# Head of Revenue Operations

**Company:** [Kustomer](https://hotfix.jobs/companies/kustomer)
**Location:** New York, NY
**Role:** Revenue Operations
**Salary:** $200k – $240k/yr
**Experience:** 10+ years
**Skills:** Revenue Operations, Sales Operations, gtm operations, B2B SaaS, AI Automation, LLMs, Salesforce, HubSpot, Outreach, Gong, Revenue Forecasting, CRM, Marketing Automation, Data Analytics, enablement
**Posted:** 2026-08-10

> Leads an established Revenue Operations and Enablement organization, improving forecasting, systems, analytics, AI-assisted workflows, and cross-functional GTM execution. The role requires 10+ years in revenue or GTM operations and experience leading senior talent in high-growth B2B SaaS environments.

## Job Description

## 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.

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