Head of Operations & Business Management

It works directly inside Microsoft Word to help legal teams draft, review, and negotiate contracts up to 10x faster and with greater precision. Today, more than 4,000 law firms, in-house teams, and solo practitioners rely on Spellbook to simplify their workflows and eliminate the drudgery of everyday contract work. We are backed by leading investors including Khosla Ventures, Thomson Reuters Ventures, Inovia Capital, The LegalTech Fund, Bling Capital, and Moxxie Ventures. The company recently raised $50 million in Series B funding, led by Keith Rabois at Khosla Ventures, bringing its total funding to more than $80 million.

*We’re looking for a Director, Revenue Operations to help build the operating system for Spellbook’s next stage of growth. You will work across Sales, Marketing, Customer Success, Finance, Product, and Data to translate company strategy into a clear GTM operating model. You will own Sales Operations, Customer Success Operations, GTM systems, and the processes and operating cadence that connect strategy to execution.

This role sits within Finance and partners closely with the VP of Finance, while operating as a company-wide leader. Own the operating model for the lead-to-closed-won revenue engine, partnering with senior GTM leaders to set direction on segmentation, coverage, territories, capacity, pipeline generation, and sales productivity.

Build and manage the company’s pipeline operating system + establishing a rigorous revenue forecasting process, including pipeline creation, coverage, stage conversion, velocity, quality, and source performance. Help shape the operating model for our usage-based commercial motion, partnering with Sales, CS, Product, and Finance on how usage informs pipeline, forecasting, customer expansion, and sales execution

Work with Head of Sales Ops and CS Ops to establish a consistent operating cadence across Sales, Marketing, and CS, including pipeline reviews, forecast reviews, business reviews, and performance management.

Partner with CS Ops and Customer Success leadership on the commercial handoff from closed-won into the customer lifecycle, ensuring clean ownership, data, and processes at the point of sale.

Own the architecture and evolution of GTM systems supporting the lead-to-closed-won motion, including CRM, sales engagement, forecasting, compensation, routing, enrichment, and reporting.

Establish a single source of truth for GTM performance, defining core metrics, data standards, and reporting used by GTM leadership, Finance, and the executive team.

Build and lead the GTM Operations team, establishing clear ownership across Sales Operations, Customer Success Operations, and Systems.

Led RevOps, GTM Ops, or a comparable function at a high-growth B2B software company, with meaningful ownership across Sales Operations, pipeline, forecasting, and GTM systems.

Worked directly with senior Sales and Marketing leaders to diagnose performance, set operating priorities, and translate revenue targets into actionable requirements

Built or materially improved revenue operating efficiency (ROE) frameworks, with a clear understanding of the relationship between headcount, pipeline, conversion, productivity, and revenue output.

Owned or led a meaningful GTM systems or process transformation, and can speak specifically to what you changed, what you standardized, and what you chose not to build.

Built and developed a high-performing operations team across multiple GTM functions.

8+ years in Revenue Operations, GTM Operations, Sales Operations, or related roles in B2B software, including experience operating at a high-growth company where the GTM model was still evolving.

• Deep fluency in the mechanics of a B2B revenue engine: pipeline generation, coverage, conversion, velocity, win rates, sales capacity, quota, territories, ramp, productivity, CAC, and forecasting.
• You can move from a company-level revenue target to the underlying pipeline, capacity, coverage, and productivity requirements and identify where the plan breaks.
• You can work from imperfect data, identify what matters, and turn analysis into a clear recommendation and action.
• You understand how CRM, sales engagement, forecasting, compensation, enrichment, routing, and reporting fit together, and you know when a systems problem is actually a process or organizational problem.
• Excellent communicator and business partner. You can present a difficult conclusion to a CRO, CMO, or executive team without hiding behind the analysis.
• You are comfortable setting strategy, building the process, and getting into the details when the underlying data or execution isn't right.
• Experience using automation and AI to improve GTM productivity, data quality, or decision-making is a strong plus.

Legal tech or legal industry exposure

Enterprise procurement and security-heavy sales cycles

Familiarity with AI infrastructure cost management and usage-based billing

Embrace autonomy and accountability in a flexible work environment; Disconnect during our holiday closure and take advantage of our generous time off policies throughout the year

you’ll receive competitive stock option grants as a pivotal early employee

Spellbook is dedicated to ensuring equal treatment and opportunity in all phases of recruitment, selection, and employment, in compliance with employment law. We do not discriminate based on gender, race, religion, national origin, ethnicity, disability, gender identity/expression, sexual orientation, veteran or military status, or any other protected category. Use of Artificial Intelligence in Recruitment

Spellbook uses artificial intelligence (AI) responsibly to support administrative and efficiency-focused aspects of our recruitment process. This includes activities such as drafting job descriptions, generating interview questions, note-taking and recordings, and supporting sourcing and scheduling workflows. Spellbook uses industry benchmark data to establish compensation bands for all roles. The salary range listed for a position reflects the expected total wage range for the role—including base salary and on-target commissions, where applicable—and may span multiple career levels. In addition to base salary and applicable commissions, total rewards may include equity, health and wellness benefits, and other company programs.