Director of Revenue Operations

Role Description

The Director of Revenue Operations will be the architect and steward of Seso’s GTM infrastructure and reporting. You’ll own the full technology stack that powers our Sales, Marketing, and Customer Success teams, manage the revenue ops team (including a Salesforce Admin and contractor), and serve as the connective tissue between GTM leadership and Finance. A core part of this mandate is making Seso’s GTM team the most AI-forward revenue organization in our market. You’ll bring to the table a systematic approach to identifying, deploying, and scaling AI across the entire revenue motion.

Responsibilities

• GTM Technology Stack
  • Own the end-to-end RevOps tech stack including Salesforce and Hubspot
  • Evaluate, implement, and rationalize tools that improve GTM team productivity and data quality
  • Lead the adoption of AI-powered tools across the GTM stack
  • Ensure systems are cleanly integrated, adoption is high, and the stack scales with the business
• AI-Forward GTM Operations
  • Own Seso’s mandate to become the most efficient, AI-enabled GTM team in agtech
  • Continuously scan the AI tooling landscape and run structured evaluations to identify high-ROI opportunities across Sales, Marketing, and Customer Success
  • Build internal playbooks, workflows, and enablement to ensure AI tools are adopted fully across the GTM organization
  • Define and track efficiency metrics (revenue per rep, cost per acquired customer, etc.) to measure the impact of AI investments and identify the next opportunity
  • Partner with GTM leaders to embed AI into day-to-day workflows: automated research, AI-assisted outreach, deal scoring, churn prediction, and beyond
• Revenue Intelligence & Reporting
  • Build and maintain dashboards, forecasting models, and pipeline reporting that give GTM leadership and Finance clear visibility into the business
  • Own funnel metrics from top-of-funnel through expansion: conversion rates, velocity, win/loss, churn, NRR
  • Partner with Finance on ARR reconciliation, revenue forecasting, and GTM capacity planning
• GTM Process & Execution
  • Design and optimize sales processes: lead routing, opportunity management, handoffs between Sales and CS, and renewal workflows
  • Support territory design, quota setting, and compensation plan modeling alongside Revenue leadership and Finance
  • Compensation: drive the process in setting quarterly goals for the GTM team (AE, SDR, SE, etc.) and reviewing their compensation on a monthly and quarterly cadence, in partnership with Sales, Marketing and Finance
• Team Leadership
  • Manage and develop a small RevOps team, including a Salesforce Admin and marketing operations contractor
  • Serve as a strategic thought partner and force multiplier for GTM Leadership and partner closely with the CFO

Qualifications

• 5+ years in Revenue Operations, or GTM Strategy at a B2B SaaS company
• Salesforce expertise: you can configure, optimize, and govern an org, and you know when to build vs. buy
• Demonstrated experience deploying AI tools in a GTM context, whether that’s AI-assisted outreach, automated enrichment, predictive scoring, or call intelligence
• Experience building or leading an “AI-first” GTM ops function
• A systems thinker who can see how the tech stack, data model, and process design affect each other
• Strong analytical skills. You are comfortable building models in Excel/Sheets and dashboards in tools like Salesforce, Omni, Hubspot, etc.
• Experience partnering with Finance on forecasting, ARR reporting, and GTM cost modeling
• Excellent communication skills; you can translate operational complexity into clear narratives for different stakeholder audiences

Benefits

• Talented and fun teammates who don't take themselves too seriously
• Competitive salary and meaningful equity
• Excellent health, vision and dental insurance
• Flexible work schedule and unlimited vacation
• Budget and support for personal development
• Company holiday break
• Company sponsored team events and annual company retreat
• Compensation range: 150,000-$200,000 cash, plus equity