Head of Revenue Operations

Revenue Operations Leader

Our client is a fast-growing, venture-backed HR technology company that automates complex, compliance-heavy people-operations workflows, pairing an AI-powered platform with a high-touch specialist team serving customers across the United States and Canada.

The company recently closed a significant Series B and supports over a thousand customers, including some of the best-known names in technology. With top-tier customer-satisfaction ratings and a clear path from its core product into adjacent compliance areas, it is positioned to become the category leader in an underserved corner of the HCM stack and it is scaling its go-to-market motion accordingly.

Scope Of Ownership

• Sales systems & support own and administer the GTM tech stack Salesforce, Gong, HubSpot, and related tools and drive adoption of AI tooling across the revenue org.
• Deal desk run the deal desk, managing pricing exceptions and large-deal reviews.
• Deal certification own deal integrity and commissions; certify deals for accuracy and keep commission calculations clean and trusted.
• Sales rules of engagement define and enforce the rules of engagement across the revenue team.
• Revenue forecasting drive forecasting tops-down and bottoms-up; surface capacity constraints and bottlenecks before they hit the number.
• Quota & territory own quota setting and territory assignment across the sales org.
• Reporting & analytics deliver reporting across the full funnel marketing, lead management, new business, growth, and customer success as the single source of truth for revenue and finance leadership and the board.
• Team & vendor leadership manage the incumbent RevOps agency as an extended resource, and build and lead a small, high-impact in-house team over time.
• Nice-to-have scope SDR operations ownership is desired but not required.

The Right Person Brings

• Proven RevOps leadership at a B2B SaaS company, ideally through a comparable scaling phase (Series B into growth).
• Player-coach systems depth able to personally architect and administer the stack, not just direct others.
• Strong analytical and data capability forecasting, capacity modeling, pipeline analytics; comfortable working directly in the data.
• Executive presence to partner with a CRO and credibly engage a CFO on the numbers.
• A demonstrably AI-first approach actively uses modern AI tooling in RevOps workflows.
• Hands-on administration of a modern GTM stack Salesforce, Gong, and HubSpot.
• Direct experience across deal desk, deal certification / commissions, quota and territory design, and rules-of-engagement enforcement.
• A genuine blend of strategic, consulting-style perspective and tactical execution.
• Experience managing external vendors or agencies and building a team from scratch.

Nice-to-Haves

• Experience standing up a RevOps function as the first RevOps leader (0?1).
• HR-tech, HCM, or compliance-adjacent SaaS background.
• Based in the SF Bay Area / West Coast.
• Prior management-consulting or RevOps-advisory experience.
• SDR operations experience.