Director of Revenue Operations

Smartcat•Boston, MA

2d•Remote

About The Position

Smartcat is hiring a Director of Revenue Operations to help build, run, and improve the systems and processes that support its go-to-market organization across pre-sale and post-sale motions. The role uses AI as a core part of the work to accelerate analysis, automate workflows, and improve decision-making throughout the customer lifecycle. The position reports to the Head of Revenue Operations and offers broad exposure across Sales and Customer Operations, with scope that can evolve based on business needs and the employee’s strengths. The role partners with GTM teams to address operational challenges, deliver reporting and analysis for planning and forecasting, support systems and commercial initiatives, and lead cross-functional projects from problem definition through implementation, documentation, adoption, and continuous improvement. The successful candidate will help shape the GTM Operations function while developing deeper expertise in areas aligned with business needs. During the first 30 days, the hire will learn Smartcat’s GTM systems, technology stack, operational priorities, CRM, and reporting infrastructure, while meeting with GTM leaders and frontline teams. By day 60, the hire is expected to contribute to a focused initiative, begin identifying AI-assisted workflows, and provide reporting or analysis used in planning or forecasting. By day 90, the hire is expected to independently lead a cross-functional project, identify where they can provide focused value, and serve as a trusted operational partner across at least one customer-lifecycle stage. Smartcat describes itself as a global, distributed, AI-native organization. The team has more than 200 people across 30+ countries and uses a hub-and-spoke model anchored in eight locations. Most roles are remote-friendly; customer-facing teams prioritize proximity to customers. The company emphasizes collaboration, ownership, speed, impact, inclusion, and high performance.

Requirements

4–7+ years of experience in Revenue Operations, Sales Operations, Customer Operations, or Business Operations in a B2B SaaS environment.
Broad experience across pre-sale and post-sale motions, with working knowledge of several GTM disciplines such as lead and pipeline management, forecasting, territories, Deal Desk, customer handoffs, renewals, or expansion.
Track record of success in a hands-on, cross-functional operations role and ability to adapt quickly as priorities change.
Strong practical fluency with generative AI and automation tools, including identifying high-value use cases, building AI-assisted workflows, critically evaluating outputs, and helping others adopt capabilities responsibly.
Strong CRM expertise, including workflow automation, lifecycle stages, reporting, data quality, and integrations.
Strong business intelligence and analytical skills, with the ability to turn complex data into clear insights and recommendations.
Experience working across a modern GTM technology stack, such as Chili Piper, ZoomInfo, DealHub, sales engagement, customer success, territory management, or enablement platforms.
Builder mindset and comfort moving between analysis, process design, systems, automation, documentation, and hands-on execution.
Strong problem-solving, prioritization, communication, and stakeholder-management skills.
Ability to translate business goals into practical operational solutions and carry work from initial analysis through implementation and adoption.

Nice To Haves

Experience implementing AI-enabled workflows, GTM systems, or cross-platform automations.

Responsibilities

Partner with GTM teams to solve operational challenges across the customer lifecycle, from lead management and new-business pipeline through handoffs, renewals, and expansion.
Use AI, automation, and systems thinking to simplify workflows, improve team productivity, and reduce manual work.
Deliver reporting, analysis, and insights to improve forecasting, planning, pipeline visibility, and business decisions.
Support systems, process, and commercial initiatives based on current priorities, such as CRM improvements, Deal Desk, territories, data quality, or GTM tooling.
Lead cross-functional projects from problem definition through implementation, documentation, adoption, and continuous improvement.
Help shape the evolving GTM Operations function and develop deeper expertise in areas aligned with business needs and personal strengths.
Learn the GTM systems, technology stack, operational priorities, CRM, and reporting infrastructure.
Identify and build AI-assisted workflows to reduce manual work on specific processes.
Serve as an operational partner to GTM leaders across at least one full stage of the customer lifecycle.