Director, Revenue Operations

Groq, Inc.; New York (NY); Ibrido; USD 259.000 - 351.000; Tempo pieno

Descrizione del lavoro

Groq, Inc. is seeking a senior leader to build and scale Revenue Operations across the go‑to‑market organization. You will own the systems, processes, and rhythms from quote to renewal, shaping data, pricing, and order‑to‑cash flows.

You’ll partner with Sales, GTM Finance, Accounting, Legal and Platform to enable reliable, scalable commercial execution. You will establish a scalable operating model for Deal Desk, CRM/CPQ/CLM, and billing operations, drive best‑practice adoption, and lead a

Competenze

• 10+ years of experience across Revenue Operations, Deal Desk, Sales Operations, or Business Operations with leadership experience.
• Deep experience running Deal Desk operations end to end including intake, CPQ quoting, approval frameworks, pricing exceptions, contract coordination, signature and booking.
• Hands‑on ownership of CRM, CPQ, CLM, and related systems with understanding of data models, workflows, integrations and controls.
• Experience with usage‑based or consumption-based billing models and understanding of entitlements, metered usage, rating, and invoicing.
• Experience with territory and quota administration, pipeline management, forecasting cadences, and variable compensation operations.
• Strong financial and commercial judgment with ability to partner with Finance on deal economics, margins, terms, and ramps.
• Proven track record building processes and operating mechanisms in fast-changing environments.
• Strong cross-functional leadership to drive execution across Sales, Finance, Accounting, Legal, and Platform.
• High ownership, urgency, and operational rigor with focus on scalable processes.
• Clear communication translating complex commercial, financial, and systems issues into actionable decisions.

Mansioni

• Build and lead Revenue Operations; establish operating model, processes, controls, and team structure.
• Own end‑to‑end Deal Desk execution from quote to booking and onboarding, including CPQ and approvals.
• Scale commercial systems (CRM, CPQ, CLM, billing) and data workflows with IT and Finance.
• Build scalable usage and billing operations mapping metered usage to entitlements and invoicing.
• Improve customer-facing commercial operations including billing coordination and SLA tracking.
• Lead core Sales Operations, including territory design, quota administration, forecast cadence, and variable compensation.
• Own post-sale workflows for renewals, expansions, cancellations, and change orders.
• Create visibility and discipline via reporting controls on pricing, pipeline, usage, and commitments.

Conoscenze

Revenue Ops leadership

Deal Desk end-to-end

CRM CPQ CLM

Billing operations

Forecasting & quotas

Strumenti

CRM

CPQ

CLM

Billing systems

Descrizione del lavoro

Mission

Build and lead the Revenue Operations function that connects Groq’s go-to-market organization to the commercial and financial operations of the business. You will own the systems, processes, and operating rhythms that move opportunities from quote through contract, booking, billing, renewal, and expansion.

This role will build a scalable operating foundation across Deal Desk, revenue systems, usage and billing operations, and Sales Operations. You will partner closely with Sales, GTM Finance, Accounting, Legal, and Platform to improve execution, increase visibility, and create a reliable commercial engine that can scale with the business.

Location

This role will be based in one of our three hiring hubs: the Dallas, San Francisco, or New York City area. The person hired for this role must be based in one of these three areas. You’ll have the flexibility to work remotely while we establish our local Groq office, with the expectation that this role will transition to onsite once the office opens.

Responsibilities & opportunities in this role

• Build and lead Revenue Operations. Establish the operating model, processes, controls, and team structure for a scalable Revenue Operations function. Hire, develop, and lead the team as Groq’s commercial organization grows.
• Own Deal Desk execution end to end. Create a clear intake process and drive deals from quote through booking and customer onboarding, including CPQ and order-form creation, approval routing, pricing exception tracking, Legal coordination, signature, and booking readiness.
• Scale commercial systems and processes. Own the CRM, CPQ, CLM, and billing operating stack in partnership with IT and Finance. Prioritize the systems roadmap, manage vendors and integration resources, and ensure data models and workflows support reliable execution and reporting.
• Build scalable usage and billing operations. Own the operational process that maps metered usage, including GPU-hours and tokens, to contractual entitlements and rated, billable usage. Partner with Finance and Accounting to reduce manual reconciliation and create a reliable handoff from usage through invoicing and revenue processes.
• Improve customer-facing commercial operations. Own billing coordination, customer SLA tracking and reporting, and usage reporting. Build clear processes that give internal teams and customers consistent visibility into contractual and usage-related information.
• Lead core Sales Operations. Partner with Sales leadership on territory and quota design and administration, pipeline hygiene, and forecast cadence. Partner with GTM Finance on forecast submissions, pipeline reviews, and variable compensation design and calculation.
• Own post-sale commercial workflows. Establish and operate consistent processes for renewals, expansions, cancellations, and change orders, with clear visibility across Sales and Finance.
• Create visibility and operating discipline. Build reporting and controls around pricing exceptions, approvals, pipeline, customer commitments, usage, and other critical commercial workflows so leaders can identify trends and make informed decisions.
• Partner across the business. Serve as a key operational partner across Sales, GTM Finance, Accounting, Legal, and Platform, clarifying ownership and improving handoffs across the deal lifecycle.
• Shape the function as Groq scales. Determine how Revenue Operations should evolve across product verticals and geographies, balancing near‑term execution with durable systems and processes that can support future growth.

Ideal candidates have/are

• 10+ years of experience across Revenue Operations, Deal Desk, Sales Operations, or Business Operations, including meaningful experience leading teams and building or scaling a Revenue Operations function.
• Deep experience running Deal Desk operations end to end, including intake, CPQ quoting, approval frameworks, pricing exceptions, contract coordination, signature, and booking.
• Hands‑on experience owning CRM, CPQ, CLM, and related commercial systems, with a strong understanding of the underlying data models, workflows, integrations, and controls.
• Experience with usage‑based or consumption‑based billing models and a strong understanding of how contractual entitlements and metered usage flow through rating, invoicing, and downstream financial processes.
• Experience with territory and quota administration, pipeline management, forecasting cadences, and variable compensation operations.
• Strong financial and commercial judgment, with the ability to partner effectively with Finance on deal economics, pricing structures, margins, payment terms, ramps, and other commercial considerations.
• A track record of building processes and operating mechanisms in fast‑changing environments, with the judgment to distinguish what needs structure now from what should scale over time.
• Strong cross‑functional leadership skills and the ability to drive execution across Sales, Finance, Accounting, Legal, technical teams, and other stakeholders without relying solely on formal authority.
• A high degree of ownership, urgency, and operational rigor, with a focus on eliminating friction and building reliable, scalable processes.
• Clear communication and the ability to translate complex commercial, financial, and systems issues into practical decisions and actions.

Preferred experience includes

• AI infrastructure, cloud infrastructure, data center, consumption‑based software, or other capacity‑driven business models.
• Experience operating in an environment where contract structure and quality are important inputs to financial planning and reporting.
• Experience partnering closely with GTM Finance, Strategic Finance, or a similar finance organization.

Why Join Us

• Purposeful Hiring: You’re not here by accident, and neither is anyone else. Every teammate is handpicked with intention because who we build with matters.
• Builders Wanted: You’re not just riding the rocket ship, you’re building it. Your work directly shapes the trajectory of our company.
• Mission‑Driven Work: We’re here to make a real impact. Our mission fuels everything we do.
• Tackling Hard Problems: If easy isn’t your thing, you’re in the right place. We solve some of the most complex and exciting challenges in our space.
• Excellence Is The Standard: High performance isn’t just encouraged, it’s the baseline. And it’s contagious.

Compensation

Groq is committed to providing competitive compensation through our Total Cash philosophy, which incorporates potential bonus value directly into base pay. The total cash salary range for this position, which is inclusive of the potential bonus value, is $259,300-$350,800, with individual placement determined by your geographic location, experience, skills, and alignment with internal compensation standards. This range is specific to candidates located in the United States. Compensation for international candidates will vary based on local market dynamics. Beyond cash compensation, Groq also offers a Long‑Term Incentive (LTI) Program and a robust suite of employee benefits.