Director of Revenue Operations
On-siteSan Francisco, California, United States
Job Summary
Design and scale Resolve AI's go-to-market engine by partnering with Sales, Marketing, Customer Success, and Finance to turn growth strategy into an operating model. Own revenue planning, forecasting accuracy, and pipeline quality while building capacity, productivity, and headcount models. Lead territory design, account segmentation, and quota setting, then cascade company goals into measurable targets for all revenue teams. Build and lead a scalable deal desk, managing pricing, packaging, approvals, and commercial guardrails alongside Finance, Legal, and Product. Engineer AI-native workflows for account research, lead routing, data enrichment, and forecasting to eliminate manual work. Establish the revenue technology stack, ensuring CRM accuracy, strong data governance, and trusted attribution rules. Serve as a strategic partner to CRO and Revenue leadership, developing the team and creating operational alignment across the organization.
Required Qualifications
- 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
- Experience 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, including advanced modeling and scenario-planning skills
- Deep familiarity with modern CRM, forecasting, data, enrichment, conversation-intelligence, automation, and sales-engagement platforms
- Practical experience building AI agents, automated workflows, or technically sophisticated GTM systems
- Ability to work with APIs, data models, workflow tools, and lightweight code or scripting
- Strong understanding of enterprise sales processes, pricing, contracting, pipeline management, and customer expansion
- Excellent communication skills and the ability to influence senior leaders using clear analysis and sound judgment
- A record of operating effectively in fast-changing environments with incomplete information
- Exceptional curiosity and a habit of continuously learning as models, tools, and GTM practices evolve
- Willingness to be based in San Francisco and collaborate regularly with the team in person
Desired Qualifications
- Have helped an AI-native company move from an early, founder-led sales motion to a repeatable and scalable GTM model
- Are equally comfortable presenting an operating plan to executives and personally debugging a broken workflow
- Have strong opinions about the emerging AI sales stack, but readily update those opinions when the evidence changes
- See RevOps as a product and engineering discipline; not merely an administrative function
- Understand that automation without strong data, controls, and adoption rarely creates lasting value
- Naturally move between strategy, systems, analytics, and execution
- Are energized by creating something new rather than inheriting a finished operating model
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