Sr. Director, Revenue Operations

About Us Observe.AI is the enterprise-grade Customer Experience AI platform that unifies conversations, intelligence, and action to turn contact centers into performance engines. Built to optimize the full lifecycle of human and AI agents, Observe.AI enables enterprises to automate customer interactions, augment agent performance, and deliver governed AI at scale. On a single platform, Observe.AI combines Voice and Chat AI Agents, real-time AI Copilots, and Conversation Intelligence with 100% interaction coverage for quality, compliance, and performance management. Trusted by brands like DoorDash, Affordable Care, Signify Health, and Verida, Observe.AI delivers fast time-to-value, measurable ROI, and consistent, high-quality customer experiences across every channel. Why Join Us Observe.AI is the leading AI Agent platform for CX. We don’t just provide insights; our AI Agents and Copilots take action to drive massive business value. As Sr. Director of Revenue Operations reporting to the CFO, you will own and architect the operating system that powers our next phase of global growth.. In this high-visibility role, you will build a world-class RevOps function from the ground up – moving beyond CRM management to design a predictive revenue machine. This isn't just about managing Salesforce; you will unify Sales, Marketing, Customer Success, and Partnerships under a single operating model, harmonizing enterprise direct sales with a rapidly growing partner ecosystem. By integrating product-usage signals with GTM strategy, you will enable faster, smarter decision-making and unlock scalable revenue growth in the evolving Agentic AI landscape. If you’re excited about driving high-impact, data-led decision-making and enabling a world-class GTM engine, while partnering closely with leadership to scale Observe.AI’s revenue in the fast-evolving AI landscape, this role offers the opportunity to create significant strategic and operational impact. What You’ll be Doing GTM Strategy & Alignment 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. Systems & Infrastructure 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. Analytics & Forecasting 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. Enablement & Productivity 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. Deal Desk & Commercial Strategy 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. Leadership 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. What You Bring to the Role 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. Why You’ll Love It Here 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 Autonomy and Agency: Play a meaningful role in scaling a category-defining GenAI platform transforming the future of customer experience. Salary Range The base salary compensation range targeted for this full-time position is $225,000 - $270,000 per annum. Compensation may vary outside of this range depending on a number of factors, including a candidate’s qualifications, skills, competencies and experience. Base pay is one part of the Total Package that is provided to compensate and recognize employees for their work, and this role may be eligible for additional discretionary bonuses/incentives and equity (in the form of options). This salary range is an estimate, and the actual salary may vary based on the Company’s compensation practices. Our Commitment to Inclusion and Belonging Observe.AI is an Equal Employment Opportunity employer that proudly pursues and hires a diverse workforce. Observe AI does not make hiring or employment decisions on the basis of race, color, religion or religious belief, ethnic or national origin, nationality, sex, gender, gender identity, sexual orientation, disability, age, military or veteran status, or any other basis protected by applicable local, state, or federal laws or prohibited by Company policy. Observe.AI also strives for a healthy and safe workplace and strictly prohibits harassment of any kind. We welcome all people. We celebrate diversity of all kinds and are committed to creating an inclusive culture built on a foundation of respect for all individuals. We seek to hire, develop, and retain talented people from all backgrounds. Individuals from non-traditional backgrounds, historically marginalized or underrepresented groups are strongly encouraged to apply. If you are ambitious, make an impact wherever you go, and you're ready to shape the future of Observe.AI, we encourage you to apply. For more information, visit www.observe.ai. #LI-HYBRID