Senior Director of Revenue Operations, Observe.AI
$225-270k
+ Equity
1-5 days a week in office (Redwood City, CA)
Contact center software
Be an early applicant
Contact center software
201-500 employees
Be an early applicant
$225-270k
+ Equity
1-5 days a week in office (Redwood City, CA)
201-500 employees
Company mission
To enable brands to enhance their customer experience, with the power of contact center AI.
Role
Who you are
- If you’re excited about driving high-impact, data-led decision-making and enabling a world-class GTM engine, while partnering closely with leadership to scale Observe.AI’s revenue in the fast-evolving AI landscape, this role offers the opportunity to create significant strategic and operational impact
- 10+ years in RevOps, Sales Ops, or GTM Strategy, with 5+ years in senior leadership roles
- Proven experience building and scaling RevOps in high-growth SaaS environments (Series B → IPO strongly preferred)
- Track record of building RevOps functions from ~$20M to $100M+ ARR
- Deep expertise in both direct enterprise sales and partner/channel ecosystems
- Strong systems thinker with hands-on experience across Salesforce, forecasting tools (e.g., Clari), CS platforms (e.g., Gainsight), and product analytics
- Experience leveraging data, automation, and AI to drive GTM efficiency and forecasting accuracy
- Strong command of SaaS metrics (ARR, NRR, CAC/LTV) and revenue modeling
- Executive presence with the ability to influence C-level stakeholders
- Understanding of how AI/Agentic systems are reshaping CX and GTM strategies
What the job involves
- As Sr. Director of Revenue Operations reporting to the CFO, you will own and architect the operating system that powers our next phase of global growth.
- In this high-visibility role, you will build a world-class RevOps function from the ground up – moving beyond CRM management to design a predictive revenue machine
- This isn't just about managing Salesforce; you will unify Sales, Marketing, Customer Success, and Partnerships under a single operating model, harmonizing enterprise direct sales with a rapidly growing partner ecosystem.
- By integrating product-usage signals with GTM strategy, you will enable faster, smarter decision-making and unlock scalable revenue growth in the evolving Agentic AI landscape
- Define and implement the end-to-end RevOps function across sales (direct enterprise + indirect channel), customer success, marketing into one cohesive global operating model
- Lead annual and quarterly GTM planning, including pipeline modeling, ARR targets, quota design, and territory optimization
- Establish a rigorous operating cadence (QBRs, forecasting, pipeline reviews) to drive accountability and executive visibility across GTM teams
- Architect a “best-in-class”, AI-enabled GTM tech stack (CRM, marketing automation, CS platforms, partner systems, product analytics, and data infrastructure) with a strong foundation in data integrity and automation
- Build systems that integrate product usage and behavioral signals into Sales & CS workflows to drive predictive upsell, expansion and retention
- Ensure systems are built to support a complex multi-channel "Hybrid" motion, where direct sales and partner co-selling can coexist without data friction
- Establish global data governance and a unified data model across GTM and Product
- Own company-wide revenue forecasting and pipeline health reports and dashboards, delivering accurate, board-ready insights
- Move beyond historical reporting by incorporating AI/ML-driven predictive models to improve forecast accuracy and pipeline coverage
- Drive deep-dive analysis on sales productivity and funnel performance, identifying bottlenecks and implementing data-driven improvements
- Partner with Sales, Marketing and Product to design playbooks and align enterprise sales plays, and partner/channel motions into one unified GTM strategy
- Drive productivity improvements across the funnel through tooling, process optimization, and enablement programs
- Build scalable onboarding and ramp frameworks to accelerate time-to-productivity for new hires
- Build and lead a strategic Deal Desk to support complex enterprise deals, balancing speed, margin, and consistency
- Partner with Finance and Product Marketing to iterate on pricing models, specifically tailored for GenAI and consumption-based contract structures
- Optimize quote-to-cash processes to reduce friction and improve conversion and customer experience
- Build, lead, and scale a high-performing RevOps team across systems, analytics, and deal desk
- Serve as a strategic advisor to the CEO, CFO, and GTM leadership, influencing key decisions on growth, investment, and resource allocation
Our take
Being stuck on the phone to customer service can be time-consuming and frustrating. Observe.AI aims to improve the experience with its Intelligent Workforce Platform. This transforms contact centres through AI by automating tasks and form-filling, helping people find more information more quickly.
Unconventionally, the company gained its footing by going directly to the call centres themselves, rather than to the businesses they serve, providing valued call-optimisation tools to improve operatives' performance. It also provides an analysis engine for cross-channel customer interactions, enabling users to find new revenue opportunities, employ effective coaching, and improve quality assurance.
Observe.AI has raised huge amounts of funding, demonstrating the high levels of confidence in its market position and performance. A major technological and commercial partnership with Zoom, alongside the growing trend in businesses prioritising customer interactions, bodes well for the company's future.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
3% employee growth in 12 months
Company
Funding (last 2 of 7 rounds)
Apr 2022
$125m
SERIES C
Sep 2020
$54m
SERIES B
Total funding: $223.4m
Company benefits
- Excellent medical, dental, and vision insurance options
- Flexible PTO
- Generous holiday (federal and wellness) recognition and parental leave policies
- 401K plan to save for your future
- Remote benefits including a daily meal stipend, WFH stipend, mobile & internet stipend to set you up for success in this remote environment
- Learning & Development fund to support you in your continuing education journey and professional development
- Fun events to build culture across the organization
Company HQ
Redwood Shores, Redwood City, CA
Leadership
Swapnil Jain
(Co-Founder & CEO)Previously completed an internship in Software Engineering at Google and worked at Twitter for 3 years, first as Senior Software Engineer and then as Technical Team Lead.
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