Director of Revenue Operations (AI)

Location: San Francisco, United States; on-site with regular in-person collaboration

Company

An AI software company building autonomous agents that help engineers operate, investigate, and debug complex production systems.

What you will do

• Partner with the CRO and GTM leadership on revenue planning, capacity models, pipeline targets, forecasting, and operating reviews.
• Own revenue metrics, data models, executive reporting, forecasting accuracy, and visibility into pipeline quality, conversion, velocity, retention, and expansion.
• Design territories, account segmentation, coverage models, quotas, rules of engagement, and sales compensation plans.
• Build and lead a scalable deal-desk function covering pricing, packaging, approvals, contracting, and non-standard deal structures.
• Own the revenue technology stack, including CRM architecture, data governance, lifecycle definitions, attribution, and operational controls.
• Build AI agents and automated workflows for account research, routing, enrichment, pipeline inspection, forecasting, meeting preparation, follow-up, and CRM hygiene.

Requirements

• Willingness to be based in San Francisco and work on-site with the team regularly.
• 8+ years of experience in Revenue Operations, Sales Operations, GTM Strategy, Business Operations, or a related field.
• Recent experience at a high-growth AI, cybersecurity, infrastructure, developer tools, or enterprise software company supporting a rapidly scaling B2B enterprise sales organization.
• Demonstrated ownership of forecasting, annual planning, capacity modeling, territory design, quotas, compensation plans, and deal-desk operations.
• Strong financial and analytical judgment, advanced modeling and scenario-planning skills, and familiarity with CRM, forecasting, data, enrichment, conversation-intelligence, automation, and sales-engagement platforms.
• Practical experience building AI agents, automated workflows, or technically sophisticated GTM systems, including work with APIs, data models, workflow tools, or lightweight scripting.

Nice to have

• Experience helping an AI-native company move from founder-led sales to a repeatable, scalable GTM model.
• Strong knowledge of the emerging AI sales stack and GTM engineering principles.
• Experience building operational models in fast-changing environments with incomplete information.

Culture & Benefits

• Opportunity to build an AI-native revenue organization and create a new operating model.
• Cross-functional partnership across Sales, Marketing, Customer Success, Finance, Product, People, and company leadership.
• Environment that values experimentation, continuous learning, systems thinking, and hands-on execution.
• Equal opportunity employment environment.