Director, Revenue Operations

EngineersOfAI; New York (NY); On-site; USD 180,000 - 240,000; Full time

Benefits offered by this job

Hybrid work model

Remote work 4 weeks/year

Job summary

Brex is hiring a Director of Revenue Operations to own the operating model for our AE, SDR, and Partnerships motions. You will report into the Head of Revenue Operations as a strategic leader.

This role sets the coverage model, incentive architecture, and operating cadence for the teams you support, and is accountable for their overall performance. You'll manage a team of RevOps managers and individual contributors, and be the decision maker on tradeoffs between speed, rigor, and scale across

Qualifications

• 8+ years in revenue operations, sales strategy, or sales ops, with at least 2+ years managing managers; fintech or SaaS preferred
• Passion for coaching and developing a team with varying levels of experience
• Understanding of sales funnels, processes, and methodologies in a scaled revenue org, including with partners
• Proven ability to operate in a complex cross-functional environment to deliver outcomes

Responsibilities

• Be a trusted business partner to the SVP Sales in owning and improving the strategies, coverage models, operating rhythms, efficiency, and incentive compensation structure to drive revenue growth
• Lead initiatives with enablement, data, finance, systems, marketing, operations, and other revenue operations team members to support your business partners and implement improvements
• Own and improve upon cadences for forecasting, pipeline, capacity planning, rep productivity, territory carving, quota setting, and incentive design
• Lead and develop a team of 6+ supporting New Business Account Executives, Sales Development Representatives, and the Partnerships Organization
• Present to senior leaders on business strategy, segment performance, and analytical deep dives
• Drive the annual planning process for the GTM teams you support, working closely with business partners, finance, and other teams to set the strategy, align incentives, and ensure operational excellence
• Identify and prioritize efficiency improvements within the Rev Ops org, including processes, reporting, and automation leveraging AI or other tools.

Skills

Revenue operations

Sales strategy

Team management

Coaching

Cross-functional collaboration

Job description

Why join us

Brex is the intelligent finance platform that enables companies to spend smarter and move faster in more than 200 markets. By combining global corporate cards and banking with intuitive spend management, bill pay, and travel software, Brex enables founders and finance teams to accelerate operations, gain real-time visibility, and control spend effortlessly. Brex’s AI-native automation and world-class service eliminate manual expense and accounting tasks for customers so they can focus on what matters most. Tens of thousands of the world's best companies run on Brex, including DoorDash, Coinbase, Robinhood, Zoom, Plaid, Reddit, and SeatGeek.

Working at Brex allows you to push your limits, challenge the status quo, and collaborate with some of the brightest minds in the industry. We’re committed to building a diverse team and inclusive culture and believe your potential should only be limited by how big you can dream. We make this a reality by empowering you with the tools, resources, and support you need to grow your career.

Sales at Brex

The Sales team is the driving factor behind revenue for Brex and every member of our team directly affects our bottom line. We focus on generating new opportunities, acquiring new customers, and building even stronger relationships with our current customers. Our winning culture recognizes big team wins and celebrates individual accomplishments. We ensure that top performers are recognized and have built a competitive environment to motivate and unify the team.

What you’ll do

Brex is hiring a Director of Revenue Operations to own the operating model for our AE, SDR, and Partnerships motions. You will report into the Head of Revenue Operations as a strategic leader. This role sets the coverage model, incentive architecture, and operating cadence for the teams you support, and is accountable for their overall performance. You'll manage a team of RevOps managers and individual contributors, and be the decision maker on tradeoffs between speed, rigor, and scale across your domain. This role requires someone who can move fluidly between executive-level narratives and the underlying mechanics that drive performance and coach their team to do the same.

Where You'll Work

This role will be based in our New York office. We are a hybrid environment that combines the energy and connections of being in the office with the benefits and flexibility of working from home. We currently require a minimum of three coordinated days in the office per week, Monday, Wednesday and Thursday. As a perk, we also have up to four weeks per year of fully remote work!

Responsibilities

• Be a trusted business partner to the SVP Sales in owning and improving the strategies, coverage models, operating rhythms, efficiency, and incentive compensation structure to drive revenue growth


• Lead initiatives with enablement, data, finance, systems, marketing, operations, and other revenue operations team members to support your business partners and implement improvements


• Own and improve upon cadences for forecasting, pipeline, capacity planning, rep productivity, territory carving, quota setting, and incentive design


• Lead and develop a team of 6+ supporting New Business Account Executives, Sales Development Representatives, and the Partnerships Organization


• Present to senior leaders on business strategy, segment performance, and analytical deep dives


• Drive the annual planning process for the GTM teams you support, working closely with business partners, finance, and other teams to set the strategy, align incentives, and ensure operational excellence


• Identify and prioritize efficiency improvements within the Rev Ops org, including processes, reporting, and automation leveraging AI or other tools.

Requirements

• 8+ years of experience in revenue operations, sales strategy, or sales operations with at least 2+ years managing managers; preferably at a Fintech or SaaS company


• A passion for coaching and developing a team with varying levels of experience


• Comprehensive understanding of sales funnels, processes, and methodologies in a scaled revenue organization, including with partners


• Demonstrated success operating in a complex cross functional environment to deliver impactful outcomes


• Direct ex