Role OverviewAthena is looking for a Revenue Operations & AI Systems Lead to run Revenue Operations for our Sales organization, reporting directly to the VP, Sales. This is a player-coach role. You'll lead a team of RevOps and Sales Ops specialists while designing and building the revenue stack hands-on: CRM, billing and payments integrations, lead routing, enrichment, referral, and checkout automation.
You'll also own how we put AI to work across the way we sell, onboard, bill, and expand. Athena's clients buy a secure, AI-augmented human-in-the-loop model, and our go-to-market should run the same way. This is a build-and-lead seat at nine-figure ARR, for someone who wants the sales team using what they ship the same week they ship it.
Duties & ResponsibilitiesTeam Leadership- Lead and coach a team of RevOps and Sales Ops specialists, each running a core part of the operation today.
- Set a weekly operating cadence with clear ownership, priorities, and a growth path for each person.
- Run the RevOps intake and support queue to SLA so reps get fast, consistent answers.
Revenue Systems- Own the revenue stack end to end, including the CRM platform and data model (HubSpot), billing and payments integration, lead routing and scoring, enrichment, referral automation, and the checkout experience.
- Serve as the technical decision-maker and escalation point for systems issues across the Sales org.
- Keep data clean and reporting accurate so forecasts and pipeline reviews can be trusted.
- Write documentation the team can actually use.
AI & Automation- Build the AI layer of the revenue motion, including lead-fit screening, agentic workflows in the sales process, automated data integrity, and AI-assisted operations.
- Take ownership of a scoped backlog of AI initiatives and decide what to keep, cut, or re-scope.
- Validate assumptions before you build, and tie what you ship to a revenue metric.
Cross-Functional CollaborationRevOps is the connection point between Sales and the rest of Athena. On behalf of our reps and sales leadership, you'll work most closely with:
- Finance on billing, payments, forecasting, and month-end.
- Legal and InfoSec on contract terms, security reviews, and keeping deals moving through approval.
- Tech on integrations and any systems request that needs engineering support.
- Growth and Marketing on lead flow, routing, attribution, and campaign tracking.
- Operations and Client Experience on the handoff from closed deal to onboarding.
- The VP, Sales on tooling strategy, vendor relationships and renewals, and build-vs-buy decisions.
Key StakeholdersVP, Sales, Director of Enterprise Sales, Account Executives, Finance, Legal, InfoSec, Tech, Growth, Operations
Skills- Deep hands-on CRM administration and architecture. HubSpot strongly preferred.
- Real integration work across billing and payments, routing, enrichment, webhooks, and APIs.
- Hands-on experience building with LLMs, agents, and workflow automation, with revenue outcomes you can point to.
- Ability to explain technical decisions clearly to non-technical stakeholders.
- Strong written communication and documentation habits.
- Ability to manage priorities across several teams at once.
- Time in a quota-carrying seat, or close work alongside AEs, is a strong plus.
Competencies- Builder: Track record of shipping systems and automation that people use every day.
- Commercial Thinker: You start with the revenue problem, then choose the tool.
- Ownership: You flag risk early, come with an ask, and don't leave surprises.
- People Leader: You coach, delegate, and grow the people around you, whether through a formal title or earned trust.
- Continuous Learner: You stay current on AI tooling and bring back what works.
Relevant Experience Required- 5+ years across Revenue Operations, sales or marketing systems, or growth operations. We care more about what you've shipped than how many years it took.
- People leadership, formal or earned. First-time managers with a strong build record are encouraged to apply.
- Experience owning a CRM and its integrations in a high-velocity B2B sales environment.
Direct Reports and Span of ControlThis role reports to the VP, Sales and leads a team of Revenue Operations and Sales Ops specialists.
