CoinGecko is hiring a

Web3 Revenue Operations Lead

CoinGecko is a global leader in tracking cryptocurrency data. Operating since 2014, CoinGecko has built the world's largest cryptocurrency data platform, tracking over 10,000 tokens across more than 400 exchanges, serving over 300 million page views in more than 100 countries. We are proud to have played a major part in mainstream awareness, adoption, and education of cryptocurrency globally.

We at CoinGecko believe that cryptocurrency and blockchain will define the future of finance, bringing greater financial and economic freedom around the world. In anticipation of that future, CoinGecko is building the foundation to scale cryptocurrency market data to serve billions.

• Learn more about our level structure at CoinGecko's Career Progression.

Job Responsibilities

• Sales Process Optimization: Own the architecture and the continuous improvement of the end-to-end sales process. Identify bottlenecks through deep-dive analysis of sales activities (e.g., time and process studies), implement scalable solutions, and develop and enforce sales playbooks to drive sales velocity and ensure consistent execution and operational excellence.
• Revenue Analytics & Insights: Lead the revenue data stack and serve as the source of truth for all sales metrics. Develop and maintain robust dashboards to track KPIs and analyze performance data to provide actionable, strategic recommendations to leadership. Support attribution modeling and full-funnel analytics to better understand buyer journeys and optimize conversion across all GTM stages.
• Sales Strategy & Planning: Partner with sales leadership to develop and execute the annual revenue operations roadmap. Build business cases for new initiatives by assessing their potential impact, feasibility, and cost-benefit. Support territory planning, quota setting, and compensation design. Provide strategic input on go-to-market priorities, new market opportunities, and pricing experiments by combining data-driven insights with on-the-ground feedback.
• Sales Forecasting & Pipeline Management: Lead the sales forecasting process to ensure accuracy and predictability. Enforce rigorous pipeline hygiene and provide deep analysis of pipeline health, conversion metrics, and sales cycle length to inform business planning.
• Commercial Operations & Standardization: Develop and implement standardized pricing, discounting, and agreement frameworks. Lead initiatives to improve proposal generation and quote response times through process redesign and automation.
• CRM & Tech Stack Management: Act as the primary subject matter expert for the CRM and sales tech stack. Be an "always-on" champion for productivity by continuously exploring opportunities to maximize our current tools, including internal AI, for improved efficiency and value. Drive user adoption and lead automation initiatives across the sales funnel using internal systems and AI tools to reduce manual effort, improve data quality, and enhance seller productivity.
• Sales Enablement: Lead change management for new tools, processes, and policies - ensuring stakeholder buy-in, adoption, and long-term impact. Drive sales success by leading enablement from planning to execution. This includes developing onboarding programs, creating sales collateral, and managing process implementations.
• Lead Management: Oversee the entire lead lifecycle, including lead scoring, routing, and assignment processes within the CRM. Collaborate with the Growth team to ensure a seamless and efficient handoff from marketing to sales, maximizing lead conversion rates.
• Data Integrity & Governance: Establish and enforce processes that ensure the accuracy and integrity of all data within the CRM and other sales systems. Conduct regular data audits and cleanup initiatives to maintain a reliable foundation for reporting and analysis.
• Commission Administration: Manage the administration of sales incentive and commission plans. Ensure accurate, timely calculation and reporting of payouts, and analyze plan effectiveness to ensure it drives desired behaviors and outcomes.
• Programme & Project Management: Lead cross-functional operational projects from ideation to completion. Ensure new opportunities are captured, sized, and prioritized for quarterly roadmaps. Drive on-time roll-out of solutions by managing timelines, mitigating risks, ensuring operational readiness, and monitoring the subsequent realization of benefits.
• GTM Alignment & Cross-functional Collaboration: Act as the connective tissue across Sales, Marketing, Product, and Customer Success. Partner with these teams to align goals, processes, and systems across the revenue funnel. Facilitate shared planning, enable data transparency, and ensure cohesive execution of go-to-market strategies.
• Team Leadership & Management: Recruit, train, and lead a high-performing sales team by providing data-driven coaching on pipeline management and process efficiency. Ensure team success by driving playbook adoption, enforcing CRM hygiene, and fostering a culture of accountability and continuous learning.
• Market Research: Analyze industry trends and competitive positioning to provide leadership with strategic insights that help refine the go-to-market strategy.
• Stakeholder & Executive Engagement: Partner with leadership to track revenue targets and present regular business reviews with data-driven insights on performance and strategic opportunities.
• You are required to support any ad hoc tasks as required by the company.

Job Requirements

• Proven Ability: You have 5-8 years of experience in Sales/Revenue Operations within high-growth tech or fintech environments. You have a proven track record of building scalable processes, executing 12-18 month sales roadmaps (strategy, targets, forecasts), and coaching teams to drive performance.
• Education: Bachelor’s degree in Business, Finance, Analytics, or a related field is a plus.
• Product Knowledge: You have a deep understanding of CoinGecko products, customer needs, and the crypto/blockchain landscape.
• Process & Systems Knowledge: You have a deep understanding of sales methodologies and revenue funnels. You are an expert at designing, implementing, and optimizing complex operational processes and systems from the ground up.
• Familiarity with Data Tools: You are highly proficient in CRM tools (HubSpot) and leveraging data insights for decision-making. Experience supporting both inbound and outbound sales motions across self-serve and enterprise segments (e.g., API, Ads) is preferred.
• Familiarity with RevOps Tools: You have deep expertise in the sales and marketing technology landscape. You have hands-on experience managing and integrating various sales tools, including automation, data enrichment, and analytics platforms.
• Strategy & Planning Skills:You have strong experience in strategic planning, territory design, and compensation modeling. You use a data-driven approach to support sales strategy, set targets, and optimize resource allocation.
• Project Management: You have strong project management skills, with a proven ability to lead complex, cross-functional initiatives from conception to completion. You possess high attention to detail, accuracy, and a commitment to high-quality execution.
• Entrepreneurial: You are self-motivated, resourceful, and have an entrepreneurial mindset with the ability to succeed in a fast-paced and highly agile environment.
• Communication: You can build strong relationships and communicate effectively with stakeholders at all levels. You can clearly articulate complex data, processes, and strategic recommendations to both technical and non-technical audiences.
• Problem-Solving: You have strong critical thinking and problem-solving skills, with the ability to navigate ambiguity and balance tactical needs with strategic objectives.
• Leadership: You are a natural leader who influences and collaborates with stakeholders at all levels, including C-level executives. You can drive change, foster adoption of new processes, and work independently to improve the overall revenue engine.
• Growth Mindset: You are passionate for continuous learning, staying ahead of industry trends, Web3, and emerging technologies.
• Web3 Interest: You have a keen interest in blockchain, cryptocurrency, NFT, web3, and metaverse topics.

• Remote Work Flexibility: Work wherever you feel most productive. We also provide office space in 1Powerhouse (Malaysia) and WeWork (Singapore) if you ever feel like meeting your colleagues in person.

• Flexible Working Hours: No 9-5 structure, work the hours you need to get your tasks done.

• Comprehensive Insurance Coverage: We provide life and hospitalization coverage for you, along with hospitalization coverage for your dependents.

• Virtual Share Options: You'll be entitled to virtual options, with terms and conditions.

• Bonus: You’ll be entitled to a bonus, with terms and conditions.

• Parking Allowance: You will be given a monthly fixed allowance of RM 150 or SGD 100 to ease the cost of traveling.

• Meal Allowance: You will be given a monthly fixed allowance of RM600 or SGD400 to subsidize the cost of your meals.

• Learning Allowance: You will be allocated an annual budget of USD500 (claim basis) to help you continuously learn in the pursuit of your professional and personal development.

• Social Activity Allowance: Want to set a date to watch a movie or play futsal with your colleagues? Get it organized and we subsidize a portion (claim basis) of the cost.

• Annual Company Offsite: We gather once a year to meet each other in person, reflect on the year, and partake in social activities!

Interested in being a Gecko? Hit the apply button to get started on your application!