Revenue Operations Lead

Doss•San Francisco, CA

8d•Onsite

About The Position

We're hiring a Revenue Operations Lead to own the strategy, processes, and systems that power Doss's go-to-market engine. You'll be the first dedicated RevOps hire, embedded within our Business Operations team, reporting to the Head of Business Operations. This role sits at the intersection of strategy and execution. You'll partner directly with our VP of Sales, VP of Partnerships, and Marketing leadership to shape how we acquire, retain, and expand customers. We don't need someone to just run systems — we need someone with strong opinions on how revenue operations should work, who can set policy, drive alignment across functions, and partner in making decisions in ambiguity. The right person has seen what great GTM looks like. You've been in-seat at a high-growth company, absorbed the culture of a well-run revenue organization, and now you're ready to build one yourself. You have opinions on lead scoring, pipeline stages, territory design, and rules of engagement, and you're not shy about pushing back on senior leaders when the data says otherwise. Growth Trajectory This is a leadership trajectory role. We expect the right person to grow into Head of Revenue Operations, building out the function and team as Doss scales. This future trajectory would own: Build and lead the RevOps team, including dedicated GTM systems expertise Own the full RevOps function with direct influence on company strategy Shape what world-class, AI-native revenue operations looks like

Requirements

5-8 years of professional experience, including 3+ years in Revenue Operations, Sales Operations, or GTM Strategy
Background in management consulting or investment banking strongly preferred. You've learned how to structure ambiguous problems, present to senior stakeholders, and drive to decisions
Experience at a high-growth startup or scale-up where you've seen what good GTM looks like — you've absorbed the culture and now want to build it yourself
Deep familiarity with GTM tools (Salesforce required), with the judgment to set strategy and policy, not just execute
Opinionated and data-driven. You have a point of view on how revenue operations should work. When someone asks "how should we handle X?" you have an answer, backed by data and experience.
Executive presence. You're comfortable presenting to and pushing back on VP-level stakeholders. You don't shrink in a room with strong personalities — you hold your ground when the data supports it.
Problem solver. You break down ambiguous problems, structure them clearly, and drive to decisions.
Cross-functional leader. You influence without authority. You've built trust and driven alignment across Sales, Marketing, Post-Sales, and Product in fast-moving environments.
Builder who rolls up their sleeves. You're energized by greenfield problems and want to build a function, not inherit one. You'll set strategy, but you're not above getting into the weeds to unblock the team.

Responsibilities

Serve as a strategic thought partner to VP Sales, VP Partnerships, and Marketing leadership — owning the operational policies that govern how we run GTM
Partner in making the calls: lead scoring methodology, MQL-to-SQL handoffs, account segmentation, territory rules, rules of engagement
Drive cross-functional alignment across Sales, Marketing, Partnerships, and Post-Sales, ensuring all teams operate from a unified playbook
Lead strategic initiatives: segmentation, ICP expansion, pricing strategy, capacity planning, and comp frameworks
Own revenue planning processes: build and maintain top-line financial models, forecasting, pipeline analysis, and performance tracking that leadership trusts
Design, document, and continuously improve core GTM processes across the full customer lifecycle: lead routing, account assignment, handoffs, and rules of engagement
Build the operational rhythm for commercial teams: QBRs, pipeline reviews, and leadership cadences
Create scalable frameworks that support Doss's growth trajectory: not just what works today, but what will work at >10x scale
Translate strategy into execution: you'll implement systems and processes where needed, but your primary value is setting direction
Own the quote-to-cash process: ensure pricing, contracting, and billing workflows are scalable and don't slow down deals
Lay the foundation for sales enablement: build the playbooks, collateral frameworks, and onboarding resources that help a growing team sell effectively
Establish a unified data foundation: break down silos between marketing, sales, and partnerships to create a single source of truth
Build senior leadership-level dashboards that provide visibility into end-to-end revenue performance, with clear actionable insights
Be the person who can answer "what does the data say?" and use that to drive decisions and push back when needed
Own the GTM systems strategy with a strong POV on build vs. buy
Partner with external consultants and vendors to implement and optimize systems — you set the policy, they execute
Get into the weeds when needed: you're not above provisioning a license or configuring a workflow, but your primary job is ensuring the systems serve the strategy
Help build out and hire our in-house GTM Systems team (e.g., Salesforce Admin, GTM Engineer)

Benefits

Competitive salary + meaningful equity
Premium medical, dental & vision coverage
401(k), immediate eligibility
Lunch in-office 5 days/week (and dinner when needed)
Flexible/unlimited PTO
Commuter (BART/MUNI/CalTrain) and equipment stipends
Fitness stipend
Generous parental leave
Relocation assistance available
In-office culture in San Francisco with a team that's obsessed with building something great