The RoleThis is the company's first dedicated Revenue Operations leader - a build-from-the-ground-up mandate. Today the function runs through a third-party agency and a separate sales-enablement resource. The company is looking for one owner: a leader who sets strategy and personally gets into the systems and the data.
The center of gravity is data and foresight. The Head of Revenue Operations will deeply understand the revenue data, run genuine analysis, and drive forecasting, capacity planning, and bottleneck detection - seeing around the corner before issues hit the number. The role reports into senior revenue leadership, acts as a thought-partner to the CRO, and engages the CFO credibly on the numbers. An AI-first operating approach is essential, not a nice-to-have.
Scope of Ownership- Sales systems & support - own and administer the GTM tech stack - Salesforce, Gong, HubSpot, and related tools - and drive adoption of AI tooling across the revenue org.
- Deal desk - run the deal desk, managing pricing exceptions and large-deal reviews.
- Deal certification - own deal integrity and commissions; certify deals for accuracy and keep commission calculations clean and trusted.
- Sales rules of engagement - define and enforce the rules of engagement across the revenue team.
- Revenue forecasting - drive forecasting tops-down and bottoms-up; surface capacity constraints and bottlenecks before they hit the number.
- Quota & territory - own quota setting and territory assignment across the sales org.
- Reporting & analytics - deliver reporting across the full funnel - marketing, lead management, new business, growth, and customer success - as the single source of truth for revenue and finance leadership and the board.
- Team & vendor leadership - manage the incumbent RevOps agency as an extended resource, and build and lead a small, high-impact in-house team over time.
- Nice-to-have scope - SDR operations ownership is desired but not required.
The Right Person Brings- Proven RevOps leadership at a B2B SaaS company, ideally through a comparable scaling phase (Series B into growth).
- Player-coach systems depth - able to personally architect and administer the stack, not just direct others.
- Strong analytical and data capability - forecasting, capacity modeling, pipeline analytics; comfortable working directly in the data.
- Executive presence to partner with a CRO and credibly engage a CFO on the numbers.
- A demonstrably AI-first approach - actively uses modern AI tooling in RevOps workflows.
- Hands-on administration of a modern GTM stack - Salesforce, Gong, and HubSpot.
- Direct experience across deal desk, deal certification / commissions, quota and territory design, and rules-of-engagement enforcement.
- A genuine blend of strategic, consulting-style perspective and tactical execution.
- Experience managing external vendors or agencies and building a team from scratch.
Nice-to-Haves- Experience standing up a RevOps function as the first RevOps leader (01).
- HR-tech, HCM, or compliance-adjacent SaaS background.
- Based in the SF Bay Area / West Coast.
- Prior management-consulting or RevOps-advisory experience.
- SDR operations experience.
