Central Revenue Operations Lead

Baseten•San Francisco, CA

About The Position

Baseten powers mission-critical inference for the world's most dynamic AI companies, like Cursor, Notion, OpenEvidence, Abridge, Clay, Gamma and Writer. By uniting applied AI research, flexible infrastructure, and seamless developer tooling, we enable companies operating at the frontier of AI to bring cutting-edge models into production. We're growing quickly and recently raised our $300M Series E, backed by investors including BOND, IVP, Spark Capital, Greylock, and Conviction. Join us and help build the platform engineers turn to to ship AI products. About the Role The go-to-market playbook that worked for the last decade is being rewritten. AI is fundamentally changing how companies generate pipeline, close revenue, and retain customers. Most organizations are bolting AI onto legacy processes. We want to design the GTM engine from the ground up in line with Baseten’ scaling needs—and we need someone to lead that transformation. We're looking for a Revenue Operations Lead to build and own the operational foundation of our GTM engine. You'll be responsible for building, managing, governing, and iterating on the GTM system that drives pre and post-sales execution. This role requires balancing a working knowledge of how sales motions, processes, and technologies have functioned historically with a fresh perspective that fundamentally rethinks the entire system. You'll think like an agile product manager—experimenting with new capabilities, determining what scales, and then streamlining as you validate value back to your customers (the revenue organization). Success means running a well oiled revenue operation while also building for the future, standing in front of the world in 3 years and explaining how we built the best AI-native revenue engine in the industry. Our hypothesis is that companies that figure out AI-first GTM will have a structural advantage for the next decade. If you’ve been waiting for a chance to design the future way that revenue operations will work in a best-in-class and scalable way, then this is your opportunity

Requirements

Deep RevOps / GTM Ops foundation - 5+ years of Revenue Operations or Sales Operations experience at a B2B SaaS and/or AI-native company with deep understanding of foundational GTM tools (SFDC, Slack, hubspot, Outreach or equivalent, Gong, etc.)
AI fluency - You don't need to train models, but you understand what's possible.You've experimented with LLMs, automation tools, and AI agents. You can evaluate vendors and architect solutions.
Systems thinking - You see the GTM function as an interconnected system, not siloed departments. You can design for second-order effects.
Builder mentality - You're energized by ambiguity and greenfield problems. You'd rather create something new than optimize something old but also have a clear sense of where building is unscalable (someone else can do it for cheaper / better). You leverage hypothesis-driven experimentation, rapid iteration, and customer-centric value validation
Executive presence - You can translate technical concepts for the board and operational details for engineers. You'll need to influence without authority across sales, marketing, post sales, and product leadership.
Intellectual curiosity - You're the person who's already been thinking about this. You have opinions on where GTM is headed and you're eager to test them.
Proven track record managing teams

Nice To Haves

Prior experience in AI infrastructure, developer tools, or infrastructure-as-a-service companies with consumption models

Responsibilities

Document, standardize, govern and continuously improve core GTM processes across the full customer lifecycle (TOFU, sales process, lead routing, account assignment, account management, post-sales customer journey)
Design systems where we can define and scale AI<>human workflows / agents in the right places at the right time
Implement sales methodologies within operations, leveraging AI-powered workflows where possible, to guide / streamline sales and post sales execution
Create scalable processes that supports the growth trajectory of Baseten
Break down silos between marketing, sales, and CS data to create a unified data foundation—a single source of truth that powers decision-making across the funnel
Establish and enforce data governance standards ensuring clean, reliable data across all GTM systems to drive both AI and human actions in unison across teams
Democratize analytics and insights to empower everyone in the revenue organization to understand the current state, strengths, and opportunities across the customer journey
Build automated intelligence loops—feedback systems that continuously learn from wins and losses, automatically adjusting targeting, messaging, and resource allocation
Design and maintain data models that support AI-driven forecasting, pipeline analysis, and performance tracking
Build and own an always up-to-date comprehensive data strategy (enrichment) of Baseten’s ICP / TAM / contact database
Lead with a strong POV and hypothesis on where to build vs. buy, testing and iterating as you go
Design, implement, and optimize our core GTM technology stack for the future
Administer Baseten’s current tech stack, ensuring it works properly, the team knows how to leverage it, and that we are getting the highest ROI out of our investments
Build sophisticated automation and AI-powered workflows that eliminate manual work and improve rep productivity
Develop and run a strong “agile” product development process to accelerate how we build and iterate on our entire GTM technology stack
Document frameworks, publish learnings, and build the intellectual property that defines the next era of GTM
Enable and evangelize all existing and new processes to ensure that customer facing roles are experts in how to run our processes and get the most out of our “revenue system”
Serve as internal expert on AI-native revenue operations, evangelizing best practices across the organization
Contribute to industry discourse on the future of revenue operations
Manage and build a team of world class RevOps specialists

Benefits

Competitive compensation, including meaningful equity.
100% coverage of medical, dental, and vision insurance for employee and dependents
Generous PTO policy including company wide Winter Break (our offices are closed from Christmas Eve to New Year's Day!)
Paid parental leave
Company-facilitated 401(k)
Exposure to a variety of ML startups, offering unparalleled learning and networking opportunities.

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