Director of AI Operations; Go-to-Market

Director of AI Operations (Go-to-Market)
About Pearl

Pearl is the global leader in dental AI. Our FDA-cleared computer vision platform helps dental practices detect disease more accurately, treatment plan more effectively, and build patient trust through transparent AI-assisted diagnostics. We’re scaling rapidly, and serve thousands of dental practices ranging from solo practitioners to the largest DSOs in North America. Our products include Second Opinion® (real-time radiograph analysis), Practice Intelligence™ (clinical analytics), and Pre Check™ (pre-visit patient engagement).

We're hiring a Director of AI Operations (Go-to-Market) to serve as the right hand of the Chief Operating Officer and a key driver of Pearl's commercial acceleration. You will sit inside the revenue organization with a direct mandate to find and unlock growth, across private practices and enterprise DSO customers, by building the operational infrastructure that makes our go-to-market engine faster, smarter, and more scalable.

This is not a strategy or analytics role. It's a builder role for an execution-obsessed, revenue-first operator who thrives on owning outcomes. You will ensure that Sales, Customer Success, and Marketing have the processes, tooling, workflows, and automation they need to perform at scale, and you'll be the one identifying where we're leaving growth on the table and fixing it. You will be accountable for unifying currently fragmented operational motions across all growth functions into a single, cohesive operating system.

You'll manage our outbound tooling stack (Clay, Nooks, and evolving products), and work closely with the data team to build the reporting and attribution infrastructure Sales and Marketing leadership rely on to make decisions. You'll also be handed a sandbox of AI tools and the latitude to reinvent how Marketing, Sales, and Customer Success operate, with the expectation that you use it.

This role explicitly excludes the finance/deal desk component of sales operations (compensation, commissions, billing).

You won't just be handed tools, you'll be expected to stay at the frontier, experiment with emerging LLM and AI agent capabilities, and be the person on the revenue team who knows what's possible before anyone asks.

Funnel Growth & Optimization: “the core of this role”

• Proactively identify revenue leaks and conversion opportunities across the funnel, from lead quality and demo show rates to SDR-to-AE handoff loss, and own the operational fixes that move the number.
• Treat the funnel as a growth asset: continuously test, instrument, and optimize each stage to compound conversion rate improvements across SMB and DSO motions.
• Surface and prioritize the highest-leverage interventions, sequencing, enrichment, routing, timing, and drive execution with Sales and Marketing rather than waiting for leadership to diagnose the problem.
• Build the measurement infrastructure that makes growth opportunities visible before they become misses: forecast gaps, segment underperformance, channel attribution anomalies.
• Partner with Sales leadership to find hidden capacity in the existing pipeline: stalled deals, under-worked segments, and low-touch accounts with expansion potential.
• Own end-to-end visibility into the revenue funnel, from lead creation through closed-won, ensuring every stage is instrumented, defined, and trusted across SMB and DSO motions.

Sales Operations: built to accelerate rep output and pipeline velocity

• Partner with the Data team to drive accuracy in pipeline, activity, and sales forecasting data across SMB and DSO segments.
• Design and maintain lead routing, territory assignment, opportunity stage definitions, and pipeline hygiene standards.
• Build and manage the outbound tooling ecosystem (Clay for enrichment, Nooks for parallel dialing, and future tools) with a focus on rep productivity and data quality.
• Own SDR and AE workflow automation: sequences, task queues, lead scoring models, and handoff triggers between SDR → AE → CS.
• Partner with Sales leadership and the Outbound Sales Leader to build forecasting models, pipeline coverage reporting, and rep…