Revenue Operations Lead

About This Opportunity

We are representing a well-funded AI platform company in their search for a founding Revenue Operations Lead to build and own the revenue operations function from the ground up. This is a remote role supporting a fast-growing enterprise software organization with dual go-to-market motions: direct enterprise sales and a complex partner ecosystem including global systems integrators and ISVs.

Our client operates at the intersection of enterprise AI and business process automation, serving Fortune 2000 organizations with six-figure initial contract values. They are backed by top-tier venture capital and have offices across North America, Europe, and Asia.

This is the first dedicated Revenue Operations hire for the US market. You will be building the function, not inheriting one—defining systems, processes, forecasting models, and compensation structures that support two fundamentally different sales motions operating through shared infrastructure.

Responsibilities

Forecasting and Pipeline Management

• Own the weekly forecast process across direct and partner-led motions, and report forecast accuracy against commit
• Define and enforce opportunity stage definitions with entry and exit criteria configured in the CRM
• Instrument qualification methodology as required, inspectable fields tied to stage progression
• Maintain pipeline coverage, conversion, velocity, and stage-aging analysis by segment, motion, rep, and vertical
• Run pipeline hygiene routines and surface at-risk opportunities before forecast calls

Partner and Channel Revenue Operations

• Build and own the attribution model distinguishing partner-sourced, partner-influenced, and partner-delivered revenue with finance sign-off
• Design and administer deal registration including approval logic and expiry windows
• Establish channel conflict and account overlap rules, and arbitrate disputes between direct and partner teams
• Define revenue treatment for OEM and embedded arrangements including revenue share
• Report partner-sourced pipeline and bookings as first-class metrics

Territory, Quota, and Compensation

• Design territories and account coverage across direct and partner-facing roles
• Build capacity and quota models including ramp assumptions for annual and mid-year planning
• Design variable compensation plans—accelerators, multipliers, partner-sourced credit, and split credit logic
• Own commission calculation accuracy and dispute resolution with Finance and People Operations

GTM Systems and Data

• Own the go-to-market technology stack end-to-end including CRM (HubSpot), reporting layer, enrichment, and sales engagement tools
• Own the CRM data model: objects, properties, validation rules, required fields, permissions, and workflow automation
• Establish data governance standards—deduplication, account hierarchy, domain matching, currency normalization
• Build pipeline from CRM into warehouse for single-query reporting

Deal Desk and Lead-to-Cash

• Support complex pricing: seat-based, consumption, embedded and OEM, on-premise, air-gapped, and multi-year agreements
• Own approval matrix, discount governance, and non-standard terms review
• Reduce cycle time through legal and procurement processes, ensuring parallel execution with technical evaluation
• Own closed-won handoff data contract between Sales, pre-sales, and post-sales delivery teams

Reporting and Business Insight

• Build reporting on win/loss rates by competitor and motion, ramp curves, cycle time, CAC by channel, and expansion signals
• Deliver GTM inputs for board and investor reporting with Finance
• Retire reporting that does not drive decisions

What We're Looking For

Required Experience and Skills

• 4–8+ years in Revenue Operations, Sales Operations, GTM Strategy and Operations, or Deal Desk at a B2B enterprise software company
• Experience supporting enterprise deals in the $250K–$1M+ range
• Demonstrated build experience—you have stood up processes, models, or systems from scratch and owned outcomes
• Hands-on SQL proficiency—you query warehouses, build models, and audit your own numbers
• Strong spreadsheet modeling capabilities
• CRM depth at administrator or architect level in HubSpot or Salesforce—data model, custom properties, workflows, permissions, integrations
• Partner or channel operations exposure: deal registration, partner attribution, co-sell, marketplace transactions, or OEM/embedded revenue
• Forecasting and compensation ownership—you have called forecasts, designed comp plans, and defended quota models
• Commercial judgment and ability to challenge sales forecasts with data-driven insights
• Comfort building without supporting infrastructure—no analysts, BI teams, or vendors to rely on initially

Preferred Qualifications

• Experience at AI-native, agentic, or enterprise automation companies (UiPath, Workato, Boomi, Celonis, or similar)
• Familiarity with GSI or hyperscaler ecosystem economics—practice P&Ls, rate cards, marketplace offers, co-sell programs
• Consumption or hybrid pricing model experience
• Domain exposure to BPO, HRIS/payroll technology, financial services, healthcare, or legal verticals
• Python or dbt in addition to SQL

How We Work With You

Candidates apply directly through Get A Job.ai. Our recruiting team will conduct an initial screening to understand your background and ensure alignment with the role requirements. Qualified candidates will then be presented to our client for consideration. Please do not attempt to contact the client directly, as all communications and coordination are managed through our talent team to ensure a smooth and professional process.

Pay

Compensation details will be discussed during the screening process and will be determined by factors including location, experience, and skills. This role may be eligible for variable compensation, equity, and benefits.

Equal Employment Opportunity

Get A Job.ai is an equal opportunity employer committed to providing equal employment opportunities to all employees and applicants without regard to race, color, religion, sex, national origin, age, disability, sexual orientation, gender identity, or genetics.