Head of Revenue Systems & Technology

Exa•San Francisco, CA

1d•$150,000 - $250,000•Onsite

About The Position

About Exa Exa is building a search engine for the AI era. Our Search API currently powers Agents, Fortune 500s and AI labs as we transform an industry that hasn't been disrupted since the 90s. We're a largely SF-based team of ~100 from Harvard, MIT, Meta, Google Research, ex-founders & dropouts alike. We are rapidly building the most intelligent search engine in history. We're high agency, low-ego, and united by the feeling that this is one of the last problems worth getting right. We raised a $250M Series C led by a16z — with Benchmark, Lightspeed, and YC doubling down — bringing Exa's valuation to $2.2 billion. The role Revenue Systems & Technology at Exa is about building the operational backbone that powers our entire GTM engine — from first touch to renewal. You'll architect and build Exa's revenue technology stack from the ground up: CRM, marketing ops, sales engagement, customer success, forecasting, conversational intelligence, and the data layer that ties them together. We're hiring someone to build this shoulder-to-shoulder with the GTM team so we can scale faster and operate sharper. You'll own the architecture end-to-end, working closely with Sales, Marketing, CS, Finance, and Engineering to turn a greenfield stack — no legacy debt, no inherited Frankenstein — into the system that carries Exa from early scaling through IPO. This is a builder seat, not a Salesforce-admin role. Expect to operate with autonomy on the systems you own — and to build them with an AI-native mindset, not stitch together point solutions.

Requirements

You've architected revenue systems end-to-end (sales ops, rev ops, or GTM systems) at high-growth B2B companies — 10+ years, with 5+ owning the stack yourself.
Deep Salesforce: you've built instances from scratch and scaled them through hypergrowth. You think in objects, relationships, and automation rules, not admin screens.
You've integrated the full GTM stack hands-on: CRM, MOPS (Marketo/HubSpot), SEP (Outreach/Salesloft), CSP (Gainsight), CPQ, forecasting (Clari/BoostUp), conversational intelligence (Gong/Chorus).
You build for extensibility, data integrity, and composability, with strong opinions on canonical data models and when to build vs. buy.
You've designed and deployed AI-powered, agentic workflows inside GTM systems — architecting custom agent-driven processes, not just toggling vendor features.
You're comfortable as both architect and builder in a high-velocity startup where priorities shift regularly: design a system, ship it yourself, and scale a team around it.

Nice To Haves

You've built GTM systems for companies selling developer tools, APIs, or data infrastructure to engineering-led buyers.
You've supported both product-led growth (self-serve API adoption, usage-based pricing) and enterprise sales within a single architecture.
You know consumption- or usage-based billing and the complexity it introduces across CRM, CPQ, and revenue recognition.
You've built and scaled revenue systems infrastructure through an IPO or major liquidity event.

Responsibilities

Architect and ship Exa's end-to-end revenue tech stack: CRM (Salesforce), sales engagement, customer success, CPQ/billing, forecasting, conversational intelligence — unified by one extensible data layer.
Integrate the marketing ops (MOPS) stack into the revenue layer for pipeline tracking and intent scoring, even as MOPS itself sits with the marketing team.
Own the CRM end-to-end: object model, automation, approval workflows, pipeline configuration, forecasting methodology, data hygiene.
Deploy AI agents across the customer journey: lead routing, deal scoring, next-best-action, real-time pipeline risk detection, renewal and expansion signals.
Build the infrastructure that lets those agents run reliably at scale: structured data pipelines, event-driven triggers, API orchestration, feedback loops.
Own build-vs-buy. Default to open, composable platforms; add a middleware layer so new tools plug in cleanly instead of piling up tech debt.
Keep a canonical data model across every GTM system so analytics, reporting, and agents all run off one source of truth.
Stand up forecasting and pipeline analytics: stage velocity, conversion, segment health, and the leading indicators that feed weekly business reviews and board reporting.
Build the dashboards that give Revenue Leadership real-time visibility into pipeline, forecast trajectory, and customer health.
Collaborate in building out the Revenue Systems team over time.