Director of Revenue Operations

Role Overview

• lead Sales and GTM planning that translates company strategy into operationalized GTM plans, including headcount and capacity planning, territory design, and quota setting across all segments and motions. Build and maintain bottoms-up revenue and pipeline models; run scenario planning to inform where we invest. Facilitate QBRs and own exec and board-level reporting on GTM performance, partnering with finance.
• own, administer, and continuously improve the GTM tech stack including Salesforce, HubSpot, Gong, Salesloft, Clay, and adjacent tooling. Evaluate and implement new tools, workflows, and AI solutions to increase automation and efficiency across the revenue lifecycle.
• Own the weekly forecast process: pipeline hygiene, stage definitions, deal inspection cadence, and CRM data integrity. Build metrics dashboards and reports that give GTM leadership a real-time view of pipeline health, win rates, productivity, and efficiency trends.
• Operationalize the full PQL (Product Qualified Lead framework): define scoring logic, usage-based triggers, routing rules, and automated outreach paths that convert self-serve users into enterprise opportunities. Partner with Product and Business Operations to instrument the customer lifecycle, from free tier activation through expansion, and surface actionable signals to Sales.
• Build and run a Deal Desk function that structures enterprise contracts with speed and consistency, protecting margin while removing friction from AEs. Partner with Finance, Legal, and Biz Ops on CPQ, pricing, billing, and order management.
• Design, model, and administer sales compensation plans in partnership with Finance and Sales leadership. Ensure comp structures are competitive, motivating, and tightly tied to business outcomes.
• Hire and develop a lean, high-leverage RevOps team as the business scales. Foster a culture of operational rigor, intellectual honesty, and continuous improvement.

Requirements

• 8–12 years in Revenue Operations, Sales Strategy, or GTM Operations, ideally at a B2B SaaS company with a PLG motion layered with enterprise sales.
• Proven experience building RevOps infrastructure from the ground up, and/or redesigning for major improvement.
• Deep Salesforce expertise (admin-level); hands-on proficiency across the modern GTM stack and familiarity with AI-native GTM tooling.
• Strong analytical foundation, including SQL fluency and/or BI tool experience; you can pull your own data and build your own models.
• Experience operationalizing PLG: PQL scoring, product signal routing, self-serve to sales-assisted conversion.
• Track record designing sales compensation plans, rules of engagement,
• Experience running rigorous forecasting processes and QBRs.
• Excellent communicator: equally comfortable in a board deck with execs and a Slack thread with an AE.
• Builder mentality: you move fast, document well, and leave systems better than you found them.
• Ability to ruthlessly prioritize the most urgent & important and drive major progress with speed.
• Strong work ethic with a positivity and resilience.
• Able to build stage-appropriate structure in an agile and fast-moving environment.
• Thrive in action-oriented, fast paced, distributed environment.

Tech Stack

• SQL

Benefits

• This opportunity is also eligible for equity with early-exercise options and extended exercise windows.
• 4 weeks of paid vacation.
• 14 weeks of fully paid parental leave for all parents to bond with a newly born, adopted, or fostered child. We will also work with you to create a supportive plan of return.
• Long-term disability, life insurance, and 401K plans.
• 100% employer-paid medical coverage and 99% employer-paid dental and vision coverage for you and a dependent. FSAs and HSAs are available as well.
• Monthly lifestyle stipend for wellness, mental health and therapy, hobbies, etc.
• Monthly cell phone and internet subsidy.
• Commuter benefits for Renders in the Bay Area, and home office stipends for remote Renders.
• Continuous learning benefits & related support.