The Revenue Operations team builds and manages the operational systems that connect Sales, Marketing, and Customer Success into a unified revenue engine. The team focuses on forecasting, reporting, systems architecture, compensation planning, and operational scalability across both PLG and enterprise sales motions. This role will lead the Revenue Operations function while overseeing Deal Desk and Enablement as those functions scale.
The Director of Revenue Operations will own the systems, data infrastructure, forecasting processes, and operational workflows that power Runpod's revenue organization. This role requires both strategic leadership and hands on operational execution. The ideal candidate will build scalable revenue infrastructure while balancing operational rigor with the speed and flexibility required in a high growth environment.
You will define the operational foundation that supports Runpod's enterprise revenue growth. Your work will directly influence forecasting accuracy, GTM scalability, executive decision making, and operational efficiency across Sales, Marketing, and Customer Success. You will partner closely with executive leadership and help shape how Runpod scales from $120M ARR into its next phase of growth.
Responsibilities:Revenue Systems and Data Infrastructure
- Own CRM architecture, data governance, and GTM systems across Sales, Marketing, and Customer Success
- Build scalable analytics frameworks covering lead generation, pipeline conversion, retention, and expansion
- Maintain revenue reporting models supporting ARR, MRR, NRR, CAC, LTV, and forecasting metrics
- Evaluate and implement revenue technology systems including CRM, CPQ, BI, and forecasting tools
Forecasting and Pipeline Management
- Design and manage revenue forecasting processes across enterprise and PLG motions
- Lead weekly pipeline reviews and establish CRM hygiene standards
- Build dashboards and reporting infrastructure for executive and board level visibility
Compensation, Quota, and Territory Design
- Partner with Finance and executive leadership on compensation planning and territory design
- Build scenario planning models for quota capacity and headcount forecasting
- Ensure compensation plans and payouts are accurate and transparent
Deal Desk and Enablement Leadership
- Provide strategic oversight for Deal Desk and Enablement functions
- Partner on CPQ implementation, onboarding infrastructure, and GTM playbook development
Cross Functional Alignment
- Serve as the operational bridge between Sales, Marketing, Finance, Legal, and Customer Success
- Partner with Finance on revenue recognition and ARR reporting standards
- Partner with Legal on contract workflows and governance
AI Powered Operations
- Implement AI tools and workflow automation across Revenue Operations
- Evaluate AI assisted forecasting, pipeline scoring, and automation platforms
- Build scalable operational systems that improve efficiency without requiring proportional headcount growth
Requirements:- 8 to 12 years of experience in Revenue Operations, Sales Operations, or GTM strategy roles
- At least 3 years in a senior or director level leadership role
- Experience building Revenue Operations infrastructure in high growth SaaS, PaaS, or infrastructure companies
- Deep CRM expertise with Salesforce preferred
- Strong understanding of forecasting, revenue metrics, and GTM analytics
- Experience supporting both PLG and enterprise sales motions
- Experience designing compensation plans, quota frameworks, and territory models
- Strong cross functional leadership and communication skills
- Experience implementing operational structure in fast growing environments
- Active use of AI tools for operational efficiency and forecasting workflows
- Successful completion of a background check
Preferred:- Experience in cloud infrastructure, AI infrastructure, developer tools, or ML platforms
- Experience with usage based pricing and consumption models
- Experience implementing CRM, CPQ, or forecasting platforms
- Experience supporting technical GTM organizations selling to enterprise buyers
- Experience in high growth startup or scaleup environments
What You'll Receive:- The competitive base pay for this position ranges from $180,000 - $250,000. This salary range may be inclusive of several career levels at Runpod and will be narrowed during the interview process based on a number of factors, including the candidate's experience, qualifications, and location
- Meaningful equity in a fast-growing company- everyone on the team receives stock options - your impact drives our growth, and you share in the upside.
- Generous medical, dental & vision plans
- Flexible PTO- take the time you need to recharge
- Most roles are remote work first with an inclusive, collaborative teams utilizing slack as the main form of internal communication
- Join a passionate team on the cutting edge of AI infrastructure - where culture, learning, and ownership are at the heart of how we scale.
- $1,200 Home Office & Equipment Stipend-We set you up for success from day one with gear and support to create your ideal workspace
