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Ambient.aiAmbient.aiRedwood City, CA

VP, Revenue Operations

Lead Revenue Operations for a fast-growing physical security AI startup. Own forecasting, GTM planning, systems, and cross-functional execution to scale from 1 to 10. Report directly to the CEO.

195k – 240k/yr
Hybrid10+ YOERevenue Operations

About the role

What you'll do

Forecasting & Planning

  • Own pipeline, bookings, and ARR forecasting
  • Lead annual and quarterly GTM planning (quotas, territories, capacity)
  • Run QBRs and partner with Finance and Sales leadership on comp design
  • Ensure top-down and bottom-up forecasts align across Marketing, Sales, and CS
  • Present forecast and GTM performance to the executive team and board

Team Leadership

  • Build and lead the Revenue Operations function
  • Define structure, hiring roadmap, and operating model
  • Hire and develop the team as the company scales

Process & Funnel Optimization

  • Design and refine end-to-end lead-to-cash and customer lifecycle processes
  • Improve funnel conversion and eliminate operational friction across the GTM motion

Systems & Data Management

  • Own CRM architecture (HubSpot, Salesforce)
  • Manage the GTM tech stack, data governance, and automation strategy
  • Deliver dashboards and self-serve analytics as the single source of truth

Cross-Functional Alignment

  • Translate company strategy into executable GTM plans
  • Partner with Sales, Marketing, CS, Product, and Finance leadership to align goals, investments, and execution

Insights & Strategy

  • Deliver actionable analysis on pipeline health, marketing-to-sales conversion, rep performance, churn/expansion patterns, and GTM efficiency
  • Identify and drive strategic initiatives that move the revenue engine forward

What you'll bring

  • 10–15 years of Revenue Operations, Sales Operations, or GTM strategy experience in B2B SaaS, including supporting high-growth enterprise sales motions
  • Experience scaling GTM operations through hypergrowth at an enterprise B2B SaaS startup
  • Experience building and leading a Revenue Operations (or equivalent GTM operations) function, including hiring and developing a team
  • Proven ability to design scalable processes and lead complex cross-functional initiatives at the executive level
  • Strong analytical and modeling skills; deep fluency in funnel metrics and SaaS KPIs
  • Exceptional communication, stakeholder management, and executive- and board-level storytelling
  • Sets a high bar and consistently delivers excellence; a relentless builder with a strong bias toward action

Skills

Revenue OperationsSales OperationsGo-to-Market StrategyPipeline ForecastingArr ForecastingHubSpotSalesforceCrm ArchitectureData GovernanceSaas Kpis

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