Director, Revenue Operations

Eightfold•Santa Clara, CA

12h

About The Position

Eightfold AI is transforming the future of work with talent intelligence. We offer the industry's leading AI-powered Talent Intelligence Platform — enabling organizations to scale hiring at the speed of agentic AI, develop their workforce, and build their Infinite Workforce. From hiring to retention, we help organizations unlock the full potential of their people through a skills-based, data-driven approach. To date, Eightfold AI has received more than $410M in funding (valuation of $2.1B) and serves enterprise and public sector customers globally. Our mission: find the right career for everyone in the world. Eightfold is seeking a Director of Revenue Operations to serve as a key architect of our GTM engine. Reporting directly to the Head of Strategy, Revenue, & Operations, this leader will own the systems, processes, and analytics that power revenue performance across Sales, Marketing, Customer Success, and Partners. This is a high-impact, high-visibility role for a builder who operates equally well at the strategic and executional levels — someone who can translate pipeline signals into a trusted company forecast, design compensation programs that drive the right behaviors, and own the operating cadence that keeps our GTM teams aligned and moving fast. This role is ideal for a proven RevOps or GTM Strategy leader who has scaled global revenue operations functions in high-growth SaaS or AI companies and is ready to take on a broader scope in a pivotal moment of transformation.

Requirements

10–15+ years of experience in Revenue Operations, GTM Strategy, Sales Compensation, or related roles in high-growth SaaS or AI companies
Demonstrated experience owning and scaling global RevOps or Revenue Intelligence functions
Proven track record in multi-year revenue forecasting and top-line planning
Experience designing GTM compensation structures and managing comp costing models
Strong analytical and financial modeling capabilities (forecasting, pipeline, conversion)
Deep understanding of the full revenue lifecycle — marketing → sales → customer success
Experience with Salesforce and/or other revenue systems; comfort with data governance
Excellent communication and interpersonal skills; ability to influence and partner with C-suite
Ability to operate at both strategic and operational levels

Responsibilities

Own company-wide revenue forecasting across new business, expansion, renewals, and agentic offerings
Lead multi-year top-line revenue planning (e.g., 3-year FY forecasts) and drive annual capacity planning processes
Build and maintain a pipeline model used to set global and regional pipeline goals and inform marketing budget allocation
Build predictive models for pipeline coverage, conversion, and retention
Identify risks and opportunities through proactive, forward-looking insights — not retrospective reporting
Deliver executive-level reporting and insights to the CEO, CGO, CRO, CMO, and Board
Establish a single, trusted version of truth across Sales, Marketing, and Customer Success
Lead annual GTM strategy development; serve as a key stakeholder during periods of rapid change (e.g., the company's significant shift to leading with agentic AI)
Lead territory design, quota setting, and headcount capacity planning for AEs, RVPs, and other GTM roles
Design compensation plan structures for all GTM roles — Direct Sales, Solutions Consulting, Partners, Customer Success, SDRs, and GTM Leadership
Build GTM comp costing models to ensure plans fit within defined budget parameters
Ensure compensation structures comply with all relevant laws and regulations
Develop segmentation strategies across enterprise, mid-market, and agentic motions
Collaborate with GTM leadership to establish clear Roles & Responsibilities aligned to strategic priorities
Partner with Finance to align revenue planning, forecasting, and reporting
Own core revenue operations functions including: Deal Desk & pricing execution (CPQ, approvals, discounting) RFP / proposal management Revenue systems (Salesforce, tooling, automation) Data governance and integrity
Develop and maintain commission-related policies, procedures, and administration
Ensure accurate and timely commission payment; work cross-functionally with Finance and HR
Ensure operational rigor and scalability across global GTM teams
Establish and run a weekly and biweekly revenue operating cadence
Drive cross-functional alignment and reconciliation across Sales, Marketing, and Customer Success
Partner with CRO, CMO, and Customer Success leadership to diagnose gaps and drive action plans
Ensure fast, decisive action on gaps, risks, and opportunities
Serve as a trusted advisor to executive leadership on revenue performance and strategy