Director, Revenue Operations

Aircall is a unicorn, AI‑powered customer communications platform used by 22,000+ companies worldwide, bringing voice, SMS, WhatsApp, and AI together into a seamless workspace. Revenue Operations (RevOps) sits at the center of how Aircall plans, prioritizes, and executes across its go‑to‑market organization. As Aircall scales toward its next stage of growth and pivots from a cloud telephony business to an AI communications platform, the way customers are acquired—and how field teams sell—must evolve quickly. We are looking for a Director, Revenue Operations to own Acquisition & AI Ops: the engine behind how we generate pipeline, convert net new sales, and operationalize AI across every field‑facing seller. Responsibilities Own Acquisition Ops end to end. Lead the Qualified Pipeline (QP) and Net New Sales (NNS) processes across the acquisition motion—from marketing and XDR handoffs through PAM, AE, and SE—ensuring consistent stages, clean data, accurate forecasting, and predictable conversion. Operationalize AI across the field. Build and run a new AI Ops capability that embeds AI into the daily workflows of SDRs, BDRs, AEs, PAMs, etc., from prospecting and call intelligence to next‑best‑action, forecasting, and pipeline hygiene. Define the playbooks, tooling, adoption, and metrics that turn AI into measurable seller productivity. Lead Sales Ops and Partner Ops. Manage and develop the Sales Ops and Partner Ops teams, setting the standard for rigor, responsiveness, and business partnership across the acquisition org and our partner ecosystem. Drive one GTM operating model. Partner with the CRO, GMs, and peers to deliver consistent stages, data, and forecasting across the full revenue lifecycle and to design the weekly, monthly, and quarterly operating cadences that keep the business on track. Partner across the RevOps function. Work hand in hand with Customer Ops on land‑and‑expand and retention motions, and with Revenue Planning & Insights on targets, capacity, territory and quota design, comp plans, and reporting so acquisition and customer motions operate as one system. Build the systems and single source of truth. Partner with Data and GTM Systems to ensure tooling, data architecture, and dashboards behind acquisition and AI Ops are clean, scalable, and trusted by leadership and the field alike. Shift the perception of RevOps. Move RevOps from a function that controls the business to one that demonstrably helps it grow, earning the right to lead through reliability, insight, and impact. A Little More About You 7+ years in revenue operations, sales/GTM operations, or a related function, including significant experience leading and scaling teams—ideally in a fast‑paced, high‑growth B2B SaaS environment. Deep expertise in the acquisition motion: pipeline generation, qualified pipeline, net new sales processes, sales forecasting, territory and quota design, and conversion optimization across SDR/BDR, AE, and partner‑led motions. A track record of operationalizing AI or new tooling for field sellers—building workflows and proving productivity impact at scale. Strong systems and data fluency; comfortable partnering with Data and Systems teams on architecture, reporting, and a trustworthy single source of truth (Salesforce and the broader GTM stack). Excellent cross‑functional leadership and stakeholder management; able to align a CRO, GMs, Finance, and operations peers around one operating model and hold the line on consistency. A builder's bias: turning ambiguity into repeatable process and structure, and genuinely enjoying making large GTM teams run better. Clear written and verbal communication; fluency in English. Nice to have: experience standing up an AI Ops or sales productivity function, and familiarity with land‑and‑expand, NRR, and commissions/incentive design. Compensation $200,000 - $240,000 a year. Bonus, equity, and other benefits not included. Equal Opportunity At Aircall, we believe diversity, equity and inclusion – irrespective of origins, identity, background and orientations – are core to our journey. We pride ourselves on promoting active inclusion within our business to foster a strong sense of belonging for all. We’re working to create a place filled with diverse people who can enrich and learn from one another. We’re committed to ensuring that everyone not only has a seat at the table but is valued and respected at it by providing equal opportunities to develop and thrive. We will constantly challenge ourselves to make sure that we live up to our ambitions around diversity, equity and inclusion, and keep this conversation open. Above all else, we understand and acknowledge that we have work to do and much to learn. #J-18808-Ljbffr DealHub Ltd