Director Revenue Operations

Xplor

1d • $150,000 - $180,000 • Remote

About The Position

This is a rare opportunity to rebuild and own the revenue operations function at a critical inflection point - when the company is simultaneously integrating multiple brands and systems, and undergoing a comprehensive AI transformation. The goal is for every workflow, system, and decision loop in the GTM engine to be embedded with AI. The result: a self-optimizing revenue machine where AI handles volume and pattern recognition while humans own strategy, relationships, and creative judgment. You will own both the operating model and the GTM AI roadmap - driving the systems, data infrastructure, and intelligent automation that will define the company's competitive advantage for the next decade. This role is for someone who wants to build and lead hands-on - not just advise. You will sit at the intersection of strategy and execution, and direct a team of 8 that support revenue operations and GTM AI transformation across 4-5 vertical divisions.

Requirements

• 3+ years in Revenue Operations, GTM Strategy, or a closely related function at a B2B SaaS company
• Track record of building and/or scaling RevOps teams
• Data fluency at the query level, not the dashboard level – ability to pull clean cohort retention, multi-touch attribution, or pipeline conversion analysis without waiting on a data team
• Hands-on experience with modern GTM tech stack: CRM (Salesforce preferred), marketing automation, intent data, conversation intelligence, revenue forecasting platforms, BI tools, etc
• Demonstrated experience implementing AI or ML tools in a revenue context - lead scoring, forecasting models, or data automation at scale
• Ability to whiteboard data and process flow from lead to cash
• Understanding of AI tooling and agentic workflow design
• Experience leading cross-functional alignment across sales, marketing, finance, and IT stakeholders with competing priorities
• Understanding of revenue modeling, revenue KPIs that matter, compensation design, forecasting science
• Builder energy over operator energy
• Thinks in systems: Sees how processes, data, and people interconnect - and builds for the whole, not just the part in front of them
• Moves fast with rigor: Establishes clear standards and holds to them
• Has a bias to automate. When seeing a repetitive workflow, the instinct is 'what would it take to make this run itself?' not 'let's hire an analyst.'
• Obsessively data-driven: Every decision is grounded in data; comfortable building and tearing apart a model
• Early adopter: Follows the AI landscape closely, knows the tools better than the vendors do, and is energized by what's possible
• Builds for scale: Solves today's problem and builds the system that won't need to be rebuilt in 18 months
• Leads through influence: In a cross-functional role - aligns, persuades, and builds coalitions to drive change
• Legally authorized to work in the country you're applying for
• Does not require visa sponsorship

Responsibilities

• Define and own the RevOps strategy, priorities, and operating model across the full revenue organization
• Design the processes and governance structures that underpin how revenue is generated, tracked, and optimized
• Act as the connective tissue between marketing, sales, onboarding, CS, finance, and IT - ensuring alignment on data definitions, process standards, and system architecture
• Build and run the executive-level KPI framework and operating cadences that keep the leadership teams aligned and accountable
• Lead the cross-functional operating cadence: weekly AI task force, bi-weekly model performance reviews, monthly GTM data audits, and quarterly executive readouts
• Make and enforce standardization decisions when business verticals conflict on process, data, system questions, or priorities - with clear decision frameworks and escalation paths
• Build the RevOps roadmap and own resource prioritization across all initiatives, balancing AI transformation work with day-to-day operational excellence
• Own and drive the 18-month GTM AI Transformation Roadmap across all revenue workflows - from demand generation and content through pipeline management and customer success
• Own the GTM infrastructure - including the data, processes, marketing automation, and revenue intelligence platforms
• Lead the deployment of AI across key GTM functions: predictive lead scoring, revenue forecasting, conversation intelligence, churn prediction, content automation, and workflow orchestration
• Partner with the Director of Revenue Systems (who you will directly manage) in evaluating new tools, maintaining the tech stack audit, and making build-vs-buy decisions for AI capabilities
• Champion responsible AI adoption: establish governance standards for model auditing, bias review, data privacy compliance, and human-in-the-loop guardrails
• Drive the team upskilling and change management program that ensures adoption of AI tools across the GTM organization
• Partner with the Director of Revenue Systems (who you will directly manage) to consolidate tools across brands; and in the evaluation, selection, and implementation of AI-native tools across the stack - including intent data, enrichment, forecasting, conversation intelligence, and personalization
• Build and maintain the single source of truth for all GTM metrics: (eg pipeline/funnel, revenue, retention, CAC, LTV, and AI transformation KPIs)
• Ensure data quality, integrity, and accessibility across all systems
• Establish and enforce data governance standards, including GDPR/CCPA compliance for all AI data processing
• Report on GTM AI transformation ROI to the executive team on a quarterly basis
• Lead RevOps support for the annual planning cycle with the vertical RevOps BPs: quota setting, territory design, capacity modeling, headcount assumptions, and KPI target-setting
• Partner with FP&A to build the revenue forecast model and ensure revenue projections are grounded in pipeline reality and AI-driven signals
• Own the budget framework for the AI transformation program - tracking spend, ROI, and reallocation decisions across the 18-month roadmap
• Provide executive-level reporting on GTM performance, including quarterly board-ready KPI packages

Benefits

• Paid Parental Leave benefit programs
• #GiveBackDays/Commitment to social impact – 3 extra days off to volunteer and give back to your local community
• Ongoing dedication to Diversity & Inclusion initiatives such as D&I Council, Global Mentorship Program
• Access to free mental health support
• Flexible working arrangements

What This Job Offers

• Job Type: Full-time
• Career Level: Director
• Education Level: No Education Listed