Director of Revenue Operations

This is a fully remote position, open to applicants in United States.

📋 Description

• Take ownership of the comprehensive RevOps technology stack, encompassing Salesforce and Hubspot.

• Assess, implement, and streamline tools that enhance the productivity and data quality of the GTM team.

• Spearhead the integration of AI-powered tools throughout the GTM stack.

• Ensure seamless system integration, high adoption rates, and scalability of the stack in alignment with business growth.

• Lead Seso’s initiative to establish the most efficient, AI-driven GTM team within the agtech sector.

• Continuously monitor the AI tools landscape and conduct structured evaluations to pinpoint high-ROI opportunities across Sales, Marketing, and Customer Success.

• Develop internal playbooks, workflows, and enablement resources to guarantee comprehensive adoption of AI tools across the GTM organization.

• Establish and monitor efficiency metrics (such as revenue per rep, cost per acquired customer, etc.) to assess the impact of AI investments and identify future opportunities.

• Collaborate with GTM leaders to integrate AI into daily workflows, including automated research, AI-assisted outreach, deal scoring, churn prediction, and more.

• Construct and maintain dashboards, forecasting models, and pipeline reports that provide GTM leadership and Finance with clear business insights.

• Own funnel metrics from top-of-funnel through expansion, including conversion rates, velocity, win/loss, churn, and NRR.

• Collaborate with Finance on ARR reconciliation, revenue forecasting, and GTM capacity planning.

• Design and refine sales processes, including lead routing, opportunity management, handoffs between Sales and Customer Success, and renewal workflows.

• Assist in territory design, quota setting, and compensation plan modeling alongside Revenue leadership and Finance.

• Facilitate the process of establishing quarterly goals for the GTM team (AE, SDR, SE, etc.) and review their compensation on a monthly and quarterly basis in partnership with Sales, Marketing, and Finance.

• Manage and develop a small RevOps team, which includes a Salesforce Admin and a marketing operations contractor.

• Act as a strategic thought partner and multiplier for GTM Leadership, working closely with the CFO.

⛳️ Requirements

• A minimum of 5 years of experience in Revenue Operations or GTM Strategy at a B2B SaaS company.

• Proficient in Salesforce: capable of configuring, optimizing, and governing an organization, while knowing when to build versus buy.

• Proven experience in deploying AI tools within a GTM context, such as AI-assisted outreach, automated enrichment, predictive scoring, or call intelligence.

• Experience in building or leading an "AI-first" GTM operations function.

• A systems thinker who understands the interrelations among the tech stack, data model, and process design.

• Strong analytical abilities; comfortable building models in Excel/Sheets and creating dashboards in tools like Salesforce, Omni, Hubspot, etc.

• Experience collaborating with Finance on forecasting, ARR reporting, and GTM cost modeling.

• Exceptional communication skills; able to translate operational complexities into clear narratives for diverse stakeholder audiences.

🏝️ Benefits

• A talented and enjoyable team that maintains a lighthearted atmosphere.

• Competitive salary along with meaningful equity options.

• Comprehensive health, vision, and dental insurance.

• Flexible work schedule with unlimited vacation policy.

• Budget and support for personal development opportunities.

• Company-wide holiday break.

• Sponsored team events and an annual company retreat.