Director of Revenue Operations

Resolve AI•San Francisco, CA

1d•Onsite

About The Position

Resolve AI is seeking a highly analytical, technically curious, and hands-on Director of Revenue Operations to design and scale the company's go-to-market engine. This role involves partnering closely with Sales, Marketing, Customer Success, and Finance to translate growth strategies into an operating model. The Director will own the systems, data, processes, incentives, and insights that drive better decision-making and efficient growth. This position is not solely focused on tool administration and reporting; it requires an understanding of how AI is transforming go-to-market functions and a desire to build an AI-native revenue organization. The ideal candidate will be comfortable experimenting with new sales technologies, developing agents and automated workflows, and applying GTM engineering principles to minimize manual work and enhance execution. Experience in scaling a high-growth AI or enterprise software company, particularly within the $10M to $250M ARR range, is highly valued.

Requirements

8+ years of experience in Revenue Operations, Sales Operations, GTM Strategy, Business Operations, or a related field.
Recent experience at a high-growth AI, cybersecurity, infrastructure, developer tools, or enterprise software company.
Experience supporting a rapidly scaling B2B enterprise sales organization.
Demonstrated ownership of forecasting, annual planning, capacity modeling, territory design, quotas, compensation plans, and deal-desk operations.
Strong financial and analytical judgment, including advanced modeling and scenario-planning skills.
Deep familiarity with modern CRM, forecasting, data, enrichment, conversation-intelligence, automation, and sales-engagement platforms.
Practical experience building AI agents, automated workflows, or technically sophisticated GTM systems.
Ability to work with APIs, data models, workflow tools, and lightweight code or scripting. You do not need to be a software engineer, but you should enjoy building.
Strong understanding of enterprise sales processes, pricing, contracting, pipeline management, and customer expansion.
Excellent communication skills and the ability to influence senior leaders using clear analysis and sound judgment.
A record of operating effectively in fast-changing environments with incomplete information.
Exceptional curiosity and a habit of continuously learning as models, tools, and GTM practices evolve.
Willingness to be based in San Francisco and collaborate regularly with the team in person.

Nice To Haves

Have helped an AI-native company move from an early, founder-led sales motion to a repeatable and scalable GTM model.
Are equally comfortable presenting an operating plan to executives and personally debugging a broken workflow.
Have strong opinions about the emerging AI sales stack, but readily update those opinions when the evidence changes.
See RevOps as a product and engineering discipline; not merely an administrative function.
Understand that automation without strong data, controls, and adoption rarely creates lasting value.
Naturally move between strategy, systems, analytics, and execution.
Are energized by creating something new rather than inheriting a finished operating model.

Responsibilities

Partner with CRO and GTM leadership on annual and quarterly revenue planning.
Build capacity, productivity, pipeline, headcount, and bookings models.
Run the operating cadence for forecasting, pipeline reviews, business reviews, and performance management.
Cascade company goals into measurable pipeline and ARR targets for Sales, Marketing, Partnerships, and Customer Success.
Develop executive and board-level reporting for key health KPIs and translate them into actionable insights.
Own forecasting accuracy, systems, and operating process.
Improve forecast accuracy and create clear visibility into pipeline quality, conversion, velocity, retention, and expansion KPIs.
Define the metrics and data models used to evaluate the entire customer journey.
Surface leading indicators and recommend actions; not simply report historical results.
Use AI and automation to detect risk, identify opportunities, and improve decision-making.
Design territories, account segmentation, coverage models, quotas, and rules of engagement.
Lead recurring territory and account-planning processes.
Build scalable processes for account ownership, routing, reassignment, and exception management.
Lead the design, modeling, implementation, and administration of sales compensation plans.
Ensure compensation plans are understandable, motivating, financially responsible, and aligned with company priorities.
Partner with Finance and People teams to ensure accurate and timely commission payments.
Build and lead a responsive, scalable deal-desk function.
Partner with Sales, Finance, Legal, Security, and Product on pricing, packaging, approvals, contracting, and non-standard deal structures.
Establish approval policies and commercial guardrails that support speed without sacrificing discipline.
Analyze discounting, deal quality, sales-cycle friction, and unit economics.
Help evolve pricing and packaging based on customer behavior and market feedback.
Own the architecture and roadmap for the revenue technology stack.
Ensure CRM and adjacent systems are accurate, connected, usable, and trusted.
Create strong data governance, lifecycle definitions, attribution rules, and operational controls.
Simplify workflows so sellers can spend more time with customers and less time managing tools.
Evaluate new technologies based on measurable business outcomes rather than novelty.
Build agents and automated workflows for activities such as account research, lead and account routing, data enrichment, pipeline inspection, forecasting, meeting preparation, follow-up, and CRM hygiene.
Apply GTM engineering principles to turn repetitive revenue work into reliable, scalable systems.
Connect structured and unstructured signals across calls, emails, product usage, CRM data, support interactions, and external sources.
Establish appropriate testing, monitoring, permissions, auditability, and human review for agent-driven workflows.
Continuously experiment with emerging AI sales tools and determine where they can create real leverage.
Teach the broader GTM organization how to work effectively with AI and automation.
Serve as a trusted strategic partner to the CRO and Revenue leadership.
Build and develop the Revenue Operations team as the organization scales.
Create strong operational alignment across Sales, Marketing, Customer Success, Finance, Product, and People.
Balance long-term systems thinking with a willingness to personally build models, analyze data, configure workflows, and solve urgent operational problems.