
- Your forecasting, funnel analysis, and pipeline management directly inform strategic decisions around hiring, investment, and revenue planning.
- High-impact insights help the company hit growth targets more reliably
- Driving Sales Team Efficiency and Focus
- By optimizing sales processes and designing clear, effective comp plans, you empower reps to focus on the right deals at the right time.
- Directly contributes to faster sales cycles, improved win rates, and better resource allocation.
- Enabling Scalable Growth Through Operational Rigor
- Builds the foundation for scaling the sales organization by implementing repeatable processes, clean data practices, and performance visibility.
- Ensures that as the business grows, the sales team grows efficiently and sustainably.
Organizational Knowledge:
- Deep Understanding of GTM & Revenue Motion
- Strong grasp of how Sales, Marketing, Customer Success, and Product interact to drive revenue across different stages of the customer journey.
- Awareness of how each function’s goals, metrics, and incentives align (or conflict) with overall company strategy—critical for identifying gaps and driving alignment.
- Knowledge of Internal Planning & Decision-Making Processes
- Familiarity with how strategic decisions are made (e.g., annual planning, QBRs, forecasting cycles), and how to navigate them effectively.
- Understanding of key stakeholders, approval workflows, and communication channels ensures efficient execution of cross-functional projects.
- Awareness of Business Line Priorities & Dependencies
- Insight into the goals, challenges, and interdependencies of multiple product lines or business units.
- Ability to anticipate how a change in one area may impact others, enabling more proactive and aligned strategic planning.
Communication and Influence:
- Executive-Level Communication
- Able to distill complex, cross-functional data into clear, concise insights tailored for time-constrained executives.
- Skilled in creating high-impact deliverables (dashboards, briefs, presentations) that support strategic decisions and drive alignment at the leadership level.
- Influencing Without Authority
- Proven ability to influence cross-functional stakeholders—Sales, Finance, Product, and GTM—through data, structured thinking, and strong business rationale.
- Builds trust through credibility, consistency, and a collaborative mindset, even when driving change across teams with competing priorities.
- Driving Alignment Across Teams
- Facilitates productive discussions that clarify goals, surface trade-offs, and ensure teams are working toward shared outcomes.
- Acts as a neutral, strategic partner who can bridge gaps between functions and navigate organizational complexity.
You may be a fit for this role if you have:
- Strong Financial Modeling & Forecasting Skills
- Ability to build and maintain bottoms-up financial models that support GTM planning and align with long-term strategic goals.
- Comfort working with ambiguity and rapidly evolving inputs.
- GTM & Cross-Functional Business Acumen
- Deep understanding of how Sales, Marketing, Product, and Finance functions contribute to revenue and operational outcomes.
- Track record of partnering across departments to drive results.
- Analytical & Data Fluency (SQL + BI Tools)
- Experience extracting insights from large datasets using SQL and visualizing key metrics in BI tools (e.g., Looker, Tableau).
- Ability to translate data into clear business recommendations.
- Tech Stack Familiarity (Salesforce, Looker, etc.)
- Hands-on experience using and evaluating tools that power CRM, reporting, and operational workflows.
- Ability to optimize and streamline systems to improve data accuracy and efficiency.
- Executive Communication & Stakeholder Management
- Skilled at communicating clearly and concisely with senior leaders.
- Comfortable presenting findings, managing expectations, and influencing decisions across all levels of the org.
- Bias for Action & Operational Rigor
- Self-starter who can manage projects end-to-end and implement process improvements without constant oversight.
- Balances strategic thinking with attention to detail and operational follow-through.
- Crypto/Web3 & Institutional Investor Industry Knowledge
- Strong understanding of the institutional investor landscape, with expertise in crypto and digital assets or related markets.
- Ability to bridge traditional finance with emerging technologies and trends.
Although not a requirement, bonus points if:
- Experience in High-Growth or Start-Up Environments
- Familiarity with scaling operations in fast-paced, ambiguous settings—where structure needs to be built from the ground up and priorities shift quickly.
- Programming or Automation Skills (e.g., Python, R, dbt)
- Ability to automate repetitive data tasks or build lightweight tools to improve internal workflows.
- Helpful in teams with lean resources or high technical complexity.
- Experience with Strategic Planning Processes (e.g., OKRs, annual planning)
- Background in supporting or driving company-wide planning frameworks—aligning metrics, initiatives, and forecasting across functions.
- Consulting or Finance Background
- Bonus if they bring structured problem-solving, storytelling, and stakeholder management experience from consulting, investment banking, or corporate strategy.
- You were emotionally moved by the soundtrack to Hamilton, which chronicles the founding of a new financial system. :)
About Anchorage Digital: Who we are
The Anchorage Village, what we call our team, brings together the brightest minds from platform security, financial services, and distributed ledger technology to provide the building blocks that empower institutions to safely participate in the evolving digital asset ecosystem. As a diverse team of more than 300 members, we are united in one common goal: building the future of finance by providing the foundation upon which value moves safely in the new global economy.
Anchorage Digital is committed to being a welcoming and inclusive workplace for everyone, and we are intentional about making sure people feel respected, supported, and connected at work—regardless of who you are or where you come from. We value and celebrate our differences and we believe being open about who we are allows us to do the best work of our lives.
Anchorage Digital is an Equal Opportunity Employer. We are committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity or veteran status. Anchorage Digital considers qualified applicants regardless of criminal histories, consistent with other legal requirements. “Anchorage Digital” refers to services that are offered either through Anchorage Digital Bank National Association, an OCC-chartered national trust bank, or Anchorage Lending CA, LLC a finance lender licensed by the California Department of Financial Protection and Innovation, License No. 60DBO-11976, or Anchorage Digital Singapore Pte Ltd, a Singapore private limited company, all wholly-owned subsidiaries of Anchor Labs, Inc., a Delaware corporation.
Protecting your privacy rights is important to Anchorage Digital, and we work to maintain the trust and confidence of our clients when handling personal or financial information. Please see our privacy policy notices here.