Head of Revenue Operations

Responsibilities

Strategic Planning & Alignment

• Partner with Sales, Marketing, and Customer Experience leadership to build a cohesive revenue operations and enablement strategy.
• Own enablement programming—including training, content, and accountability—to drive consistent representative performance.
• Align goals, KPIs, and metrics across go-to-market teams.

AI-First Operations & Enablement

• Prioritize AI-assisted workflows for forecasting, reporting, content generation, and coaching using tools such as Ashby, Clay, and Claude.
• Determine which activities should be automated and which require human judgment and cross-functional partnership.
• Build, test, and continuously iterate on AI tools and workflows.
• Tie AI usage to measurable outcomes, including time saved, increased output, reduced cost, and pipeline or retention impact.

Team Leadership & Development

• Lead and develop an established team of senior Revenue Operations and Enablement professionals.
• Hire for AI-native thinking and proficiency, and incorporate AI-driven improvements into individual and team goals.
• Build enablement and learning and development programs that increase team capability and AI fluency.

Systems & Tools

• Own the evaluation, implementation, and management of the revenue technology stack, including CRM, marketing automation, customer success platforms, analytics, and AI/automation layers.
• Ensure system integration and automation support clean, synchronized data across teams.
• Manage vendor and partner relationships while delegating day-to-day tool ownership appropriately.

Data, Reporting & Analytics

• Own end-to-end go-to-market reporting, including pipeline forecasting, conversion rates, churn, and upsell/cross-sell performance.
• Establish a single source of truth for revenue data across CRM, marketing automation, and customer success platforms.
• Use AI-assisted analysis to provide faster, actionable recommendations to senior leadership.

Process Optimization

• Design and optimize scalable processes across Sales, Marketing, and Customer Success, including lead handoff, onboarding, and expansion.
• Eliminate unnecessary manual effort through automation.
• Standardize execution of lead-generation, nurture, and retention campaigns.

Forecasting & Revenue Growth

• Own and refine revenue forecasting in partnership with sales leadership.
• Identify pipeline risks and opportunities in real time and recommend data-driven growth strategies.

Cross-Functional Collaboration

• Drive productive, measurable collaboration and decision-making across Sales, Marketing, Customer Experience, and Finance.
• Serve as a strategic advisor to the Chief Revenue Officer on revenue optimization.

Requirements

• 10+ years of experience in revenue operations, sales operations, or go-to-market operations, with experience scaling B2B SaaS organizations through high-growth stages.
• 3+ years leading and developing senior, established Revenue Operations or Enablement talent.
• Experience redesigning workflows around AI/LLM-powered automation, introducing new ways of working, supporting adoption, and delivering team-level impact.
• Hands-on experience with CRM platforms such as Salesforce and HubSpot; sales engagement tools such as Outreach; conversation intelligence platforms such as Gong; and AI-assisted analytics or automation platforms.
• Strong analytical skills and the ability to turn complex data into clear, actionable narratives for executives.
• Excellent cross-functional leadership and communication skills.
• High ownership and accountability, with comfort working in a fast-paced startup environment with aggressive growth targets.

Compensation & Benefits

• Annual salary range of $200,000–$240,000.
• Competitive salaries and stock options.
• In the U.S.: 100% healthcare coverage, 401(k), WiFi and mobile reimbursement, and generous vacation policy.