Director, Revenue Ops

xAI•Palo Alto, CA

About The Position

As the Director of Revenue Operations (RevOps), you will drive efficient, scalable revenue growth by aligning sales, marketing, customer success, finance, and other cross-functional teams. You will integrate systems, processes, and data to reduce friction, automate workflows, and deliver actionable insights—empowering revenue teams to focus on selling and supporting rapid expansion across segments, verticals, and geographies. This is a foundational leadership role reporting to executive leadership, with the opportunity to build and shape the RevOps organization from the ground up.

Requirements

8+ years in revenue/sales operations, strategy, or related fields, preferably in high-growth tech/SaaS/AI companies.
Proven experience building or scaling RevOps functions, with strong knowledge of CRM (e.g., Salesforce), CPQ, billing, and analytics tools.
Expertise in data governance, automation, AI-driven insights, and cross-functional process design.
Strong analytical skills, with experience in forecasting, planning, and performance metrics.
Excellent communication and influence skills to partner with executives and align diverse teams.

Responsibilities

Lead annual and long-range planning (0–18 months and 18 months–5 years).
Develop go-to-market strategies, including vertical/segment prioritization, international expansion, solution packaging, and pricing.
Oversee productivity and capacity planning, including headcount, territory design, quota setting, attainment, and sales compensation design.
Manage forecasting and pipeline processes for predictability.
Own the full revenue tech stack (CRM, CPQ/billing, forecasting/analytics platforms, consumption/usage tracking tools).
Establish data architecture and governance, creating a single source of truth with standardized attribution and reporting.
Drive automation and integrations roadmap.
Deliver advanced insights (e.g., predictive lead scoring, churn risk) and support product-led sales motions, including AI-driven tools for SMB/mid-market and customer upsell paths.
Act as a strategic partner to Sales, Finance, Legal, Product, and Engineering.
Own end-to-end Quote-to-Cash and Order-to-Renewal processes.
Design, support, and automate pricing/discount governance, deal approvals, and escalations.
Align commercial guardrails across Legal, Finance, Risk, and Product.
Generate competitive intelligence and win/loss analysis.
Lead CPQ design, configuration, maintenance, and quote-to-cash automation.
Oversee onboarding, continuous training, content/tools (e.g., battle cards), sales process design, and adoption.
Implement productivity tools and workflow automation.
Optimize revenue processes for predictability, productivity, and customer-centric outcomes.
Leverage automation and AI to minimize manual effort and enable efficient scaling.
Provide data-driven visibility into performance, utilization, and opportunities.
Align cross-functional teams with clear guardrails and approvals.
Unify teams around the end-to-end revenue journey (lead to cash and renewals).
Ensure data accuracy, accessibility, and analytics as the foundation for insights and optimization.
Eliminate redundancies, automate where possible, and scale predictably.
Adopt a "build not buy" mindset for core needs; use short-term contracts for complex systems to drive rationalization.
Apply first-principles thinking to solve root problems; prioritize agentic AI automation before hiring.
Foster partnerships to enhance revenue predictability and efficiency.

Benefits

Base salary is just one part of our total rewards package at xAI, which also includes equity, comprehensive medical, vision, and dental coverage, access to a 401(k) retirement plan, short & long-term disability insurance, life insurance, and various other discounts and perks.

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