Observe.AI

Senior Director, Revenue Operations

Observe.AI

full-time

Posted on:

Location Type: Hybrid

Location: Redwood City • California • United States

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Salary

💰 $225,000 - $270,000 per year

Job Level

Senior

About the role

  • Define and implement the end-to-end RevOps function across sales (direct enterprise + indirect channel), customer success, marketing into one cohesive global operating model.
  • Lead annual and quarterly GTM planning, including pipeline modeling, ARR targets, quota design, and territory optimization.
  • Establish a rigorous operating cadence (QBRs, forecasting, pipeline reviews) to drive accountability and executive visibility across GTM teams.
  • Architect a 'best-in-class', AI-enabled GTM tech stack (CRM, marketing automation, CS platforms, partner systems, product analytics, and data infrastructure) with a strong foundation in data integrity and automation.
  • Build systems that integrate product usage and behavioral signals into Sales & CS workflows to drive predictive upsell, expansion and retention.
  • Ensure systems are built to support a complex multi-channel 'Hybrid' motion, where direct sales and partner co-selling can coexist without data friction.
  • Establish global data governance and a unified data model across GTM and Product.
  • Own company-wide revenue forecasting and pipeline health reports and dashboards, delivering accurate, board-ready insights.
  • Move beyond historical reporting by incorporating AI/ML-driven predictive models to improve forecast accuracy and pipeline coverage.
  • Drive deep-dive analysis on sales productivity and funnel performance, identifying bottlenecks and implementing data-driven improvements.
  • Partner with Sales, Marketing and Product to design playbooks and align enterprise sales plays, and partner/channel motions into one unified GTM strategy.
  • Drive productivity improvements across the funnel through tooling, process optimization, and enablement programs.
  • Build scalable onboarding and ramp frameworks to accelerate time-to-productivity for new hires.
  • Build and lead a strategic Deal Desk to support complex enterprise deals, balancing speed, margin, and consistency.
  • Partner with Finance and Product Marketing to iterate on pricing models, specifically tailored for GenAI and consumption-based contract structures.
  • Optimize quote-to-cash processes to reduce friction and improve conversion and customer experience.
  • Build, lead, and scale a high-performing RevOps team across systems, analytics, and deal desk.
  • Serve as a strategic advisor to the CEO, CFO, and GTM leadership, influencing key decisions on growth, investment, and resource allocation.

Requirements

  • 10+ years in RevOps, Sales Ops, or GTM Strategy, with 5+ years in senior leadership roles.
  • Proven experience building and scaling RevOps in high-growth SaaS environments (Series B → IPO strongly preferred).
  • Track record of building RevOps functions from ~$20M to $100M+ ARR.
  • Deep expertise in both direct enterprise sales and partner/channel ecosystems.
  • Strong systems thinker with hands-on experience across Salesforce, forecasting tools (e.g., Clari), CS platforms (e.g., Gainsight), and product analytics.
  • Experience leveraging data, automation, and AI to drive GTM efficiency and forecasting accuracy.
  • Strong command of SaaS metrics (ARR, NRR, CAC/LTV) and revenue modeling.
  • Executive presence with the ability to influence C-level stakeholders.
  • Understanding of how AI/Agentic systems are reshaping CX and GTM strategies.
Benefits
  • Competitive compensation including equity: Market-aligned base pay, performance incentives, and meaningful equity ownership
  • Excellent medical, dental, and vision insurance options: Comprehensive medical, dental and vision benefits for employees and eligible dependents
  • Flexible Paid Time Off: Our unlimited, flexible PTO policy empowers you to take the time you need to recharge, maintain balance, and perform at your best.
  • Additional Time to Recharge: 10 company holidays, an annual company-wide Winter Break, and paid parental leave to fully support life outside of work.
  • 401(k) plan: Long-term financial planning support with tax-advantaged retirement savings
  • Quarterly Lifestyle Spending Account: Flexible quarterly stipend to support wellness, learning and professional development, and personal growth
  • Monthly Mobile + Internet Stipend: Support for remote and hybrid work connectivity needs
  • Pre-tax Commuter Benefits: Tax-efficient transit and commuting support for hybrid and in-office employees
Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools
RevOpsSales OpsGTM Strategydata governancepredictive modelingrevenue forecastingpipeline modelingquota designterritory optimizationSaaS metrics
Soft Skills
leadershipstrategic advisinginfluencing stakeholderssystems thinkingdata-driven decision makingprocess optimizationteam buildingcommunicationaccountabilitycollaboration