Director, Revenue Operations

Cohere • San Francisco, CA

4d • Remote

About The Position

Our mission is to scale intelligence to serve humanity. We’re training and deploying frontier models for developers and enterprises who are building AI systems to power magical experiences like content generation, semantic search, RAG, and agents. We believe that our work is instrumental to the widespread adoption of AI.
We obsess over what we build. Each one of us is responsible for contributing to increasing the capabilities of our models and the value they drive for our customers. We like to work hard and move fast to do what’s best for our customers.
Cohere is a team of researchers, engineers, designers, and more, who are passionate about their craft. Each person is one of the best in the world at what they do. We believe that a diverse range of perspectives is a requirement for building great products.
Join us on our mission and shape the future!
Cohere seeks an exceptional and highly experienced Director, Revenue Operations to be a critical partner to our leadership team. In this senior level leadership role you are responsible for defining and executing the revenue operations strategy across Sales, Marketing, Customer Success, and Finance. This role leads a team of revenue operations professionals, and partners closely with executive leadership to drive operational excellence, forecasting accuracy, and scalable processes across the full customer lifecycle. With 15+ years of progressive revenue and operations experience, the ideal candidate will be a seasoned leader who can blend traditional analytic and operational rigor with the agility and foresight required in a high-growth environment. You will own and drive business-critical GTM areas, and prepare Cohere for growth and scale. This role is highly cross-functional and strategic, with success measured by improved revenue predictability, efficiency, and alignment.

Requirements

• 15+ years of experience in a Sales, Revenue Operations, or GTM Operations role within high-growth private companies and/or public technology companies.
• 5+ years of proven leadership experience in Revenue Operations.
• Strong executive presence with the ability to influence and partner at the C-level.
• Deep understanding of metrics, forecasting, pipeline management, and revenue models for technology companies.
• Experience owning or overseeing CRM and GTM technology ecosystems.
• Experience supporting high-growth or pre-IPO tech companies.
• Exceptional analytical skills to take complex business problems and drive to strategic outcomes.

Nice To Haves

• MBA a plus

Responsibilities

• Revenue Operations Strategy & Leadership
• Define and own the long-term Revenue Operations strategy in support of company growth goals.
• Lead, mentor, and develop a high-performing Revenue Operations team.
• Establish clear goals, responsibilities, and performance metrics for the Revenue Operations function.
• Act as a trusted advisor to executive leadership on revenue performance, risks, and opportunities.
• Pipeline & Revenue Forecasting, Planning, & Analytics:
• Own forecast accuracy, pipeline health, deal velocity, and revenue predictability.
• Partner closely with members of the GTM, Finance, Strategy, and Operations teams to drive best in class ARR and revenue forecasting.
• Establish standards for data quality, definitions, and reporting consistency.
• Ensure leadership has clear, actionable insights into pipeline health and conversion
• Support annual planning, segmentation decisions, capacity modeling, and quota methodology in partnership with Sales Leadership and Finance.
• Systems & Technology Oversight:
• Own the Revenue Operations tech stack strategy, including CRM, sales enablement, and analytics tools.
• Set priorities and direction for system enhancements, integrations, and data governance, and optimize for scale, adoption, and business impact.
• Ensure system reliability and scalability to support global growth.
• Ensure GTM data is clean, auditable, and decision-grade across all systems.
• Implement controls to maintain data integrity and compliance.
• Variable Compensation & Incentive Programs:
• Design and administer compensation plans, SPIFFs, accelerators, and commission operations.
• Align incentive structures with company goals and sales strategy.
• GTM Alignment & Enablement:
• Ensure strong alignment across Sales, Marketing, Customer Success, and Finance on processes, data definitions, and operating rhythms.
• Drive data-driven insights to improve sales performance and revenue visibility.
• Own the renewals motion, expansion workflows, retention strategy, and usage tracking.
• Optimize customer lifecycle processes to maximize lifetime value.
• Partner with GTM leaders to design scalable workflows that support revenue acquisition, expansion, and retention.
• Drive consistency and predictability across the full revenue funnel and customer lifecycle.
• Process Improvement & Change Management:
• Anticipate growth bottlenecks and build infrastructure to support 2×, 5×, 10× scale.
• Lead process improvements and automation to enable hyper-growth and drive cross functional GTM coordination.
• Partner with GTM leaders to support rollout of new processes, tools, and programs.
• Lead change management efforts to ensure adoption and long-term success of operational initiatives.
• Communicate clearly and effectively across stakeholders at all levels.
• Implement governance, standardization, and process excellence across strategic initiatives such as:
• IPO readiness
• Deal Desk
• Customer and Partner Lifecycle Management

Benefits

• An open and inclusive culture and work environment
• Work closely with a team on the cutting edge of AI research
• Weekly lunch stipend, in-office lunches & snacks
• Full health and dental benefits, including a separate budget to take care of your mental health
• 100% Parental Leave top-up for up to 6 months
• Personal enrichment benefits towards arts and culture, fitness and well-being, quality time, and workspace improvement
• Remote-flexible, offices in Toronto, New York, San Francisco, London and Paris, as well as a co-working stipend
• 6 weeks of vacation (30 working days!)

What This Job Offers

• Job Type: Full-time
• Career Level: Director
• Education Level: No Education Listed
• Number of Employees: 251-500 employees