**this role can sit in either New York or Boston and will be hybrid**
About the team
Adaptive ML is a frontier AI startup building a Reinforcement Learning Operations (RLOps) platform that enables enterprises to specialize large language models and deploy them reliably into production workflows with measurable impact.
Our Sales team is responsible for bringing Adaptive Engine to the world's most ambitious enterprises. We identify, engage, and close organizations that are ready to move beyond generic AI, helping them understand how our platform and reinforcement learning technology can solve their hardest problems and deliver measurable business outcomes. As an early-stage team, we operate with the urgency and ownership of founders: building our playbook, refining our process, and scaling what works.
The founding team previously worked together to develop state-of-the-art open LLMs. We raised a $20M seed round led by Index Ventures and ICONIQ in early 2024 and are live with our first enterprise customers, including Manulife, AT&T, Deloitte, and more to be announced.
About the role
As our founding Head of Revenue Operations at Adaptive ML, you will be the operational backbone of our go-to-market organization. You'll own the systems, data, processes, and analytics that enable our Sales, Marketing, and Customer Success teams to operate efficiently and make better decisions, faster.
This is a foundational role and our first dedicated RevOps hire. We have the building blocks in place (HubSpot, core sales processes, an early data stack), but we need someone who can take what exists, architect what's missing, and build a scalable revenue operations function from the ground up. You'll architect the function, hire and develop your first team, and have a clear runway to grow into the Head of RevOps as Adaptive scales.
You'll work as a close partner to our Chief Revenue Officer and the broader GTM leadership team, acting as the analytical and operational counterweight to the team's commercial instincts. Your work will directly shape how we measure performance, allocate resources, plan capacity, and scale the business through our next stage of growth, including the operational complexity that comes with our consumption-based revenue model.
This is an in-person role based at our Boston or New York office.
Your responsibilities
- Own and administer our CRM (HubSpot), ensuring data integrity, consistent pipeline hygiene, and reliable reporting across the entire revenue organization.
- Design and maintain dashboards, reports, and analytics that give sales leadership clear visibility into pipeline health, deal velocity, conversion rates, and team performance.
- Build and refine the forecasting process, working with sales leadership to deliver accurate and actionable revenue forecasts for the executive team and board.
- Define and document sales processes end-to-end, from lead routing and qualification criteria to opportunity stages, handoffs, and close workflows, ensuring consistency and accountability.
- Build AI-powered automations and internal tooling that materially reduce manual sales-ops work and increase team productivity. Examples include enrichment pipelines with quality gates, CRM-integrated chatbots, AI-assisted forecasting, automated lead scoring, deal summarization, and pipeline alerts.
- Manage territory and account segmentation, including coverage models, book-of-business assignments, and rules of engagement across BDR, AE, and SE teams.
- Administer variable compensation plans, including quota setting support, commission calculations, and attainment tracking.
- Architect and operate the systems and processes that support consumption-based revenue, including usage tracking, ARR attribution under variable usage, true-ups, and the cross-functional alignment between Sales, Finance, and Product on how revenue is recognized and reported.
- Evaluate, implement, and manage the sales tech stack (e.g., HubSpot, Apollo, Sales Navigator, Fireflies, enrichment tools), ensuring tools are adopted effectively and integrated cleanly.
- Partner with Marketing on lead management, attribution modeling, and campaign-to-pipeline analysis to optimize spend and source mix.
- Support GTM planning cycles, including annual and quarterly planning, capacity modeling, and headcount scenarios.
- Identify bottlenecks and inefficiencies in the revenue cycle and drive process improvements that accelerate deal velocity and improve win rates.
- Serve as the single source of truth for GTM data and metrics, establishing definitions and standards that the entire organization can trust.
Your (ideal) background
The background below is only suggestive of the experiences we believe could be relevant. We welcome applications from candidates with diverse backgrounds; do not hesitate to get in touch if you think you could be a great fit, even if the below doesn't fully describe you.
- 5–8+ years of experience in revenue operations, sales operations, or business operations, ideally in B2B SaaS or enterprise software.
- Direct experience operating inside a consumption-based or usage-based revenue model (e.g., Stripe, Snowflake, Databricks, Twilio, modern AI infrastructure), including ARR attribution under variable usage, true-ups, and the operational complexity of usage-priced revenue. This is a significant plus given Adaptive's pricing model.
- Operator experience inside a hypergrowth, modern tech company (not consulting-into-startups). You've lived the growth story from the inside and know what it takes to build operational rigor in fast-moving environments.
- Experience leading or developing direct reports, with the appetite and trajectory to grow the RevOps function into a team you lead. We're hiring our founding RevOps operator with a clear runway to Head of RevOps as we scale.
- Deep hands-on expertise with HubSpot (strongly preferred) or a comparable CRM platform. You've administered, customized, and scaled it, not just used it.
- Strong analytical skills with advanced proficiency in Excel/Google Sheets and experience building dashboards in BI tools (e.g., Looker, Tableau, or HubSpot reporting). You think clearly about data and can defend your reasoning in real time.
- Experience supporting an enterprise sales motion with longer deal cycles, multiple stakeholders, and complex deal structures.
- A track record of building or significantly improving RevOps processes in a high-growth or startup environment. You're comfortable with ambiguity and know how to create structure without bureaucracy.
- You've shipped real AI-powered workflows in a RevOps or operations context using tools like Claude Code, Cursor, Zapier, Clay, or similar. You don't need to be a software engineer, but you've built things that actually run in production and materially change how the work gets done.
- Familiarity with sales tech ecosystems including outbound tools, enrichment platforms, conversation intelligence, and CPQ or deal desk workflows.
- Experience with compensation plan design and administration, including quota modeling and commission tracking.
- Strong project management instincts. You can juggle multiple workstreams, prioritize ruthlessly, and drive initiatives to completion.
- Excellent communication skills and the ability to partner effectively with sales leaders, marketers, finance, and executives.
- A bias toward action and pragmatism. You optimize for what moves the needle now while building toward long-term scalability.
- Exposure to AI/ML or technical products is a plus but not required. What matters is your ability to learn quickly and operate in a fast-moving technical environment.
Benefits
- Comprehensive medical (health, dental, and vision) insurance.
- 401(k) plan with 4% matching (or equivalent).
- Unlimited PTO. We strongly encourage at least 5 weeks each year.
- Mental health, wellness, and personal development stipends.
