Head of Revenue Operations & Strategy
San Francisco (In-Person) | $220K–$280K Base + Equity
The Company
We are working with a well-funded AI marketplace that's redefining how companies scale. Backed by top-tier investors, this company 8x'd revenue last year and has over 1,000 customers, with more coming.
Why This Role Is Rare
Most RevOps leaders support one sales motion. This role supports four distinct revenue teams across both sides of a two-sided marketplace — demand acquisition, demand post-sales, supply acquisition, and supply post-sales. The revenue org is growing from ~50 to 145+ people over the next year, and you're building the operating system that makes that scale possible. You'll inherit a 3-person RevOps team and a solid existing foundation — this isn't a rebuild from zero.
Marketplace experience is a major plus. If you've run RevOps or GTM strategy at a two-sided marketplace — DoorDash, Instacart, Airbnb, Uber, or similar — you already understand the complexity of managing dual funnels with different operating models. That's exactly the environment here, and candidates with that background will move to the front of the line.
What You'll Own
Revenue Operating System: Design and manage the operating cadence for the entire revenue org — weekly metrics, pipeline reviews, forecasting, and capacity planning across four teams.
Revenue Planning & Forecasting: Partner directly with company leadership to build revenue forecasts and growth plans. Translate company-level targets into team quotas, hiring models, and execution plans.
Incentive Design: Own the design and administration of compensation and incentive plans across sales and revenue teams. Ensure structures align behavior with company performance goals.
Territory & Quota Planning Design territory structures and quota allocation across multiple revenue teams. Continuously optimize coverage and productivity.
GTM Efficiency Identify bottlenecks across the revenue funnel and implement operational improvements. Standardize processes while enabling new revenue motions as the company scales.
RevOps Infrastructure Own the systems and data architecture supporting the revenue org — pipeline tracking, performance metrics, forecasting data.
Team Leadership Manage and develop a 3-person RevOps team. Partner closely with Sales, Finance, Product, and Marketplace leadership.
What You Bring
- 5–12 years in RevOps, GTM Strategy, Sales Operations, or Revenue Strategy at a high-growth startup or scale-up
- Experience supporting both outbound B2B sales and post-sales/operations teams
- Proven expertise in revenue planning, forecasting, and incentive design
- Experience managing 5+ direct reports
- Strong systems and data architecture background
- Marketplace experience strongly preferred — two-sided marketplace complexity is central to this role
- SF-based or willing to relocate — this is a full in-person role
What You Won't Find Elsewhere
- Direct partnership with company leadership on revenue strategy
- Four revenue teams, two marketplace sides, genuine complexity
- $80M+ raised, 8x revenue growth, clients at the frontier of AI
- $220K–$280K base plus competitive equity at an early enough stage to matter
