Director, Go To Market Operations

Join a leading AI company generating $40M in annual revenue, where innovation and growth are at the core of everything we do. We’re seeking a dynamic Revenue Operations Leader to drive and optimize our revenue processes, ensuring that every touchpoint in the customer journey contributes to our ambitious growth targets.

Role Summary
The Revenue Operations Leader will oversee the entire revenue generation process, acting as a critical bridge across departments, ensuring alignment, efficiency, and data-driven decision-making. This individual will define and implement strategies, leverage advanced technology, and cultivate cross-functional collaboration to streamline and amplify revenue operations. Reporting to CRO, this role is ideal for a strategic thinker with a passion for data-driven growth and a track record of operational excellence.

Responsibilities:

Goal Setting

• Establish clear business objectives, strategies, and key performance indicators (KPIs) to achieve revenue targets.
• Regularly evaluate and adjust goals to adapt to market trends and business priorities.
• Contribute to the design and lead in the operation of the sales compensation programs.  Administer the quota attainment tracking to calculate commissions and variable compensation for the GTM teams.

Cross Department Collaboration

• Collaborate closely with Sales, Marketing, Customer Success, Finance, Product Management, and Technology teams to ensure all functions are aligned and working toward shared revenue goals.
• Act as a facilitator of communication, fostering a unified approach to the customer journey and revenue targets.

Process Optimization

• Analyze data across the customer lifecycle, identifying trends, opportunities, and areas for improvement.
• Streamline and optimize processes to enhance efficiency and effectiveness in revenue generation.

Revenue Stream Management

• Lead forecasting efforts, manage multiple revenue streams, and ensure compliance with all regulatory and contractual obligations.
• Work with Finance to project and monitor revenue, ensuring that expectations align with business objectives.

Technology Implementation

• Provide operational support for the GTM technology stack (e.g., Salesforce, Hubspot, Demandbase) for inbound/outbound marketing, web services, and sales pipelines in support of revenue operations. 
• Ensure that tools and technologies are effectively integrated and utilized by relevant teams.

Reporting and Analytics

• Develop and maintain reports, dashboards, and analytics to provide real-time visibility into revenue, performance metrics, and trends.
• Present data-driven insights to senior leadership, recommending adjustments to improve revenue outcomes.

Strategic Alignment

• Partner with Finance and senior leadership to align revenue projections and strategies with overall business objectives.
• Support long-term planning and budgeting efforts by contributing revenue projections and insights.
• Support Senior Leadership in Board presentations and industry briefs. 

Thought Leadership

• Be visible in the company as a thought leader in revenue operations and sales, sharing insights through internal presentations and town halls.
• Stay informed on industry trends and best practices to continuously enhance our revenue strategy and processes.

Requirements

• Proven experience in Revenue Operations, Sales Operations, or a similar role, ideally within a high-growth technology or AI company.
• Strong analytical skills and a data-driven approach to decision-making.
• Familiarity with CRM, LMS, sales enablement, and other revenue-optimizing technologies.
• Demonstrated ability to lead cross-functional teams and foster collaboration across departments.
• Excellent communication and presentation skills, with experience in public speaking or industry thought leadership.
• Strategic mindset with a hands-on approach to execution and optimization.
• Willingness to role up their sleeves and get the job done.
  
  

Benefits

• Competitive salary and performance-based incentives
• Comprehensive benefits package, including health, dental, and retirement plans
• Opportunity to work with a forward-thinking, innovative AI team poised for significant growth
• Medical, dental, and vision care
• 401(k) retirement savings plan