Head of Revenue Operations

Your Responsibilities

Strategic Planning & Alignment

Partner with Sales, Marketing, and CX leadership to build one cohesive revenue operations and enablement strategy.

Own enablement programming — training, content, accountability — that drives consistent rep performance.

Drive alignment on goals, KPIs, and metrics across all GTM teams.

AI-First Operations & Enablement

Default to AI-assisted workflows before manual ones across forecasting, reporting, content generation, and coaching — using tools like Ashby, Clay, and Claude — rather than applying AI to existing process as an afterthought.

Identify what should be fully automated versus what stays human-only, and shift your team's time toward the latter: strategy, judgment, cross-functional partnership.

Build, test, and iterate on new AI tools and workflows continuously; share what works with the broader RevOps org rather than treating adoption as a one-time rollout.

Tie AI usage to measurable outcomes — time saved, output increased, cost reduced, pipeline or retention impact — not adoption for its own sake.

Team Leadership & Development

Lead and develop an established team of senior RevOps and Enablement professionals, raising the bar on an already-capable function rather than building one from scratch.

As a people leader, you're directly accountable for driving AI adoption within your team — this includes hiring for AI-native thinking and proficiency, and building goals that incorporate AI-driven improvements into individual and team performance.

Build enablement and L&D programs that raise team capability, including growing your team's own AI fluency over time.

Systems & Tools

Own evaluation, implementation, and management of the revenue tech stack (CRM, marketing automation, CS platforms, analytics, AI/automation layers).

Ensure system integration and automation for clean, synchronized data across teams.

Manage vendor and partner relationships, delegating day-to-day tool ownership to your team as appropriate.

Data, Reporting & Analytics

Own end-to-end GTM reporting: pipeline forecasting, conversion rates, churn, upsell/cross-sell performance.

Establish a single source of truth for revenue data across CRM, marketing automation, and CS platforms.

Use AI-assisted analysis to turn performance data into faster, sharper recommendations for senior leadership.

Process Optimization

Design and optimize scalable processes across Sales, Marketing, and CS — lead handoff, onboarding, expansion.

Eliminate unnecessary steps and manual effort by default; automate rather than merely streamline.

Standardize execution of revenue-driving campaigns: lead gen, nurture, retention.

Forecasting & Revenue Growth

Own and refine revenue forecasting in partnership with sales leadership.

Flag pipeline risks and opportunities in real time; recommend growth strategies grounded in data.

Cross-Functional Collaboration

Drive productive, measurable collaboration and decisioning across Sales, Marketing, CX, and Finance.

Serve as strategic advisor to the Chief Revenue Officer on revenue optimization.

Your Qualifications

10+ years in revenue operations, sales operations, or GTM operations, with a track record of scaling B2B SaaS organizations through high-growth stages.

3+ years leading and developing senior, established RevOps/Enablement talent — not building a team from zero, but raising the bar on an experienced one.

Proven track record redesigning workflows around AI/LLM-powered automation — evaluated at an Advanced (Driver) level or above: you've introduced new ways of working, helped others adopt AI, and delivered team-level impact from it.

Hands-on experience with core revenue tech stack: CRM (Salesforce, HubSpot), sales engagement (Outreach), conversation intelligence (Gong), and fluency in AI-assisted analytics/automation platforms.

Strong analytical skills — able to turn complex data into a clear, actionable narrative for executive audiences.

Excellent cross-functional leadership and communication skills.

High ownership, high accountability, comfortable in a fast-paced startup environment with aggressive growth targets.

Skills Required
10+ years in revenue operations, sales operations, or GTM operations at high-growth B2B SaaS
3+ years leading and developing senior RevOps/Enablement talent
Proven track record redesigning workflows around AI/LLM-powered automation (Advanced/Driver level)
Hands-on experience with CRM platforms (Salesforce, HubSpot)
Experience with sales engagement tools (Outreach) and conversation intelligence (Gong)
Fluency with AI-assisted analytics and automation platforms
Strong analytical skills, able to translate complex data into executive recommendations
Excellent cross-functional leadership and communication skills
Experience owning evaluation, implementation, and management of revenue tech stack and vendor relationships
Comfortable in a fast-paced startup environment with high ownership and accountability
Willingness to handle sensitive personal data (HIPAA compliance awareness)