Head of Revenue Operations

Theory Ventures; San Francisco (CA); Hybrid; USD 160,000 - 260,000; Full time

Job summary

Omni, the AI analytics platform, is hiring a Head of Revenue Operations in San Francisco. You will lead the RevOps team, own data-driven processes, and partner with Sales, Marketing, CS, Partnerships, and Finance to optimize growth and efficiency. The role combines strategic leadership with hands-on data work and AI-driven workflows.

You will manage forecasting, tooling, and cross-functional collaboration, reporting to the VP of Sales, and influence both pipeline and customer lifecycle outcomes.

Qualifications

• 5+ years in Sales Operations, Revenue Operations, or related roles.
• Experience leading lean RevOps teams in a B2B SaaS company.
• Ability to build and troubleshoot Salesforce workflows, data structures, automation, and integrations.
• Experience deploying AI or model-assisted workflows with measurable impact.
• Ability to build financial and capacity models linking pipeline, conversion, sales cycles, ramp, and retention.
• Comfort with SQL, spreadsheets, and BI tools to reconcile data and drive decisions.
• Trusted by senior leaders; able to justify headcount, tooling, or process changes.
• Built processes and infrastructure where little existed, with clear build/buy decisions.

Responsibilities

• Lead and develop the RevOps team with clear priorities and investments.
• Translate growth targets into operating plans with Finance and GTM leaders.
• Build and improve revenue systems, including Salesforce data structures and automation.
• Put AI into practical use for account research, data enrichment, and pipeline analysis.
• Make revenue data reliable with consistent metrics and reconciliations.
• Lead forecasting, quarterly business reviews, and board reporting; surface risks and actions.
• Develop sales enablement in collaboration with Sales and Product teams; measure effectiveness.
• Improve compensation and deal processes with cross-functional partners.
• Coordinate handoffs across sales, partnerships, and post-sales ops.

Skills

Sales Operations

Revenue Operations

SQL

Data modeling

Financial modeling

Forecasting

Leadership

Tools

Salesforce

BI tools

RevenueHero

LeanData

Everstage

Common Paper

Job description

About Omni

Omni is the AI analytics platform that turns company data into a trusted source of truth for AI. Built on a semantic model, Omni gives teams a governed context graph, so everyone gets the same trusted answer. Ask in plain English, refine in workbooks, or bring your data into tools like Claude, ChatGPT, Cursor, and Slack.

Our team has spent decades building data platforms, and we started Omni to fix problems we saw firsthand. Today, we help customers like Condé Nast, BambooHR, and Synthesia get better answers from their data. We're headquartered in San Francisco and have raised $217M from top investors including ICONIQ, Theory Ventures, and Redpoint Ventures. Our latest $120M Series C valued us at $1.5B.

If you like helping people get more from their data, come build with us. We’d love to hear from you.

The Role

We’re looking for a Head of Revenue Operations to build the systems, insights, and processes that support Omni’s next stage of growth. You’ll lead and develop the RevOps team while staying hands‑on with the data, workflows, and technology that help our go‑to‑market teams operate effectively. Partnering closely with Sales, Marketing, Customer Success, Partnerships, and Finance, you’ll translate company goals into actionable plans and improve how we acquire, retain, and expand customers. This role combines strategic leadership with direct execution, including using AI to improve the quality and speed of everyday work. You’ll report to the VP of Sales.

Responsibilities

• Lead and develop the RevOps team. Set clear priorities, coach team members, and build the case for investments in people and tools that address the company’s most important needs.

• Turn growth targets into operating plans. Partner with Finance and go‑to‑market leaders on headcount and capacity modeling, segmentation, territories, and rules of engagement, connecting investment decisions to pipeline, productivity, and retention.

• Build and improve our revenue systems. Stay hands‑on with Salesforce and connected tools, improving data structures, integrations, routing, onboarding, and automation while establishing clear ownership and documentation.

• Put AI into practical use. Identify and deploy workflows for areas such as account research, data enrichment, pipeline inspection, and analysis; validate outputs and measure adoption and business impact.

• Make revenue data reliable and useful. Establish consistent metric definitions, reconcile discrepancies across systems, and build reporting that helps teams understand performance and take action across the customer lifecycle.

• Strengthen forecasting and business reviews. Partner with leaders on pipeline inspection, forecasts, quarterly business reviews, and board reporting, surfacing risks, explaining performance, and recommending actions.

• Build and improve sales enablement. Partner with Sales, Product, and Product Marketing on onboarding, ongoing training, and certifications. Leverage data from the field to inform curriculum. Measure effectiveness through time to first win, quota attainment, win rates and ASP

• Improve compensation and deal processes. Partner with Sales, Finance, and Legal on quota setting, compensation planning, quoting, approvals, and deal desk workflows, with clear handoffs for payouts and monthly close.

• Connect sales, partnership, and post‑sales operations. Improve handoffs, customer health reporting, and renewal and expansion tracking so teams have the information and processes needed to manage customer relationships effectively.

About You

• You have 5+ years in Sales Operations, Revenue Operations, or other similar roles

• You’ve been an IC but also have at least a year of experience leading lean revenue or sales operations teams in a B2B SaaS business.

• You can personally build and troubleshoot Salesforce workflows, data structures, automation, and integrations—and explain the decisions behind what you built.

• You’ve deployed AI or model‑assisted workflows that people actually use. You can describe your contribution, how you validated the outputs, and the results.

• You can independently build and explain financial and capacity models connecting pipeline, conversion, sales cycles, rep ramp, retention, and investment. You understand unit economics and the differences between bookings, recurring revenue, recognized revenue, and cash.

• You’re comfortable investigating data with SQL, spreadsheets, and BI tools. You can reconcile conflicting numbers, recognize incomplete or misleading analysis, and make recommendations with clear assumptions.

• You’ve earned trust with senior leaders, constructively challenged assumptions, and resolved competing priorities. You can build a persuasive business case for headcount, tooling, or process changes.

• You’ve built processes and infrastructure where little existed before, making thoughtful decisions about what to build, buy, standardize, and document.

• You can deliver useful improvements quickly with imperfect information. You can explain what you prioritized, what you deferred, and how you adjusted based on results and feedback.

Nice to Haves

• Experience scaling a RevOps function at an early‑or growth‑stage SaaS company.

• Familiarity with analytics, business intelligence, or data infrastructure products.

• Experience with tools such as RevenueHero, LeanData, Everstage, or Common Paper, or comparable routing, compensation, and contract management systems.

• Experience supporting partnership programs or cloud marketplace sales.

Location

This is a hybrid role for candidates based in San Francisco (3 days per week in‑office). We are prioritizing finding someone in San Francisco who can collaborate in person with the team. Candidates based elsewhere in the US will work remotely.

Omni is an equal opportunity employer. We value diversity and encourage you to apply even if you don’t check every single box. Please, let us know if you need any reasonable accommodations during the interview process.