Director of Revenue Operations

# Director of Revenue OperationsSalesSan FranciscoOn-SiteFull-TimePosted today## About the role## **About Resolve AI*** Software maintenance and production troubleshooting have become a massive tax of engineering velocity. Resolve AI is solving this by building a transformative, truly autonomous AI Production Engineer that investigates and fixes complex system issues end-to-end.* Our founders (Spiros Xanthos and Mayank Agarwal) are the core creators of OpenTelemetry and led Splunk Observability. They have had 2 successful exits to Splunk and VMware.* We’ve raised over $190M from top-tier investors including Lightspeed, Greylock, DST, Unusual Ventures, and individual backers such as Jeff Dean (Chief Scientist, Google DeepMind), Thomas Dohmke (CEO, GitHub), Matt Garman (CEO, AWS), Reid Hoffman (Founder, LinkedIn), and Fei-Fei Li (Professor, Stanford).Resolve AI is building AI agents that help engineers operate, investigate, and debug the world’s most complex production systems. Our mission is to help every engineer run software effortlessly.## **The role**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.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.## **What you’ll do**### **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 we’re looking for*** 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.## **You may be especially well suited for this role if you*** Have helped an AI-native company move from an early, founder-led sales motion to a repeatable and scalable GTM model.* Are equally comfortable presenting an operating plan to executives and personally debugging a broken workflow.* Have strong opinions about the emerging AI sales stack, but readily update those opinions when the evidence changes.* See RevOps as a product and engineering discipline; not merely an administrative function.* Understand that automation without strong data, controls, and adoption rarely creates lasting value.* Naturally move between strategy, systems, analytics, and execution.* Are energized by creating something new rather than inheriting a finished operating model.## **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.We are an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, national origin, sex, gender, gender identity, sexual orientation, protected veteran status, disability, age, and other characteristics protected by law. #J-18808-Ljbffr