Director, Revenue Operations

Built's Mission: Connect and simplify doing business in real estate. Built is the AI-powered platform transforming the way real estate is financed, developed, and managed. Purpose-built for real estate and construction, Built began by fixing construction draw management for lenders and has grown into a comprehensive operating system addressing some of the industry’s most complex challenges. Today, Built is a partner to more than 350 lenders, over 80,000 borrowers and owners, and thousands of contractors, powering 86,000 active projects valued at more than $300 billion. Learn more at getbuilt.com. Director, Revenue Operations About The Role Built Technologies is transforming how capital moves through construction and real estate finance — one of the largest, most complex sectors in the economy. Our platform connects lenders, including many of the top U.S. banks, with the owners, developers, and general contractors they finance. When a draw is approved, a builder can pay subcontractors. When a compliance document clears, a project moves forward. The work we do here is not abstract — it has a direct and material impact on how capital flows and how real estate gets built. Built's Revenue Operations function is a strategic driver of how our revenue organization performs, scales, and competes in the construction finance and lending markets — and the Director of Revenue Operations owns that function at the enterprise level. Reporting to the Chief Financial Officer, you will define and execute the multi-year Revenue Operations vision, lead a team spanning analytics, CRM, process design, and revenue systems, and serve as a principal architect of how Built manages the full revenue lifecycle — from lead generation through closed won to renewal and expansion. At this level, you own department-level strategy tied to Built's annual plan, operate with near-full autonomy, and make decisions that define how the function is structured, resourced, and evolved. What You'll Do Define and execute the multi-year Revenue Operations vision and strategy — aligned with company revenue goals and designed to build the operational infrastructure that scales Built's commercial performance across Sales, Marketing, Customer Success, and Professional Services. Build, manage, and develop a Revenue Operations organization spanning analytics, CRM administration, process design, and revenue systems — developing talent at all levels and creating career paths that attract and retain exceptional operational professionals. Manage and optimize the full revenue factory — from lead through closed won to renewal and expansion — establishing proactive cadences, owning critical cross-functional processes, and driving mission-critical improvements across the GTM motion. Own all revenue technology platforms and tooling, including Salesforce — governing the data produced by those systems, driving platform modernization, and ensuring Built's revenue technology stack enables rather than constrains commercial performance. Partner with the CFO & sales leaders to design compensation, territory, and quota-setting processes that drive revenue growth — providing the analytical rigor and operational precision that makes these frameworks commercially effective. Lead annual planning for the revenue organization — including annual and quarterly target setting, headcount planning, and the operational frameworks that translate revenue strategy into executable plans. Lead regular forecasting efforts for the revenue organization — establishing the methodology, owning the cadence, and providing the CFO & sales leaders with clear, reliable visibility into revenue risk and opportunity. Develop a strong culture of data-driven decision-making throughout the revenue organization — establishing the standards, systems, and reporting cadences that make analytical discipline the default, not the exception. Lead AI and technology strategy for the Revenue Operations function — establish how Built uses modern tooling to build analytical capability, automate routine work, and scale operational precision across the revenue organization. Travel up to 30-50%. What You'll Bring 10–15+ years of progressive experience in revenue operations, sales operations, or business analytics, with 5+ years building and leading Revenue Operations organizations — and a proven track record of strategic impact at scaling SaaS companies. A proven organizational builder at scale — you've built and led world-class Revenue Operations teams, developed managers into senior leaders, and created operational cultures that attract and retain exceptional analytical talent. Mastery-level expertise in Salesforce, revenue analytics, forecasting methodology, and the full spectrum of revenue operations — you know what enterprise-grade Revenue Operations looks like and you've built it. Strategic business acumen and a strong background in revenue operations, systems thinking, and analytics — you understand how operational investments drive commercial outcomes and you design the revenue factory with that connection in mind. Executive presence and proven ability to influence the CFO and cross-functional C-suite stakeholders — you represent Revenue Operations with the depth, credibility, and confidence that comes from having owned the numbers. Deep expertise across compensation design, territory planning, quota mechanics, lead management, CRM architecture, and the analytical frameworks that power enterprise revenue organizations — combined with strong financial acumen and the ability to present investment cases with clear ROI framing. Exceptional communication skills with the ability to quickly establish deep, genuine, executive-level relationships across the revenue organization and with the board and investor community. What Success Looks Like at Six Months Built's Revenue Operations function is recognized as a strategic competitive advantage — forecasting is reliable, CRM data is trusted, and the revenue factory from lead through renewal is operating with greater efficiency and predictability than when you arrived. You've built or restructured the organization with clear roles, career ladders, and a culture of analytical excellence — Revenue Operations talent is developing and the function is attracting strong new hires. At least one transformational operational initiative — a CRM modernization, a forecasting methodology overhaul, a compensation redesign, or a GTM process redesign — is live and producing documented, measurable improvement in commercial performance. The CRO and executive leadership view you as a principal strategic partner on revenue operations — you're consulted proactively on organizational design, commercial planning, and operational investment decisions. Built's revenue organization is materially more efficient, more analytically informed, and better equipped to scale because of the operational infrastructure and culture of data-driven decision-making you've built. AI & Technology Expectations Design and execute a plan to transform Built’s revenue operations to an AI native function: Build & operationalize AI tools that automate work, create operational scalability, and increase the predictive power of revenue operations. Apply AI to sharpen decision-making and strengthen strategic insights. Leverage AI tools to enhance the productivity, quality, and speed of your work. Built's salary range for this position is $220,000 - $240,000 USD per year. The pay range is designed to accommodate upward mobility in the role, therefore it encompasses the full span of proficiency levels for this role and we believe that the midpoint of the range is competitive in the market. Salary is just one component of Built's total compensation package for employees; your total rewards package at Built will include equity, market-current medical, dental and vision coverage, an unlimited PTO policy, and other benefits. Travel Requirement: Employees who are not based in the Nashville area are required to travel to our Nashville office at least twice per year for company gatherings, such as Connect Week. Additional travel to Nashville may be required based on your role and business needs. Perks: The rare opportunity to radically disrupt a $1.5T industry Competitive benefits including: uncapped vacation [US ONLY], medical, dental & vision insurance Robust compensation package, including equity in the form of stock options Learning Grant program to support ongoing professional development 401k with match and expedited vesting [US ONLY] Built brings together passionate people who are driven in a variety of disciplines, each bringing their unique perspective to everything they do. We’re committed to building a safe, inclusive workplace where every employee can succeed, and we recruit, hire, and promote fairly - without bias based on race, color, religion, sex, sexual orientation, gender identity, national origin, age, marital status, veteran status, disability, genetic information, or any other characteristic protected by law. Built is committed to providing reasonable accommodations for qualified individuals with disabilities. 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