Revenue Strategy Operator

5 days ago

San Francisco, California, United States AirOps Full time $120,000 - $180,000 per year
About AirOps

Today thousands of leading brands and agencies use AirOps to win the battle for attention with content that both humans and agents love.

We're building the platform and profession that will empower a million marketers to become modern leaders — not spectators — as AI reshapes how brands reach their audiences.

We're backed by awesome investors, including Unusual Ventures, Wing VC, Founder Collective, XFund, Village Global, and Alt Capital, and we're building a world-class team with in-person hubs in San Francisco, New York, and Montevideo, Uruguay.

About the Role

As Revenue Strategy Operator, you'll design, architect, and optimize the revenue, forecasting, and analytics frameworks that power AirOps' revenue engine. This is a strategic and hands-on role - ideal for someone who can both align GTM execution with financial planning and personally build the models, dashboards, and workflows that make them run at scale.

Your north star: make revenue transparent, predictable, and compounding. You'll be the architect of the models, forecasts, and insights that turn noise into signal — and let GTM and Finance move as one.

This isn't RevOps as usual. It's a chance to design the operating system for revenue itself - where every forecast, cohort, and dashboard isn't just reporting the number, but reshaping how we get there.

Key Responsibilities

1. Revenue Strategy & Alignment

  • Partner with GTM and Finance leadership to align operational metrics with financial outcomes (pipeline, bookings, ARR, churn, NRR).

  • Establish standardized definitions and frameworks for revenue stages, forecasting, and reporting.

  • Support capacity, territory, and compensation planning with data-driven insights.

2. Core Revenue Operations

  • Define and optimize GTM processes across lead → opp → win and renewal/expansion workflows.

  • Maintain data integrity and enforce best practices across GTM and finance systems.

  • Identify revenue bottlenecks and recommend improvements that accelerate time-to-close and expansion.

  • Architect scalable workflows and systems that connect GTM, Finance, and Product.

3. Forecasting & Analytics

  • Build forecasting models that connect pipeline → bookings → ARR → cash.

  • Develop real-time dashboards and analytics for pipeline health, conversion velocity, and churn/expansion signals.

  • Run scenario planning and "what-if" analyses for growth, churn, and pricing impacts.

  • Provide board-ready revenue insights and quarterly forecast updates.

4. Strategic Partnering

  • Act as the connective tissue between GTM leadership and Finance/FP&A.

  • Deliver actionable insights to the VP Sales, Head of Growth, Head of Finance, and executive team.

  • Translate data into strategy, enabling high-velocity decision-making.

Qualifications

  • 5–8 years in RevOps, Revenue Analytics, FP&A, or BizOps roles with strong exposure to both GTM and Finance.

  • Strong analytical and modeling skills: SQL, advanced Sheets/Excel, financial modeling.

  • Hands-on with CRM's (HubSpot) and BI tools (like Metabase).

  • Proven ability to design scalable GTM and finance frameworks - not just run them.

  • Excellent cross-functional communicator; comfortable bridging GTM, Finance, and Execs.

  • Builder mindset: Thrives on building, testing, and iterating revenue systems that scale, and combines curiosity, precision, and speed to create leverage.

Our Guiding Principles

  1. Extreme Ownership

  2. Quality

  3. Curiosity and Play

  4. Make Our Customers Heroes

  5. Respectful Candor

Benefits

  • Equity in a fast-growing startup

  • Competitive benefits package tailored to your location

  • Flexible time off policy

  • Generous parental leave

  • A fun-loving and (just a bit) nerdy team that loves to move fast

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