Senior Sales Operations Analyst

Retell AI • Full-time • San Francisco Bay Area, US • $195k - $225k / year • 1d ago

About Retell Ai

Retell AI is using the first principles to reimagine the call center with cutting edge voice AI.

Since launching 18 months ago, thousands of companies now utilize Retell’s AI voice agents to handle sales, support, and logistics calls that once required large teams of human agents. Backed by Y Combinator, Alt Capital, and other leading investors, we have scaled to $36M ARR with a team of 20 people, up from $5M at the start of 2025.

In 2026, We are expanding our vision to build a CX platform of the AI era where the entire contact center is reimagined as a team of AI employees. We are moving beyond mechanical automation that relies on human finetuning to instead transform core functions into intelligent, opinionated AI roles. Frontline agents, QA analysts, and managers now operate as distinct digital workers that serve as the new interface for customer experience. They execute, monitor, and improve continuously to create a system where software behaves like an organization.

We’re scaling fast, and we’re looking for bold, ambitious people to help us build the gold standard for voice automation. If you want to work on deeply technical challenges, move fast, and make an outsized impact at one of the fastest-growing Voice AI startups in the world, you’ll love it here.

Let’s build the future together.

We’re a top 50 AI app in a16z list: https://tinyurl.com/5853dt2x
#4 on Brex's Fast-Growing Software Vendors of 2025: https://www.brex.com/journal/brex-benchmark-december-2025
We're also one of the top ranking startups on: https://leanaileaderboard.com/

About The Role

As the Sales Operations Lead at Retell AI, you will build and run the GTM operating system that makes our revenue engine predictable as we scale. You will be directly responsible for the data, tooling, and operating cadence that the sales team runs on day to day, and for turning a fast-moving motion into something consistent, inspectable, and repeatable.

This is a ground-floor opportunity to build Sales Ops from zero to one, reporting directly to the CEO and shaping how Retell executes across Enterprise, Mid-Market, and SMB for years to come. You will join a high-velocity startup with real traction and high expectations, partnering closely with Sales, Finance, and Product to remove friction across the funnel, from lead flow and pipeline hygiene to forecasting and quote-to-cash.

You will have the autonomy to own the system end-to-end, ship improvements weekly, and create the operational foundation that enables the team to scale from $40M to $100M+ ARR.

Key Responsibilities

Pipeline, Forecasting, and Revenue Reporting

Own pipeline, funnel, bookings, and revenue reporting with clear definitions and one set of numbers the team trusts
Support weekly forecast and pipeline inspection by keeping stages tight, data clean, and risks surfaced early
Build and maintain dashboards that make performance, gaps, and trends obvious

CRM Architecture and GTM Stack Ownership

Own the CRM as the source of truth: data model, lifecycle stages, required fields, and governance
Manage the GTM tooling stack (inbound and outbound): integrations, automation, adoption, and ongoing system health
Troubleshoot CRM and tooling issues, and build durable fixes instead of one-off patches

Operating Cadence Across Enterprise, Mid-Market, and SMB

Run and standardize the operating cadence across motions: forecasting, QBR/MBR, pipeline reviews, deal inspection
Turn ad hoc questions into repeatable reporting and consistent operating processes

Process Design and Enablement Through Systems

Translate the sales playbook into enforceable workflows: SOPs, rules of engagement, lead routing, and handoff SLAs
Remove friction, eliminate manual work, and make execution faster and more consistent

Deal Support and Quote-to-Cash Velocity

Partner with Finance and Legal to streamline pricing validation, approvals, and contracting
Support non-standard terms, order forms, renewals workflows, and cycle time improvements across quote-to-cash

YOU MIGHT THRIVE IF

Bachelor’s degree (or equivalent practical experience)
3+ years in Sales Ops at a SaaS company
Hands-on ownership of CRM and GTM stack end-to-end (not just reporting)
Strong analytical ability with excellent spreadsheet skills
Startup DNA: urgency, ownership, comfort in ambiguity, and bias toward action
Clear communicator who can translate messy questions into clean systems and numbers
- Bonus:
  - Computer science or similarly technical degree
  - Ability to write scripts (Python/JavaScript) to solve edge-case operational problems
  - Experience implementing MEDDPICC, Challenger, or Command of the Message inside a CRM
  - Strong understanding of SaaS metrics (NRR, CAC, LTV, Magic Number) and comfort modeling them

JOB DETAILS

Cash: $195k-$225k
Equity: Equity Provided
Location: Redwood City, CA, US
US Visas: Retell AI is open to sponsoring work authorization for qualified candidates, including H1B/H-1B, TN, L-1, E-3, F-1 (OPT/CPT), and O-1 visas.

Other Benefits

100% coverage for medical, dental, and vision insurance
$70/day DoorDash credit for unlimited breakfast, lunch, dinner, and snacks
$200/month wellness reimbursement (gym, fitness classes, etc.)
$300/month commuter reimbursement (gas, Caltrain, etc.)
$75/month phone bill reimbursement
$50/month internet reimbursement

Compensation Philosophy

Best Offer Upfront: Choose from three cash-equity balance options; no negotiation needed.
Top 1% Talent: Above-market pay (top 5 percentile) to attract exceptional builders.
High Ownership: Small teams, >$1M revenue/employee, and significant equity.
Performance-Based: Offers tied to interview performance, not experience or past salaries.

INTERVIEW PROCESS

Recruiter Screen (15 min): We will focus on exploring your experience with sales operations and give you an opportunity to learn more about us.
Conversation with our ops team (1hr): You will demonstrate your technical understanding as it relates to sales operations, and you will also meet our CEO to discuss your knowledge of the sales process.
Onsite (3.5 hours): You will participate in a work sample exercise, a GTM systems deep dive, and an XFN execution and collaboration session.