Director, Revenue Operations

Aircall; Seattle (WA); On-site; USD 200,000 - 240,000; Full time

Benefits offered by this job

Medical, dental & vision insurance

401k with company matching

Unlimited PTO

Wellness reimbursements

Childcare reimbursement

Parental leave

Job summary

Aircall, a unicorn AI-powered customer communications platform, is seeking a Director of Revenue Operations in Seattle. You will own Acquisition Ops end to end, drive AI-enabled seller productivity, and lead Sales Ops and Partner Ops to scale our GTM engine.

You will partner with the CRO and GTM leaders to standardize data, forecasting, and territory design, building a single source of truth in Salesforce. Fluency in English and 7+ years of leadership in fast-growth B2B SaaS are required.

Qualifications

• 7+ years in revenue operations or GTM, with leadership experience.

Responsibilities

• Own Acquisition Ops end to end across the acquisition motion, ensuring consistent stages, clean data, accurate forecasting, and predictable conversion.
• Build and run an AI Ops capability that embeds AI into SDR/BDR/AE workflows, including playbooks, tooling, adoption, and metrics.
• Lead Sales Ops and Partner Ops teams to raise rigor and partnership across the acquisition org and partner ecosystem.
• Define the weekly, monthly, and quarterly operating cadences to keep the business on track across Marketing ↔ XDR ↔ PAM → AE/SE → AM/CE/FDE.
• Build a single source of truth with Data and GTM Systems, ensuring clean data architecture and trusted dashboards for leadership and the field.
• Shift RevOps from control to growth enabler, driving reliability, insight, and impact across the go-to-market engine.

Skills

Revenue operations leadership

GTM operations

Sales forecasting

AI tooling adoption

Cross-functional leadership

Education

Bachelor's degree (preferred)

Tools

Salesforce

Job description

Aircall is a unicorn, AI‑powered customer communications platform used by 22,000+ companies worldwide to drive revenue, resolve issues faster, and scale customer‑facing teams. We’re redefining customer communications by bringing voice, SMS, WhatsApp, and AI together into one seamless workspace.

Our momentum comes from a simple idea: help teams work smarter, not harder. Aircall’s AI Voice Agent automates routine calls, AI Assist streamlines post‑call work, and AI Assist Pro delivers real‑time guidance so people can do their best work. The result is higher revenue, faster resolutions, and teams that scale with confidence.

Aircall is headquartered in Paris, our European HQ, with a strong North American presence anchored in Seattle, our North American HQ, and teams across Madrid, London, Berlin, San Francisco, New York City, Sydney, and Mexico City.

At Aircall, you’ll join a company in motion. We’re ambitious, product‑driven, and execution‑focused, with visible impact, fast decisions, and real growth.

How we work at Aircall: We’re customer‑obsessed, data‑driven, and focused on delivering meaningful outcomes. We value ownership, continuous learning, and thoughtful speed. If you thrive in a collaborative, fast‑moving environment where trust and impact matter, you’ll feel at home here.

About the Role

Revenue Operations (RevOps) sits at the center of how Aircall plans, prioritizes, and executes across our go‑to‑market organization. As we scale toward our next stage of growth and pivot from a cloud telephony business to an AI communications platform, the way we acquire customers — and the way our field teams sell — has to evolve just as fast. We’re looking for a Director, Revenue Operations to own Acquisition & AI Ops: the engine behind how we generate pipeline, convert net new sales, and operationalize AI across every field‑facing seller.

As a Director, Revenue Operations, You Will:

• Own Acquisition Ops end to end. Lead the Qualified Pipeline (QP) and Net New Sales (NNS) processes across the acquisition motion — from marketing and XDR (SDR/BDR) handoffs through PAM, AE, and SE — ensuring consistent stages, clean data, accurate forecasting, and predictable conversion.
• Operationalize AI across the field. Build and run a new AI Ops capability that embeds AI into the daily workflows of SDRs, BDRs, AEs, PAMs, etc. — from prospecting and call intelligence to next‑best‑action, forecasting, and pipeline hygiene. Define the playbooks, tooling, adoption, and metrics that turn AI into measurable seller productivity.
• Lead Sales Ops and Partner Ops. Manage and develop the Sales Ops and Partner Ops teams, setting the standard for rigor, responsiveness, and business partnership across the acquisition org and our partner ecosystem.
• Drive one GTM operating model. Partner with the CRO, GMs, and your Customer Ops and Revenue Planning & Insights peers to deliver consistent stages, data, and forecasting across the full revenue lifecycle (Marketing <> XDR <> PAM → AE/SE → AM/CE/FDE), and to design the weekly, monthly, and quarterly operating cadences that keep the business on track.
• Partner across the RevOps function. Work hand in hand with Customer Ops (AM Ops, CE Ops, FDE Ops, SE Ops, Support Ops) on land‑and‑expand and retention motions, and with Revenue Planning & Insights (planning, analytics, PMO, commissions) on targets, capacity, territory and quota design, comp plans, and reporting — so acquisition and customer motions operate as one system.
• Build the systems and single source of truth. Partner with Data and GTM Systems to ensure the tooling, data architecture, and dashboards behind acquisition and AI Ops are clean, scalable, and trusted by leadership and the field alike.
• Shift the perception of RevOps. Move RevOps from a function that controls the business to one that demonstrably helps it grow — earning the right to lead through reliability, insight, and impact.

A Little More About You:

• 7+ years in revenue operations, sales/GTM operations, or a related function, including significant experience leading and scaling teams — ideally in a fast‑paced, high‑growth B2B SaaS environment.
• Deep expertise in the acquisition motion: pipeline generation (PG), qualified pipeline (QP), and net new sales (NNS) processes, sales forecasting, territory and quota design, and conversion optimization across SDR/BDR, AE, and partner‑led motions.
• A track record of operationalizing AI or new tooling for field sellers — not just evaluating tools, but driving adoption, building workflows, and proving productivity impact at scale.
• Strong systems and data fluency; comfortable partnering with Data and Systems teams on architecture, reporting, and a trustworthy single source of truth (Salesforce and the broader GTM stack).
• Excellent cross‑functional leadership and stakeholder management; you can align a CRO, GMs, Finance, and operations peers around one operating model and hold the line on consistency.
• A builder’s bias: you turn ambiguity into repeatable process and structure, and you genuinely enjoy making large GTM teams run better.
• Clear written and verbal communication; fluency in English.
• Nice to have: experience standing up an AI Ops or sales productivity function, and familiarity with land‑and‑expand, NRR, and commissions/incentive design.

$200,000 - $240,000 a year

This is not including bonus, equity, and other benefits. The actual salary offered will carefully consider a wide range of factors, including your skills, qualifications, and experience.

Why Join Us?

• Key moment to join Aircall in terms of growth and opportunities
• Our people matter; work‑life balance is important at Aircall
• Fast‑learning environment, entrepreneurial and strong team spirit
• 45+ nationalities: cosmopolitan & multicultural mindset
• Competitive salary package & benefits
• Medical, dental, and vision insurance is 100% covered
• 401k plan with company matching
• Unlimited PTO — take the time you need to come to work feeling great!
• Wellness, internet, and childcare reimbursements
• Generous parental leave policy

DE&I Statement

At Aircall, we believe diversity, equity and inclusion – irrespective of origins, identity, background and orientations – are core to our journey.

We pride ourselves on promoting active inclusion within our business to foster a strong sense of belonging for all. We’re working to create a place filled with diverse people who can enrich and learn from one another. We’re committed to ensuring that everyone not only has a seat at the table but is valued and respected at it by providing equal opportunities to develop and thrive.

We will constantly challenge ourselves to make sure that we live up to our ambitions around diversity, equity and inclusion, and keep this conversation open. Above all else, we understand and acknowledge that we have work to do and much to learn.

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