Senior Director of Business Operations

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

📋 Description

• Develop the operational framework that fuels Backstory’s expansion.

• Oversee GTM metrics, systems, schedules, and commercial operations.

• Integrate compensation design, territory and quota planning, pricing approvals, lead routing, and CRM management.

• Establish the GTM data model, funnel stages, and metric definitions across Sales, Customer Success, Partnerships, and Finance.

• Link product usage and billing information to the revenue framework.

• Ensure CRM fields and data integrity through automation and established standards.

• Create and manage forecasting for a consumption-based, land-and-expand business model.

• Report quarterly results and future projections to the Executive Leadership Team.

• Supply ELT members with insightful analysis, forecasts, and materials.

• Conduct forecast reviews, pipeline assessments, and business evaluations.

• Develop AI-driven reporting tools, automated briefings, pipeline intelligence, and self-service analytics.

• Make decisions regarding building, purchasing, or connecting with GTM data and tools.

• Identify and incorporate adoption-based churn and expansion signals into forecasts.

• Design compensation structures for Sales, Customer Success, and Partnerships.

• Lead operations related to territory, quota, capacity, CPQ, pricing approvals, lead routing, and CRM.

• Manage Backstory’s GTM initiatives using Backstory and document outcomes for discussions with customers and prospects.

• Interact with customers and the market as a practitioner of the platform.

⛳️ Requirements

• Entrepreneurial mindset; proven experience in building functions, systems, or processes from the ground up.

• Experience leading a small team while remaining engaged with the work.

• Comprehensive knowledge of the AI tooling landscape.

• Experience implementing LLMs and AI tools within operational workflows.

• Experience in making decisions regarding AI tools and infrastructure.

• Experience in managing change for AI adoption.

• Track record of running GTM operations through business model transitions, preferably in consumption-based, land-and-expand, or channel-enhanced environments.

• Understanding of GTM data architectures and workflows across CRM, data warehouses, and AI layers.

• Extensive knowledge of ARR forecasting, including inputs, calculations, reconciliations, and confidence assessments.

• Practical experience with compensation design, territory and quota planning, CPQ and pricing approvals, lead routing, and CRM management.

• Proficiency in SaaS metrics, including ARR, GRR, NDR, CAC, pipeline coverage, capacity, and productivity.

• Familiarity with SQL, dbt, or BI tools.

• Executive presence and capability to convey challenging conclusions to the ELT.

• Typically 10+ years in revenue operations, GTM operations, or GTM strategy within a growth-stage B2B SaaS organization, including team leadership.

• Preferred: Experience as Chief of Staff or in a CEO-adjacent role.

• Preferred: Experience in channel and partnership operations.

• Preferred: Experience with usage- or consumption-based pricing models.

🏝️ Benefits

• Commissions or bonus programs (target included in OTE).

• Equity.

• Comprehensive benefits package.

• Accommodations available throughout the hiring process.