Standard pipeline metrics don’t tell the right story here. RFP volume, conversion from RFP to signed block, attrition against contracted rooms, and revenue per group event are the metrics that matter. You will build the infrastructure to track them.

What You’ll Own

• Groups Pipeline Architecture: Own the CRM configuration and pipeline design for the Groups motion. Define stage logic that reflects how group deals actually progress — from initial inquiry through RFP, site selection, contract, and actualization.
• RFP Workflow & Tracking: Build and maintain the operational infrastructure around the RFP process. Volume tracking, response time SLAs, win/loss tagging, and the reporting that lets the team improve their conversion rate over time.
• Seasonality Modeling & Forecasting: Build the forecasting methodology that accounts for Groups’ distinct demand patterns. Quota-period forecasts that ignore seasonality are wrong — you will build the models that get them right.
• Attrition & Actualization Tracking: Own the metrics that matter post-contract: room block attrition, revenue actualization against contracted value, and the early warning signals that flag underperforming groups before they close short.
• CRM Hygiene & Process Enforcement: Set and enforce CRM standards for the Groups pod. The unique deal structure of group travel requires custom fields, custom stage logic, and custom reporting — you will build and own all of it.
• Quota & Comp Support: Partner with the VP of RevOps and Finance to model attainment and ensure the comp structure for Groups sellers reflects the longer cycle, the different deal economics, and the seasonality of the motion.
• Performance Analytics: Build the reporting layer that tells the Groups pod story — RFP conversion, average group size, revenue per event, and the pipeline metrics that matter in QBRs with leadership.

What We’re Looking For

Experience

• 4-6 years in Revenue Operations or Sales Operations — with preference for experience supporting group sales, event-based revenue, hospitality, or a similarly seasonal and complex buying motion
• Hands-on CRM experience (Salesforce preferred) — including building custom objects, stage logic, and reporting for non-standard sales processes
• Experience with RFP-based sales workflows, room block management, or event-driven pipeline tracking is a strong differentiator
• Demonstrated ability to build forecasting models that account for seasonality and non-linear deal progression
• Strong analytical foundation — you work with data fluently and can turn a messy actualization report into a clear business recommendation

Who You Are

• Motion-specific: you understand why Groups can’t be measured with the same metrics as outbound, and you build systems that reflect the actual buying process rather than forcing it into a generic template
• Seasonality-aware: your forecasts account for when groups actually book and actualize, not just when quota periods reset
• Detail-oriented on deal economics: you track contracted value, actualized revenue, and attrition because the gap between the two is where margin gets lost
• Builder who moves fast: you treat every manual RFP tracking process as a problem waiting to be solved permanently, and you do not wait for permission to improve something obvious
• Clear communicator: you can translate group deal complexity into clean pipeline data for leadership and clean process guidance for the sellers running the motion

Compensation

Our compensation packages are based on several factors, including your experience, expertise, and location. In addition to a competitive base salary, total compensation may include equity and/or variable pay (OTE). Your recruiter will share your complete compensation package as you move through the process.

Base Pay Range

$110,000—$152,200 USD

The Engine Edge: Perks & CompensationWe believe in rewarding great work with great benefits:

• Compensation: Competitive base pay tied to role and experience, with opportunities for bonuses, commissions, and equity.
• Benefits: Check out our full list athttps://engine.com/cultureengine.com/culture.
• Environments for Success: Different roles have different needs in terms of the environments that drive success which is why we have a hybrid-hub model. Whether you are in one of our amazing offices or fully remote, we’ll make sure you have what you need to succeed.

Perks and benefits may vary based on employment type, location, and more.

**Ready to Build the Future of Work Travel?**Join us on our mission to transform how work travel works—for businesses, for travelers, and for the industry. Apply now and let’s make travel simpler, smarter, and more enjoyable—together.