Head of Revenue Systems & Technology
Architect and own Exa's end-to-end revenue technology stack (Salesforce, MOPS, SEP, CSP, CPQ, forecasting) with an AI-native approach. Requires 10+ years building and scaling revenue systems at high-growth B2B companies.
Responsibilities
- Architect and ship Exa's end-to-end revenue tech stack: CRM (Salesforce), sales engagement, customer success, CPQ/billing, forecasting, conversational intelligence — unified by one extensible data layer.
- Integrate the marketing ops (MOPS) stack into the revenue layer for pipeline tracking and intent scoring.
- Own the CRM end-to-end: object model, automation, approval workflows, pipeline configuration, forecasting methodology, data hygiene.
- Deploy AI agents across the customer journey: lead routing, deal scoring, next-best-action, real-time pipeline risk detection, renewal and expansion signals.
- Build the infrastructure that lets those agents run reliably at scale: structured data pipelines, event-driven triggers, API orchestration, feedback loops.
- Own build-vs-buy decisions; default to open, composable platforms; add a middleware layer so new tools plug in cleanly.
- Keep a canonical data model across every GTM system so analytics, reporting, and agents all run off one source of truth.
- Stand up forecasting and pipeline analytics: stage velocity, conversion, segment health, and the leading indicators that feed weekly business reviews and board reporting.
- Build the dashboards that give Revenue Leadership real-time visibility into pipeline, forecast trajectory, and customer health.
- Collaborate in building out the Revenue Systems team over time.
Requirements
- 10+ years architecting revenue systems end-to-end (sales ops, rev ops, or GTM systems) at high-growth B2B companies, with 5+ years owning the stack yourself.
- Deep Salesforce experience: built instances from scratch and scaled them through hypergrowth.
- Hands-on integration experience with the full GTM stack: CRM, MOPS (Marketo/HubSpot), SEP (Outreach/Salesloft), CSP (Gainsight), CPQ, forecasting (Clari/BoostUp), conversational intelligence (Gong/Chorus).
- Experience building for extensibility, data integrity, and composability; strong opinions on canonical data models and build-vs-buy decisions.
- Experience designing and deploying AI-powered, agentic workflows inside GTM systems — architecting custom agent-driven processes.
- Comfortable operating as both architect and builder in a high-velocity startup where priorities shift regularly.
Nice-to-Haves
- Experience building GTM systems for companies selling developer tools, APIs, or data infrastructure to engineering-led buyers.
- Experience supporting both product-led growth (self-serve API adoption, usage-based pricing) and enterprise sales within a single architecture.
- Knowledge of consumption- or usage-based billing and the complexity it introduces across CRM, CPQ, and revenue recognition.
- Experience building and scaling revenue systems infrastructure through an IPO or major liquidity event.
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