Senior Director of Revenue Operations at Shelf

, , -

Full Time

Start Date

Immediate

Expiry Date

03 Feb, 26

Salary

160000.0

Posted On

05 Nov, 25

Experience

5 year(s) or above

Remote Job

Yes

Telecommute

Yes

Sponsor Visa

Skills

Revenue Operations, Sales Operations, Marketing Operations, GTM Strategy, Data Analysis, Salesforce, Automation, Forecasting, KPI Management, Customer Success, B2B SaaS, Lead Generation, Process Optimization, Cross-Functional Collaboration, Strategic Planning, Data Integrity

Industry

technology;Information and Internet

Description

About Shelf: There is no AI Strategy without a Data Strategy. Getting GenAI to work is mission critical for most companies but 90% of AI projects haven't deployed. Why? Poor data quality - it is the #1 obstacle companies have in getting GenAI projects into production. We've helped some of the best brands like Amazon, Mayo Clinic, AmFam, and Nespresso solve their data issues and deploy their AI strategy with Day 1 ROI. Simply put, Shelf unlocks AI readiness. We provide the core infrastructure that enables GenAI to be deployed at scale. We help companies deliver more accurate GenAI answers by eliminating bad data in documents and files before they go into an LLM and create bad answers. Shelf is partnered with Microsoft, Salesforce, Snowflake, Databricks, OpenAI and other big tech players who are bringing GenAI to the enterprise. Our mission is to empower humanity with better answers everywhere. Job Description We’re looking for a strategic, systems-oriented Senior Director of Revenue Operations to build and scale the operational engine behind our go-to-market teams. This role sits at the intersection of data, process, and execution—owning the infrastructure that powers pipeline generation, sales productivity, customer retention, and revenue forecasting. As a key member of the GTM leadership team, you’ll work cross-functionally to drive growth efficiency and predictability across the full customer lifecycle. You’ll architect and optimize how Marketing, Sales, and Customer Success work together to win and retain enterprise clients. This is a high-impact role for someone who can toggle between strategic planning and hands-on systems work—and wants to help shape the trajectory of a breakout SaaS company. About the Role This role is laser-focused on one thing: revenue acceleration. As the Senior Director of Revenue Operations, you’ll architect, align, and optimize the entire go-to-market (GTM) engine—from lead to renewal to expansion. You'll combine strategic thinking with systems expertise to ensure predictable growth, improve conversion across every stage of the funnel, and enable Sales, Marketing, and Customer Success to hit their targets. You’ll work closely with executive leadership to refine KPIs, manage GTM systems, and build the operational infrastructure needed to drive adoption of our AI platform and take us through Series C and beyond. If you're a high-impact operator with a proven track record of scaling SaaS revenue, we want to hear from you. Key Responsibilities 1. Own the GTM Operating System Implement the Revenue Architecture Methodology by Revenue by Design Implement and continuously improve full-funnel processes across Marketing, Sales, and Customer Success. Define and enforce lead lifecycle stages, handoff criteria, SLAs, and territory/account structures. Ensure the smooth orchestration of the buyer journey—from lead to closed-won and beyond. 2. Revenue Intelligence & Forecasting Own forecasting methodologies, reporting infrastructure, and KPI frameworks across GTM teams. Deliver executive dashboards that clearly communicate funnel health, stage conversions, sales velocity, CAC, retention, and LTV. Establish attribution and ROI models that inform go-to-market strategy and investment. 3. Data, Systems, and Automation Manage the GTM tech stack (Salesforce, Pardot, ZoomInfo, Segment/Rudderstack, Optimizely/VWO, etc.). Drive automation and data integrity across systems. Partner with engineering and analytics to unify data sources and maintain a clean, actionable single source of truth. 4. Pipeline & Process Optimization Analyze the performance of each funnel stage and identify bottlenecks, gaps, and opportunities. Work cross-functionally to improve stage conversion, accelerate time-to-revenue, and reduce customer acquisition costs. Optimize outreach, lead scoring, routing, and account prioritization strategies. 5. Enablement & Strategic Planning Support annual and quarterly revenue planning, including target setting, territory design, and quota modeling. Partner with Sales Enablement and Marketing to equip GTM teams with insights, tools, and processes needed to succeed. Drive operational alignment across departments, ensuring everyone is executing toward shared goals. Qualifications 3 – 5 years of experience in Revenue Operations, Sales/Marketing Ops, or GTM Strategy. Proven track record in B2B SaaS, preferably with experience in AI, data, or developer-focused platforms. Deep knowledge of Salesforce and adjacent GTM systems (e.g., Pardot, ZoomInfo, Segment/Rudderstack, Optimizely/VWO). Strong analytical and financial acumen; fluency in CAC, LTV, funnel metrics, and cohort analysis. Comfortable working cross-functionally and influencing executive stakeholders. Thrives in a fast-paced, high-growth environment and excels at balancing strategy with execution. Bachelor's degree required; advanced degree a plus. Success Metrics (First 12 Months) Increase marketing-to-sales conversion and funnel velocity by 20–30%. Improve sales forecasting accuracy to within 5–10%. Reduce CAC by 15–25% through process optimization and improved targeting. Operationalize clear attribution, lifecycle stage definitions, and reporting dashboards across GTM. Drive significant improvement in data quality and cross-functional GTM alignment. Ready to architect the next phase of growth in a company building the future of AI? We want to hear from you. What We Offer: Competitive salary: $125,000 - $160,000 Generous equity grant in the form of company stock options Open PTO Comprehensive health and wellness packages Location: NYC Metro Area or SF Metro Area. Job is remote with flexibility to meet onsite in Stamford, CT as needed Why Shelf: GenAI will be at least a $4 Trillion market by 2032 and Shelf is a core infrastructure that enables GenAI to be deployed at scale Our Leadership Team has deep knowledge management and AI domain expertise and enterprise SaaS background to execute this plan We've been helping our customers prevent knowledge mismanagement since our founding in 2017 We have raised over $60 million in funding and our investors include Tiger Global, Insight Partners, Connecticut Innovations, and others We have high velocity growth powered by the most innovative product in our category, 3X growth for 3 years in a row We now have over 100 employees in multiple U.S. states and European countries, and we have ambitious hiring goals over the next few months Our Values: Quality - We’re united by our focus on world‑class Quality. Quality in all things – starting with everything that leaves your desk. Everything you touch – every email, report, campaign, and piece of code – should be outstanding. Your work product should blow people away. Having people look at what you’ve done and say, “Wow.” That’s the standard here. Remember that how you do anything is how you do everything. Focus on craftsmanship—your ability to make things better. Momentum - for us means that you should know that the things you’re responsible for are moving forward. When you look around and see something that’s stalled, get it moving again. We pride ourselves on “ball movement.” When your boss or team leaves you with something, they should return to see measurable progress. Small, continuous movement is our recipe for success. Constantly look for how to make the work around you move forward. We want you to initiate solutions, ideas, and progress. Don’t wait for it to come to you—reach out and create movement. All the time. Accountability - We expect every team member to feel that they are accountable for more than anyone might normally expect. Each of us should feel real responsibility for things even at the edge of our control. We consistently share and align on expectations, give each other open and respectful feedback, and use those two drivers to ensure that every agreement we make with one another is clear and complete. Hard Work - We’re here to do something difficult together. We care intensely about the mission and we expect that from our teammates. That care means that we work hard here. Hard work comes with long hours, extra effort…and real opportunity at Shelf. Your passion for creating and sustaining output is a part of our DNA. Support each other, cheer each other on, drive the mission forward. Great teams sustain intense effort together to win. Learning Agility - We’re innovating in one of the fastest‑moving spaces in history at a time of accelerating global change. That’s incredibly exciting and requires each of us to commit fully to learning each and every day so that we can be the best at what we do. None of us know everything. All of us can learn anything. Staying open and constantly curious is a key success driver at Shelf. It also requires humility. We prize people who are consistently humble and open to making mistakes and growing from them. Recognize also that learning itself is a skill…we need you to be really good at it. Keep dialing in your own understanding about how you learn best and push yourself to keep growing. Adapt and Thrive - Overcoming challenges lives deep in our DNA. We have a proud history of understanding and living the reality that obstacles are our opportunities…they’re the key to our success. Change is a constant in our business and fighting change is counterproductive. We need you to be good at being uncomfortable and understand that discomfort is the key to growth. Cultivate your own ability to adapt and know that struggling well is something you’ll share with every team you’re on at Shelf. Our company stories are about thriving through real difficulty…together. Win Together - We win or lose as a team. Always. Everything you do here is connected to the rest of the organization. Part of our shared team environment demands full honesty…real candor and directness with one another. We expect you to constantly be thinking about how to support your teammates and the company, always acting in service to our shared mission and what’s best for the organization as a whole.

Responsibilities

The Senior Director of Revenue Operations will architect and optimize the go-to-market engine, focusing on revenue acceleration from lead to renewal. This role involves managing the operational infrastructure to drive adoption of the AI platform and ensure predictable growth.