Director, Revenue Operations

Own the revenue operating system end-to-end. This includes pipeline management, forecasting, sales process, tooling, and GTM analytics. You will set the strategy and execute it. This is a player-coach role in a Series A environment. You will operate at both a strategic and tactical level, building the foundation while driving day-to-day execution. This role is AI-forward. You will leverage AI tools and automation to improve forecasting accuracy, increase rep productivity, and scale operations without adding headcount. Paper is reimagining how schools support students so that every learner can reach their full potential. Our vision is a world where every student receives timely, personalized, and relevant academic support. We offer a suite of scalable solutions including 24/7 tutoring, writing feedback, math practice, college and career support, and AI-powered instructional tools that provide personalized support to all students, including multilingual learners. Our GROW high-impact tutoring program accelerates learning through targeted small-group instruction, delivers measurable gains in student achievement, and eases teacher workloads. Trusted by 500 school districts across 40 states and backed by leading investors including IVP, Sapphire Ventures, Framework Capital, and Reach Capital, we’re pursuing a bold goal: to drive the best academic outcomes for as many students as possible. Responsibilities Pipeline & Forecasting Own pipeline health, stage discipline, and forecast accuracy Leverage AI to identify deal risk, slippage, and forecast gaps Lead weekly pipeline and forecast reviews with data-driven insights Sales Process & GTM Operations Design and optimize the sales process across new business and expansion Implement and enforce CRM stage definitions, entry, and exit criteria Use AI to streamline workflows, reduce manual updates, and improve compliance Drive operating cadence (weekly metrics, monthly reviews) Support deal structuring, approvals, and contract workflows (deal desk) Systems & Tools Own Salesforce architecture, data model, and governance end-to-end Evaluate and deploy AI-enabled GTM tools (forecasting, enrichment, call intelligence, workflow automation) Automate reporting, data capture, and repetitive tasks Ensure clean data flow across Sales, Marketing, CS, and Finance systems Analytics & Insights Define and track key funnel metrics (conversion, velocity, pipeline coverage) Use AI and advanced analytics to identify patterns, performance drivers, and opportunities Translate insights into clear actions for GTM teams Accountable for data definitions, quality, and governance across all GTM systems Planning & Capacity Support annual planning, territory design, and quota setting Model pipeline coverage, hiring needs, and productivity scenarios Use data and AI-assisted modeling to improve planning accuracy Enablement Support Partner with Sales leadership on onboarding and ongoing enablement Equip reps with AI tools and workflows that increase selling time Reduce friction in the day-to-day sales motion Qualifications 6 to 10 years in RevOps, Sales Ops, or GTM strategy Experience in a high-growth SaaS or tech company (Series A to C) Strong CRM expertise (Salesforce preferred), with hands‑on experience configuring Experience implementing or leveraging AI tools in GTM workflows Analytical, with ability to translate data into action Comfortable operating as both strategist and executor What Success Looks Like Accurate and predictable forecasts Clean, reliable pipeline with clear next steps Improved conversion rates and shorter sales cycles Strong data integrity across systems Increased rep productivity and faster ramp Additional Context Player‑coach role with limited team support High ownership and visibility across the business Opportunity to build an AI‑enabled revenue operating system from the ground up The annual salary range for this position is $155,000 – $180,000 USD or $167,000 – $198,000 CAD, plus equity. Please note that the final offer amount is determined by multiple factors, including geographic location as well as candidate experience, and may vary from the amounts listed above. What is it like to work at Paper? You will: Be joining a remote‑first company with a collaborative, mission‑driven culture working together to write the next chapter of Paper! Have opportunities to connect in person throughout the year, even while working remotely day‑to‑day. Be part of an exciting new era of growth, with fresh leadership, a bold product vision, and a redefined charter. Thrive in a fast‑moving, build‑from‑scratch environment where agility and critical thinking guide decisions, collaboration is built on trust and healthy challenge, and every team member takes ownership to deliver real customer impact and grow every day. Additional Benefits Comprehensive & competitive compensation, health benefits, retirement plan, stock options, and more. In addition to vacation days, we provide Paperites with sick days and 4 extra weeks off – including statutory holidays, Paper Days throughout the year, and a full Paper Week from Dec 25 to Jan 1. A $500 stipend to set‑up your workspace and $100 monthly stipends to support with on‑going workspace needs. We support growing families with generous paid parental leave. Unlimited access to tutoring and educational support for children of Paper employees. You’ll be joining a team of mission‑driven builders who care deeply about equity in education, and who thrive in a culture of ownership, velocity, and continuous learning. If you’re energized by challenges, inspired by impact, and ready to help lead a high‑growth business through its next phase, we’d love to meet you. We believe diverse teams build better products and we are committed to creating an inclusive environment for all employees. Paper does not discriminate on the basis of race, color, religion, gender, gender orientation, gender expression, sexual orientation, age, national origin, disability, marital status, or military status. Requisition ID R-100325 #J-18808-Ljbffr Paper