Head of Revenue Operations (AI)

Location: San Francisco, California, United States; onsite

Annual salary: $300,000–$350,000 USD, depending on background, skills, and experience.

Company

Thinking Machines Lab builds frontier AI models, tools that let people customize models, and interfaces for human-AI communication.

What you will do

• Own the go-to-market systems strategy, roadmap, CRM, data governance, lead and account routing, and tool integrations.
• Build deal desk infrastructure for quoting, approvals, and non-standard commercial terms.
• Drive forecasting, go-to-market planning, segmentation, territories, capacity, quotas, and operating cadence with GTM and Finance leadership.
• Design sales compensation plans and implement the commissions tool.
• Build funnel, win-rate, expansion, churn, and self-serve customer analytics.
• Design quote-to-cash, customer data, billing, and revenue-stack automation while building and leading the revenue operations team.

Requirements

• 12+ years of experience in revenue operations, sales operations, or go-to-market systems roles at high-growth SaaS, API, or infrastructure companies, including leading the revenue operations function.
• Deep hands-on CRM administration experience covering pipeline management, forecasting, and reporting.
• Experience supporting usage-based pricing with prepaid commitments, credits, and overages, as well as subscription or hybrid models.
• Experience designing sales compensation plans and implementing a commissions tool.
• Demonstrated experience personally building go-to-market processes and systems from scratch, leading full implementations from vendor selection and requirements through testing and rollout.
• Strong SQL and data skills with the ability to build reporting and analysis independently.
• Ability to operate independently, prioritize competing demands, and deliver hands-on work before building a team.
• Active use of AI tools and enthusiasm for applying AI to go-to-market operations.
• Exceptional written and verbal communication skills for credible partnership with go-to-market leaders and executives.

Nice to have

• Experience with HubSpot, Ironclad, Metronome, Stripe, Anrok, ERPs, or Hex.
• Experience supporting both product-led and sales-led motions, including usage-based expansion.
• Experience at a frontier AI lab, developer platform, or enterprise SaaS organization with complex, multi-product revenue models.
• Familiarity with how deal structure affects revenue recognition.

Culture & Benefits

• Full-time onsite role based in San Francisco.
• Generous health, dental, and vision benefits.
• Unlimited PTO and paid parental leave.
• Relocation support as needed.
• Visa sponsorship is available, subject to fit and successful processing.