Director of Revenue Operations, Resolve AI

• The ideal candidate has recently helped scale a high-growth AI or enterprise software company such as Listen Labs, Decagon, Sierra, Cyera, Island, Abnormal Security, Serval, or another company operating in a similarly fast-moving environment. Strong experience in the $10M ARR to $250M ARR range
• 8+ years of experience in Revenue Operations, Sales Operations, GTM Strategy, Business Operations, or a related field
• Recent experience at a high-growth AI, cybersecurity, infrastructure, developer tools, or enterprise software company
• Experience supporting a rapidly scaling B2B enterprise sales organization
• Demonstrated ownership of forecasting, annual planning, capacity modeling, territory design, quotas, compensation plans, and deal-desk operations
• Strong financial and analytical judgment, including advanced modeling and scenario-planning skills
• Deep familiarity with modern CRM, forecasting, data, enrichment, conversation-intelligence, automation, and sales-engagement platforms
• Practical experience building AI agents, automated workflows, or technically sophisticated GTM systems
• Ability to work with APIs, data models, workflow tools, and lightweight code or scripting. You do not need to be a software engineer, but you should enjoy building
• Strong understanding of enterprise sales processes, pricing, contracting, pipeline management, and customer expansion
• Excellent communication skills and the ability to influence senior leaders using clear analysis and sound judgment
• A record of operating effectively in fast-changing environments with incomplete information
• Exceptional curiosity and a habit of continuously learning as models, tools, and GTM practices evolve
• Willingness to be based in San Francisco and collaborate regularly with the team in person

Desirable

• We are looking for a highly analytical, technically curious, and hands-on Director of Revenue Operations to design and scale Resolve AI’s go-to-market engine
• You will partner closely with Sales, Marketing, Customer Success, Finance, and company leadership to turn our growth strategy into an operating model
• You will own the systems, data, processes, incentives, and insights that help us make better decisions and grow efficiently
• This is not a traditional RevOps role centered only on administering tools and producing reports
• We want someone who understands how AI is changing go-to-market work and is excited to build an AI-native revenue organization
• You should be comfortable experimenting with new sales technologies, developing agents and automated workflows, and applying GTM engineering principles to eliminate manual work and improve execution
• Revenue strategy, planning, and analysis:
• Partner with CRO and GTM leadership on annual and quarterly revenue planning
• Build capacity, productivity, pipeline, headcount, and bookings models
• Run the operating cadence for forecasting, pipeline reviews, business reviews, and performance management
• Cascade company goals into measurable pipeline and ARR targets for Sales, Marketing, Partnerships, and Customer Success
• Develop executive and board-level reporting for key health KPIs and translate them into actionable insights
• Forecasting and revenue intelligence:
• Own forecasting accuracy, systems, and operating process
• Improve forecast accuracy and create clear visibility into pipeline quality, conversion, velocity, retention, and expansion KPIs
• Define the metrics and data models used to evaluate the entire customer journey
• Surface leading indicators and recommend actions; not simply report historical results
• Use AI and automation to detect risk, identify opportunities, and improve decision-making
• Territory, capacity, and account planning:
• Design territories, account segmentation, coverage models, quotas, and rules of engagement
• Lead recurring territory and account-planning processes
• Build scalable processes for account ownership, routing, reassignment, and exception management
• Compensation and incentive design:
• Lead the design, modeling, implementation, and administration of sales compensation plans
• Ensure plans are understandable, motivating, financially responsible, and aligned with company priorities
• Partner with Finance and People teams to ensure accurate and timely commission payments
• Deal desk and commercial operations:
• Build and lead a responsive, scalable deal-desk function
• Partner with Sales, Finance, Legal, Security, and Product on pricing, packaging, approvals, contracting, and non-standard deal structures
• Establish approval policies and commercial guardrails that support speed without sacrificing discipline
• Analyze discounting, deal quality, sales-cycle friction, and unit economics
• Help evolve pricing and packaging based on customer behavior and market feedback
• GTM systems, data, and process:
• Own the architecture and roadmap for the revenue technology stack
• Ensure CRM and adjacent systems are accurate, connected, usable, and trusted
• Create strong data governance, lifecycle definitions, attribution rules, and operational controls
• Simplify workflows so sellers can spend more time with customers and less time managing tools
• Evaluate new technologies based on measurable business outcomes rather than novelty
• AI-native RevOps and GTM engineering:
• Build agents and automated workflows for activities such as account research, lead and account routing, data enrichment, pipeline inspection, forecasting, meeting preparation, follow-up, and CRM hygiene
• Apply GTM engineering principles to turn repetitive revenue work into reliable, scalable systems
• Connect structured and unstructured signals across calls, emails, product usage, CRM data, support interactions, and external sources
• Establish appropriate testing, monitoring, permissions, auditability, and human review for agent-driven workflows
• Continuously experiment with emerging AI sales tools and determine where they can create real leverage
• Teach the broader GTM organization how to work effectively with AI and automation
• Leadership and partnership:
• Serve as a trusted strategic partner to the CRO and Revenue leadership
• Build and develop the Revenue Operations team as the organization scales
• Create strong operational alignment across Sales, Marketing, Customer Success, Finance, Product, and People
• Balance long-term systems thinking with a willingness to personally build models, analyze data, configure workflows, and solve urgent operational problems
• What success looks like:
• During your first three months, you will:
• Establish trusted revenue metrics, reporting, and forecasting
• Assess and prioritize the GTM systems and data roadmap
• Improve the clarity of territories, quotas, compensation, and deal approvals
• Introduce an effective operating cadence across the revenue organization
• Deploy the first high-impact AI and automation workflows for the GTM team
• Over your six months, you will:
• Build a scalable revenue operating model that supports Resolve AI’s next phase of growth
• Improve forecast accuracy, pipeline visibility, seller productivity, and commercial discipline
• Create an AI-native GTM infrastructure that turns data and customer signals into timely action
• Develop Revenue Operations into a strategic and technical advantage for the company