Head of Revenue Operations

Theory Ventures; San Francisco, Northern (CA, KY); On-site; USD 180,000 - 280,000; Full time

Benefits offered by this job

Health insurance

Dental insurance

Vision insurance

401(k) Plan

Unlimited PTO

Job summary

Omni, a San Francisco-based AI analytics platform, seeks a Head of Revenue Operations to build systems, insights, and processes supporting growth. You will lead the RevOps team, partner with Sales, Marketing, Customer Success, Partnerships, and Finance, and stay hands-on with data, workflows, and tools to improve acquisition, retention, and expansion.

You will drive forecasting, tools, and governance, including AI-enabled workflows and a data-driven approach to revenue.

Qualifications

• 5+ years in Sales Operations, Revenue Operations, or similar roles.
• IC with at least 1 year leading lean RevOps teams in a B2B SaaS.
• Ability to build and troubleshoot Salesforce workflows, data structures, automation, and integrations.
• Experience deploying AI or model-assisted workflows with measurable impact.
• Ability to model pipeline, bookings, retention, and investment with clear assumptions.
• Proficiency in SQL, spreadsheets, and BI tools for data reconciliation.

Responsibilities

• Lead and develop the RevOps team with clear priorities and investments.
• Translate growth targets into headcount, capacity, and territory plans.
• Manage revenue systems including Salesforce, data structures, and automations.
• Deploy AI-driven workflows for account research, data enrichment, and pipeline analysis.
• Establish consistent revenue metrics and reconcile data across systems.
• Support forecasting, quarterly business reviews, and board reporting.
• Improve deal processes, quotas, and incentive design with cross-functional partners.
• Connect sales, partnerships, and post-sales operations for streamlined handoffs.

Skills

Sales Ops

Revenue Ops

Salesforce

AI workflows

SQL & BI

Forecasting

Headcount planning

Tools

Salesforce

SQL

BI tools

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 enterprises a governed context graph for analytics and AI. Teams use Omni to ask questions in plain English, refine answers in workbooks, and bring trusted data into tools like Claude, ChatGPT, Cursor, and Slack. Based in San Francisco, CA, Omni has raised $217M from the world's top investors, including ICONIQ, Theory Ventures, First Round Capital, Redpoint Ventures, and GV. Its latest $120M Series C valued the company at $1.5B.

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.

• 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.

Why Join Us

• Passionate, supportive team with extensive experience in the space (including founders from Looker and Stitch Data) all working together to win as a team

• Health, dental, and vision insurance

• 401(k) Plan (for US-based roles)

• Unlimited PTO

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.