--- title: 'Revenue Operations Lead at Ditto' canonical: 'https://feeny.ai/job/revenue-operations-lead-ditto-washington-mpmachszxzz9' type: 'job' last_seen: '2026-09-12' --- # Revenue Operations Lead at Ditto - **Company:** Ditto - **Location:** Washington, DC / Atlanta, GA / San Francisco, CA - **Compensation:** $161k–$212k - **Employment:** full-time - **Work type:** remote - **Posted:** 2026-08-21 - **Last confirmed live:** 2026-09-12 - **Apply:** https://jobs.ashbyhq.com/ditto/f72fb922-a807-49d4-838f-6a7cfa89a133/application **Skills:** HubSpot, Excel, AI tools, Pipeline management, Workflow automation, Reporting, Data modeling, Forecasting, Compensation plan administration, Quota modeling > Own pipeline visibility, forecast accuracy, and GTM process design for the commercial team. Serve as the operational backbone for sales, marketing, and customer success, managing HubSpot administration and reporting to drive enterprise sales efficiency. ## Job description About Ditto: Ditto is redefining how data moves at the edge. Our mission is to make it seamless for developers to build resilient, real-time applications, regardless of network conditions. Whether you're in a stadium, airplane, or remote military base, Ditto's peer-to-peer sync engine ensures devices stay connected and data stays consistent, even without internet. With more than $145 million in funding and trusted by organizations like Chick-fil-A, Delta Airlines, and the U.S. military, Ditto powers mission-critical experiences across aviation, retail, travel, hospitality, defense, and more. As a globally distributed, fast-growing startup, we’re committed to building a diverse and inclusive team that reflects the wide range of perspectives needed to solve the world’s hardest connectivity problems. ## The Role Our Go-To-Market team is building a sustainable, scalable, enterprise-focused operating model to serve our dual-use mission: executing complex deal cycles across both the commercial and public sectors, with typical contract sizes spanning $500K to $5M. This high-ownership role is central to improving and hardening that model. You will own full sales and revenue operations, spanning pipeline visibility, forecast accuracy, GTM process design, and the operational cadence that connects our revenue growth strategy to daily execution. You will work directly with the Heads of Commercial and Public Sector and the VP of Finance, and serve as the operational backbone of a GTM organization that includes Account Executives, ADRs, Solutions Architects, and Customer Success. This is an individual contributor role with significant scope, direct access to executive leadership, and clear ownership of outcomes, not just activities. ## What You'll Own Forecasting & Pipeline - Design and lead a rigorous weekly forecast process built on real data: meaningful stage definitions, strong deal hygiene, and coverage analysis that drives good decisions - Build reporting that gives leadership a clear, current, and honest view of deal health across the full pipeline of Commercial and Public Sectors - Surface pipeline risks and opportunities early - Identify patterns in pipeline data and accelerate variance analysis to sharpen forecast accuracy over time GTM Process & Playbooks - Assess current GTM processes across the full sales cycle and drive targeted improvements that increase speed, consistency, and conversion - Define and operationalize opportunity stage criteria, cross-functional handoff protocols, and deal desk processes calibrated for complex enterprise and public sector transactions - Embed proven sales methodologies, such as Challenger Selling, into process and systems design so that stage exit criteria, qualification standards, and deal reviews reinforce how we sell - Partner with Sales, Marketing, Customer Success, and Implementation to ensure process design reflects operational reality, and that it gets followed - Accelerate playbook development and surface process gaps that manual review would miss Reporting & Analytics - Optimize reporting through AI toolsets to reduce time-to-insight and free capacity for higher-order analysis - Own the commercial reporting layer, including pipeline by stage, velocity metrics, win/loss analysis, and rep-level performance, and keep it grounded in accurate data - Translate analytics into clear, decision-ready insights for the Heads of Commercial, Public Sector, and the executive leadership team Partner & Channel Operations - Build partner-influenced and partner-sourced revenue into our systems and processes as this channel becomes a growing area of focus: deal registration, attribution rules, pipeline segmentation, and forecast treatment of partner-driven deals - Design reporting that gives leadership a clear view of channel contribution alongside direct sales, so partner performance can be measured and managed with the same rigor CRM Administration - Own pipeline configuration, lifecycle stages, automation workflows, and data model integrity in CRM (currently HubSpot) - Identify and close tooling gaps, and recommend additions to the GTM stack when the operational case is clear ## What We're Looking For - 5+ years in Revenue Operations, Sales Operations, or GTM Operations, ideally in B2B SaaS - Experience designing and running GTM processes for enterprise sales into the Fortune 500, along with familiarity with the distinct selling and contracting dynamics of the public sector - Direct experience supporting enterprise or complex deal cycles that require multi-stakeholder coordination and longer sales motions - A track record of owning GTM operations end to end - Experience supporting partner or channel revenue motions, including the tracking and attribution of partner-sourced and partner-influenced revenue; this is a growing focus area for us and experience here is key - Working knowledge of enterprise sales methodologies such as Challenger or similar frameworks, and experience translating them into stage criteria, qualification standards, and process design - Strong CRM and supporting tool proficiency, spanning forecasting, pipeline management, workflow automation, and reporting - Fluency with AI tools as regular practice rather than novelty, with a clear point of view on where they create real leverage in a RevOps context - Experience with deal desk design, multi-stakeholder deal processes, and contract review workflows - Advanced Excel skills for analysis, modeling, and reporting - Operates well as a team of one: thinks strategically, executes hands-on, and holds a high bar for the work regardless of the level of oversight - Communicates directly and early, surfacing issues while they can still be acted on - Experience with territory design, quota modeling, and compensation plan administration What to Expect This role comes with authority and accountability. You will operate with significant autonomy to identify what the GTM team needs next and move on it. This requires the confidence to make decisions, the discipline to follow through on them, and the candor to say clearly when something is not working. We hold a high bar for the quality of the work and a genuine investment in the people doing it. This role is for the individual who wants to own the design of a best-in-class sales and revenue operation. The Benefits of Building with Us We offer competitive salaries and meaningful equity. We believe everyone on the team should have a stake in what we’re building. Benefits vary by region to make sure you're covered in the ways that matter most. In the US, that includes health, dental, vision, life, and disability insurance, plus a 401(k) and flexible spending accounts. Regardless of where you live, everyone at Ditto can utilize flexible time off. And while we work remotely, our Atlanta office is always open if you ever want a place to work or meet up with teammates. Apply Anyway At Ditto, we know game-changers don’t always come wrapped in a “perfect” resume. Years of experience? Every single bullet point checked? Meh. That’s not what drives us. What does matter? - Grit. - Curiosity. - Adaptability. - And a genuine spark for what we’re building. So if you’re fired up about our mission but not sure you tick every box - hit that apply button anyway. Use your application to show us how you’ll make an impact here. We’re always on the lookout for exceptional humans who want to grow, stretch, and build something meaningful with us. ## Equal Opportunity Employer Ditto is proud to be an equal-opportunity employer. We do not discriminate in hiring or any employment decision based on race, color, religion, national origin, age, sex (including pregnancy, childbirth, or related medical conditions), marital status, ancestry, physical or mental disability, genetic information, veteran status, gender identity or expression, sexual orientation, or other applicable legally protected characteristics. Ditto is committed to providing reasonable accommodations for qualified individuals with disabilities and disabled veterans in our job application procedures. If you need assistance or an accommodation due to a disability, please let us know. ## About Ditto ## Company Overview - **One-liner**: Ditto provides an edge-native, offline-first distributed database with built-in peer-to-peer networking, enabling devices to sync data resiliently without relying on a centralized server or constant internet connectivity. - **Entity Type**: Private (Series B) - **Headquarters**: San Francisco, California, United States - **Founded**: 2018 - **Founders**: Adam Fish (CEO) and co-founders ## Core Business - Primary industry/industries: Edge Computing, Distributed Databases, Developer Infrastructure, Peer-to-Peer Networking - Target customers: B2B — primarily enterprises in aviation (Delta, Japan Airlines, Lufthansa), logistics, retail, manufacturing, and public sector; also serves developers building mobile or IoT applications. - Mission or purpose statement: To make data resilient and accessible anywhere, on any device, by replacing complex data infrastructure with a simple, peer-to-peer database. ## Products & Services - **Ditto Edge Sync SDK**: An embeddable software development kit (SDK) that allows mobile or edge devices to store, sync, and process data locally via Bluetooth, P2P WiFi, or LAN — without needing a cloud server. It uses CRDT (Conflict-free Replicated Data Type) technology for automatic conflict resolution. - **Ditto Cloud Sync (Bidirectional Cloud Connector)**: An option that syncs data from edge devices to existing cloud databases (e.g., MongoDB) when internet is available, providing a hybrid architecture. - **Ditto Server**: A self-managed or edge server deployment option for customers who need dedicated infrastructure. ## Market Standing - **Valuation**: $462 million post-money (Series B, March 2025) - **Key Metric**: Total Funding of $136 million (Seed: $9M in 2021; Series A: $45M in 2023; Series B: $82M in 2025) - **Annual Revenue**: Estimated at $3.0M per LinkedIn (private company, not officially disclosed); ARR grew 250% in the year prior to March 2025 - **Notable Investors/Partners**: Lead investors: Acrew Capital, Top Tier Capital Partners. Participants include True Ventures, Amity Ventures, Advance Venture Partners, Fundrise, Internet Initiative Japan (IIJ). Key strategic partner: MongoDB (native Connector launched). - **Growth Signals**: Customer count doubled to 30+ (incl. major airlines); secured a $950M contract with the U.S. Air Force (2022); headcount grew 16% YoY to 131 employees; acquired Kubernetes consultancy SuperOrbital and KeySquare Labs in 2025. ## Competitive Advantages - **Edge-Native Architecture**: Unlike traditional databases, Ditto is built for mobile and edge devices from the ground up, not retrofitted. It replaces physical edge servers with software on devices like smartphones, eliminating costly hardware. - **Offline-First & Resilient**: Apps can read, write, and process data completely offline; mesh networks form automatically and sync opportunistically when connections are available. - **Peer-to-Peer Mesh Networking**: Built-in support for BLE, P2P WiFi, and LAN allows devices to discover each other and sync directly, without a centralized cloud or server bottleneck. - **CRDT-Powered Conflict Resolution**: Automatically resolves concurrency conflicts in decentralized systems without requiring a central arbiter. - **Developer-Friendly**: Supports all major mobile and frontend frameworks (Flutter, React, SwiftUI, Jetpack Compose) with simple query-based APIs. ## Strategic Focus - **Scaling the team and product** (Series B funds allocated to growth). - **Forging deeper cloud database partnerships** (building on MongoDB Connector and seeking more). - **Capitalizing on AI edge computing tailwinds**: enabling real-time AI model inference at the edge with low latency and improved data privacy. - **Expanding into public sector and government** (dedicated public sector team, Air Force contract). - **Growing international presence** (operations in 15 countries, team across 5 continents). ## Why Work Here - **Built Remote-First, Globally Distributed**: Ditto has been fully remote since its founding in 2018. The team spans 5 continents and 15 countries (including the US, UK, Netherlands, France, Japan, Sweden). HQ is in SF but operational flexibility is a core principle. - **Culture Anchored in Values**: The company emphasizes Trust, Communication, and Continual Improvement. Employees describe the environment as focused on “builders” who enjoy deep technical challenges. - **Engineering-Heavy Team**: 36% of employees are in technical roles (engineering, data sync, networking, Bluetooth, platform). Strong talent attraction from companies like MongoDB, Couchbase, dbt Labs, and Pinecone, indicating a high-caliber engineering culture. - **High-Growth Trajectory**: ARR grew 250%, customer count doubled, and headcount grew 16% YoY. Recent acquisitions signal aggressive expansion. - **Remote/Office Policy**: Remote-first; no mandatory in-office requirement, though SF HQ exists as an option. - **Notable Perks & Approach**: Focus on autonomy and deep technical ownership; frequent hiring for senior-level roles (23% seniority); strong support for open-source and peer-to-peer technology. ## Sources 1. [ditto.com - About](https://www.ditto.com/about) 2. [ditto.com - Technology](https://www.ditto.com/?iss=https%3A%2F%2Fditto.auth0.com%2F) 3. [TechCrunch - Ditto lands $82M](https://techcrunch.com/2025/03/12/ditto-lands-82m-to-synchronize-data-from-the-edge-to-the-cloud/) 4. [LinkedIn - Ditto Company Page](https://www.linkedin.com/company/dittolive) 5. [Built In - What's It Like to Work at Ditto](https://builtin.com/company/ditto/faq/workplace-perception) 6. [Ashby Careers Page](https://jobs.ashbyhq.com/ditto) ## Other roles at Ditto - [Senior Software Engineer, Rust](https://feeny.ai/job/senior-software-engineer-rust-ditto-atlanta-xb07jbg7t73t) — Atlanta, GA / Washington, DC / San Francisco, CA - [Software Engineer, Public Sector Application](https://feeny.ai/job/software-engineer-public-sector-application-ditto-atlanta-0c79m19facae) — Atlanta, GA / Washington, DC / San Francisco, CA - [Senior Technical Support Engineer](https://feeny.ai/job/senior-technical-support-engineer-ditto-united-kingdom-qecwqxhxcx3r) — United Kingdom - [Director, FP&A](https://feeny.ai/job/director-fp-a-ditto-atlanta-5r1ytg3jn9ve) — Atlanta, GA / Washington, DC / San Francisco, CA - [Senior Software Engineer, Cloud](https://feeny.ai/job/senior-software-engineer-cloud-ditto-atlanta-2dctbchqc8c3) — Atlanta, GA / Washington, DC / San Francisco, CA - [Senior Software Engineer, Bluetooth](https://feeny.ai/job/senior-software-engineer-bluetooth-ditto-atlanta-ks24s0xwbh26) — Atlanta, GA / Washington, DC / San Francisco, CA - [Senior Software Engineer, Database](https://feeny.ai/job/senior-software-engineer-database-ditto-atlanta-zxtwtzax7145) — Atlanta, GA / Washington, DC / San Francisco, CA - [Revenue Operations Lead](https://feeny.ai/job/revenue-operations-lead-primer-remote-2nczkctm0zdf) - [Revenue Operations Lead](https://feeny.ai/job/revenue-operations-lead-intuscare-united-states-znr7117ty385) — United States - [Revenue Operations Lead](https://feeny.ai/job/revenue-operations-lead-modern-health-united-states-9fs67z09mtee) — United States