Director, Revenue Strategy & Operations (AI)

Location: Seattle, WA, United States; hybrid with 3 days in-office at the Seattle HQ and 2 days remote

Compensation: $200,000–$240,000 OTE annually, plus significant equity opportunities.

Company

AI-powered experiential learning platform using AI roleplays to personalize real-life practice and help organizations improve communication and learning outcomes.

What you will do

• Lead Revenue Strategy, Planning & Operations and run the weekly through annual GTM rhythm, including monthly and quarterly business reviews.
• Partner with the CRO on revenue organization structure, segmentation, quota distribution, channel strategy, and investment priorities.
• Frame complex revenue decisions, support them with data, drive alignment, and ensure decisions are implemented.
• Build the customer master data foundation and design fair, rampable territories and coverage models.
• Model quota and compensation scenarios and establish a forecast cadence with independent ownership by sales leaders.
• Oversee Revenue Systems and hire and lead a Revenue Analytics & Insights Lead while partnering with Finance, FP&A, Deal Desk, Partnerships, Marketing, sales leadership, and founders.

Requirements

• 8–12 years of experience in revenue operations, GTM strategy and operations, or sales/business operations, including senior or leadership responsibilities.
• Hands-on experience with quota and compensation modeling, territory design, and forecast operations.
• Cross-functional leadership experience across GTM, Finance, and executive stakeholders, including managing third-party resources.
• Fluency with a modern GTM stack such as HubSpot or Salesforce and analytics tools.
• Demonstrated ability to turn analysis into operational change and direct systems and analytics work.
• Experience in B2B SaaS or B2B AI and a bachelor’s degree or equivalent experience.

Nice to have

• Experience scaling a revenue organization from approximately $20M to $70M+ ARR.

Culture & Benefits

• Opportunity to build the first dedicated operations function at a fast-growing, venture-backed startup.
• Direct collaboration with the CRO and founding team on revenue organization scaling.
• Inclusive, highly motivated, and collaborative team culture.
• Lunch provided on in-office days.
• Competitive compensation with significant equity opportunities.