Director of Revenue Operations
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- connecting the revenue-generating functions around AI strategy, data, tooling, pipeline health, and forecasting, and proactively surfacing strategy gaps before they show up in the numbers. This isn't a dashboard-maintenance role: it's a greenfield mandate to build a modern RevOps function from the ground up, including standing up partner ops from scratch as our client's partnerships org scales.
Key Responsibilities
• Build a modern GTM engine: identify the best-fit companies, use signals to determine timing, and orchestrate a comprehensive GTM motion across sales and marketing
• Fix and strengthen the foundation: own SFDC hygiene, repair lead routing and scoring across all lead sources (not just the website), implement AI-driven workflows that make AEs more efficient, and improve forecasting accuracy end to end
• Stand up partner ops: build the operational framework for partner ops from the ground up as our client's partnerships org scales
• Drive pipeline visibility: develop data models and reporting that give leadership clear, accurate insight into conversion rates, pipeline health, and where revenue is leaking
• Own the full GTM tech stack: evaluate, implement, and manage the tools across CRM, marketing automation, lead routing, and revenue intelligence
• Drive the AI strategy: own build-vs-buy decisions and leverage AI (including Claude), automated call scoring, and more; you'll be the owner of driving revenue and increasing capacity through AI Requirements
• Proven experience owning GTM systems, CRM, marketing automation, lead routing, and lead scoring — in a B2B SaaS environment, with a strong emphasis on AI tooling and automation
• AI proficiency; you've built agents, automated workflows, and driven real business results through AI
• Demonstrated ability to proactively drive pipeline strategy and surface revenue insights, not just maintain dashboards or respond to requests
• Experience building or scaling operations across multiple GTM functions; marketing ops and sales ops at minimum, with partner ops experience a strong plus
• Strong data instincts, you can define a metrics framework, run a funnel analysis, and translate findings into clear action for non-technical GTM leaders
• Experience in a startup or high-growth environment where you've had to build the plane while flying it; comfortable setting foundations and processes where none exist
• Excellent communication skills; able to translate complex systems and data concepts for executives and crossfunctional stakeholders alike
• Experience with TAM scoring, ICP modelling, or account intelligence tools preferred
• Background spanning both self-serve/PLG motions and direct sales preferred
• Prior experience managing a RevOps team or mentoring ops analysts preferred
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