Director, Revenue Operations

Find Operators; San Francisco (CA); Hybrid; USD 258,000 - 322,000; Full time

Job summary

Brex is hiring a Director of Revenue Operations to own the operating model for AE, SDR, and Partnerships motions. You will report to the Head of Revenue Operations as a strategic leader, setting coverage models, incentive architecture, and operating cadence for your teams.

You will manage a team of RevOps managers and individual contributors, balancing speed, rigor, and scale across your domain. You will lead a team of 6+ professionals, be the decision maker on tradeoffs, and coach your team to

Qualifications

• 8+ years in revenue operations, sales strategy, or sales operations with 2+ years of people management; fintech/SaaS preferred.
• Passion for coaching and developing a team with varying experience levels.
• Strong understanding of sales funnels, processes, and methodologies in a scaled revenue org, including partners.
• Proven ability to operate in a complex cross-functional environment to deliver outcomes.
• Direct experience owning incentive compensation design and coverage models for AE/SDR at scale.
• Problem solving skills and collaborative Rev Ops approach.
• Ability to influence with or without authority; strong executive communication.
• Extensive Salesforce and GTM systems experience; examples of AI-driven efficiency improvements.
• Analytical mindset and quick interpretation of data; strong modeling and documentation skills.

Responsibilities

• Be a trusted business partner to the SVP Sales, owning and improving strategies, coverage models, operating rhythms, efficiency, and incentive structures.
• Lead initiatives with enablement, data, finance, systems, marketing, operations to support partners and implement improvements.
• Own and improve 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 AEs, SDRs, and Partnerships.
• Present to senior leaders on business strategy, segment performance, and analytical deep dives.
• Drive annual GTM planning with partners, finance, and teams to align strategy and incentives.
• Identify efficiency improvements in Rev Ops, including processes, reporting, and automation leveraging AI.

Skills

RevOps leadership

Sales strategy

Coaching

Stakeholder management

Salesforce

AI-driven improvements

Data interpretation

Tools

Salesforce

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 San Francisco 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 experience owning incentive compensation design and coverage models for AE and SDR organizations at scale
• Strong problem solving skills and collaborative approach to solutioning within and outside of Rev Ops
• Ability to influence with or without authority, strong stakeholder management and executive communication skills
• Extensive experience with Salesforce and other GTM systems, including examples of AI-driven efficiency improvements
• Analytical mindset with the ability to quickly interpret data and quickly understand complex models
• Strong attention to detail including modeling, communication, and documentation

Compensation

The expected salary range for this role is $258,000 - $322,000. However, the starting base pay will depend on a number of factors including the candidate’s location, skills, experience, market demands, and internal pay parity. Depending on the position offered, equity and other forms of compensation may be provided as part of a total compensation package.