Revenue Operations Leader – GTM Systems & AI

Bison; San Francisco (CA); On-site; USD 300,000 - 350,000; Full time

Benefits offered by this job

Health, dental, and vision benefits

Unlimited PTO

Paid parental leave

Relocation support

Job summary

Thinking Machines Lab is seeking a Head of Revenue Operations to architect and own the systems, processes, and data powering our go-to-market organization, from first touch through pipeline and expansion. You will unify our revenue stack into a single operating system, spanning CRM, deal desk, reporting, and billing integration.

As the first revenue operations hire, you will own the function end to end and build the team over time.

Qualifications

• 12+ years in revenue operations, sales operations, or go-to-market systems roles at high-growth SaaS, API, or infrastructure companies, including leading the revenue operations function.
• Deep hands-on CRM administration experience, including pipeline management, forecasting, and reporting.
• Experience supporting usage-based pricing, including prepaid commitments, credits, and overages, as well as subscription or hybrid models.
• Experience designing sales compensation plans and implementing a commissions tool.
• A track record of personally building go-to-market processes and systems from scratch, not only managing teams that built them.
• Hands-on experience leading full system implementations, from vendor selection and requirements through testing and rollout.
• Strong SQL and data skills, with the ability to build your own reporting and analysis.
• Demonstrated ability to operate independently, prioritize across competing demands, and deliver hands-on before building a team.
• AI fluency: you actively use AI tools in your own work and are excited to apply them to go-to-market operations.
• Exceptional written and verbal communication, with the ability to partner credibly with go-to-market leaders and executives.

Responsibilities

• Own the go-to-market systems strategy and roadmap, including selecting, implementing, and integrating the tools our go-to-market team will rely on.
• Own the CRM as the system of record for pipeline, accounts, and deals, including data definitions, field governance, and lead and account routing.
• Build and maintain deal desk infrastructure, including quoting, approval rules, and routing for non-standard terms.
• Drive the forecast, go-to-market planning, and operating cadence with the Head of GTM and Finance, including segmentation by consumption potential, territories, capacity, and quotas.
• Drive sales compensation plan design with the Head of GTM, Compensation, and Finance, and lead the implementation of our commissions tool.
• Build go-to-market analytics, from funnel conversion and win rates to expansion and churn, and flag fast-growing self-serve customers for sales.
• Drive adoption of new tools and processes across the go-to-market team, and run a clear intake and prioritization process for systems requests.
• Partner with product and go-to-market teams to make new products and pricing changes operationally ready, from quoting through billing.
• Design the quote-to-cash process and customer data model across GTM, Legal, and Finance so data is entered once and trusted everywhere.
• Own the billing configuration and integrations that turn a signed deal into an accurate invoice.
• Automate manual work across the revenue stack, including with AI-assisted tooling.
• Build and lead the revenue operations team as the business scales.

Skills

Revenue operations

CRM administration

Usage-based pricing

Sales compensation

GTM processes

System implementations

SQL

Independent work

AI fluency

Executive communication

Tools

HubSpot

Ironclad

Metronome

Stripe

Anrok

ERPs

Hex

Job description

Thinking Machines Lab is seeking a Head of Revenue Operations to architect and own the systems, processes, and data powering our go-to-market organization, from first touch through pipeline and expansion. You will unify our revenue stack into a single operating system, spanning CRM, deal desk, reporting, and billing integration.

As the first revenue operations hire, you will own the function end to end and build the team over time.