Head of Operations & Business Management

Job Description Aircall is a unicorn, AI-powered customer communications platform used by 22,000+ companies worldwide to drive revenue, resolve issues faster, and scale customer-facing teams. We're redefining customer communications by bringing voice, SMS, WhatsApp, and AI together into one seamless workspace.

Our momentum comes from a simple idea: help teams work smarter, not harder. Aircall is headquartered in Paris, our European HQ, with a strong North American presence anchored in Seattle, our North American HQ, and teams across Madrid, London, Berlin, San Francisco, New York City, Sydney, and Mexico City. We've built a product customers love and a business that's scaling quickly, backed by world-class investors and driven by rapid AI innovation across multiple product lines.

We're customer-obsessed, data-driven, and focused on delivering meaningful outcomes. Revenue Operations (RevOps) sits at the center of how Aircall plans, prioritizes, and executes across our go-to-market organization. As we scale toward our next stage of growth and pivot from a cloud telephony business to an AI communications platform, the way we acquire customers — and the way our field teams sell — has to evolve just as fast. We're 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.

You'll lead Sales Ops, Partner Ops, and a new AI Ops function, owning the Qualified Pipeline (QP) and Net New Sales (NNS) processes end to end — and going further by embedding AI into the daily workflows of our SDRs, BDRs, AEs, and PAMs. You'll partner closely with our Customer Ops leader and our Revenue Planning & Insights leader to deliver one consistent GTM operating model. AS A DIRECTOR, REVENUE OPERATIONS, YOU WILL:

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 (SDR/BDR) handoffs through PAM, AE, and SE — ensuring consistent stages, clean data, accurate forecasting, and predictable conversion.

Operationalize AI across the field. from prospecting and call intelligence to next-best-action, forecasting, and pipeline hygiene. 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.

Partner with the CRO, GMs, and your Customer Ops and Revenue Planning & Insights peers to deliver consistent stages, data, and forecasting across the full revenue lifecycle (Marketing XDR PAM → AE/SE → AM/CE/FDE), and to design the weekly, monthly, and quarterly operating cadences that keep the business on track.

Work hand in hand with Customer Ops (AM Ops, CE Ops, FDE Ops, SE Ops, Support Ops) on land-and-expand and retention motions, and with Revenue Planning & Insights (planning, analytics, PMO, commissions) on targets, capacity, territory and quota design, comp plans, and reporting — so acquisition and customer motions operate as one system.

Partner with Data and GTM Systems to ensure the 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.

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 (PG), qualified pipeline (QP), and net new sales (NNS) 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 — not just evaluating tools, but driving adoption, 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; you can align a CRO, GMs, Finance, and operations peers around one operating model and hold the line on consistency.
• A builder's bias: you turn ambiguity into repeatable process and structure, and you genuinely enjoy making large GTM teams run better.
• fluency in English.
• Key moment to join Aircall in terms of growth and opportunities

????️‍♀️ 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 will constantly challenge ourselves to make sure that we live up to our ambitions around diversity, equity and inclusion, and keep this conversation open. We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses. If you would like more information about how your data is processed, please contact us.