Head of Revenue Operations

Omni•San Francisco, CA

6d•Hybrid

About The Position

Omni is seeking a Head of Revenue Operations to establish the systems, insights, and processes necessary for the company's next phase of growth. This role involves leading and developing the RevOps team while actively managing data, workflows, and technology to ensure the effectiveness of go-to-market teams. The Head of Revenue Operations will collaborate with Sales, Marketing, Customer Success, Partnerships, and Finance to translate company objectives into actionable plans and enhance customer acquisition, retention, and expansion strategies. The position requires a blend of strategic leadership and hands-on execution, including leveraging AI to improve daily work efficiency and quality. The role reports to the VP of Sales.

Requirements

5+ years in Sales Operations, Revenue Operations, or similar roles.
Previous experience as an individual contributor (IC) with at least one year of experience leading lean revenue or sales operations teams in a B2B SaaS business.
Proficiency in building and troubleshooting Salesforce workflows, data structures, automation, and integrations, with the ability to explain the rationale behind decisions.
Experience deploying AI or model-assisted workflows with demonstrated user adoption and business impact.
Ability to independently build and explain financial and capacity models that connect pipeline, conversion, sales cycles, rep ramp, retention, and investment.
Understanding of unit economics and the distinctions between bookings, recurring revenue, recognized revenue, and cash.
Comfort investigating data using SQL, spreadsheets, and BI tools, including reconciling conflicting numbers and making recommendations with clear assumptions.
Proven ability to earn trust with senior leaders, constructively challenge assumptions, and resolve competing priorities.
Experience building persuasive business cases for headcount, tooling, or process changes.
Experience building processes and infrastructure from scratch, making thoughtful decisions about build vs. buy, standardization, and documentation.
Ability to deliver useful improvements quickly with imperfect information, prioritizing effectively and adjusting based on results and feedback.

Nice To Haves

Experience scaling a RevOps function at an early- or growth-stage SaaS company.
Familiarity with analytics, business intelligence, or data infrastructure products.
Experience with tools such as RevenueHero, LeanData, Everstage, or Common Paper, or comparable routing, compensation, and contract management systems.
Experience supporting partnership programs or cloud marketplace sales.

Responsibilities

Lead and develop the RevOps team, setting priorities, coaching members, and advocating for investments in people and tools.
Translate growth targets into operating plans by partnering with Finance and go-to-market leaders on headcount, capacity modeling, segmentation, territories, and rules of engagement.
Build and improve revenue systems, including hands-on management of Salesforce and related tools, enhancing data structures, integrations, routing, onboarding, and automation, while establishing clear ownership and documentation.
Implement AI-driven workflows for tasks such as account research, data enrichment, pipeline inspection, and analysis, validating outputs and measuring business impact.
Ensure revenue data reliability and usability by establishing consistent metric definitions, reconciling discrepancies, and building actionable reporting.
Strengthen forecasting and business reviews by partnering with leaders on pipeline inspection, forecasts, QBRs, and board reporting, identifying risks, explaining performance, and recommending actions.
Improve compensation and deal processes by collaborating with Sales, Finance, and Legal on quota setting, compensation planning, quoting, approvals, and deal desk workflows.
Connect sales, partnership, and post-sales operations to improve handoffs, customer health reporting, and renewal/expansion tracking.