Senior Director of Business Operations

About Backstory

Backstory (formerly People.ai) is the leading AI answers platform for sales teams. With more than a decade of training AI models on billions of sales interactions, Backstory enables modern sales teams to ask questions and get the right answer in the moment directly within their existing AI workflows. Sales leaders from companies like OpenAI, IBM, Red Hat, Verizon, Palo Alto Networks, Iron Mountain, Trans Union, Randstad and others rely on Backstory to get trusted answers wrapped in real business context helping them orchestrate deals more effectively and drive revenue.

By connecting every signal to the right accounts and opportunities, Backstory shows teams exactly what is happening and what to do next. Customers across industries including enterprise, cybersecurity, data and analytics, and defense use Backstory to drive trillions in pipeline and revenue.

Recognized by Gartner and Forrester, the Inc. 5000, Y Combinator Top Companies, and the Forbes AI 50, Backstory is based in San Francisco and backed by ICONIQ Capital, Andreessen Horowitz, Lightspeed Venture Partners, Akkadian Ventures and Mubadala Capital.

The Role

We are hiring a Sr. Director of GTM Operations to build the operating system behind Backstory’s growth. You will own the metrics, systems, cadences, and commercial operations that let a small, AI-leveraged team run what once took a much larger ops function. The role reports to the SVP of Customer Value.

This role brings GTM operations together in one place. Comp design, territory and quota planning, pricing approvals, lead routing, and CRM administration consolidate here instead of sitting in separate functions. Sales, CS, and Partnerships should run on one integrated operating system.

You will present quarterly results and forward guidance to the Executive Leadership Team, and be the authority on how confident leadership should be in the numbers. You will also run our GTM on Backstory itself, turning our own operating model into a proof point for customers.

Responsibilities Measurement and data foundation

• Instrument the full customer journey, from pre-funnel and partner activity through credit consumption and expansion. At our scale, this is a weeks-not-months deliverable.

• Define the GTM data model, funnel stages, and metric definitions so numbers reconcile across Sales, CS, Partnerships, and Finance.

• Connect product usage and billing data to the revenue stack so every customer is represented completely and consistently.

• Govern CRM fields and data quality through automation and clear standards, not manual cleanup.

Forecasting and executive reporting

• Design and run a forecasting rhythm built for a consumption-based, land-and-expand model: channel and marketing activity into pipeline, new- logo velocity, consumption trajectories, and expansion revenue.

• Present completed-quarter results and forward guidance to the ELT at each quarter-end.

• Give ELT members the analysis, forecasts, and materials they need to run their functions and report upward.

• Run forecast reviews, pipeline inspections, and business reviews as forums for decisions, not status updates.

• Use the data to pressure-test plans and flag risk early, even when the conclusion is unwelcome.

Intelligence layer and AI

• Build AI-driven reporting and analysis across solution presentation, adoption, credit consumption, and customer outcomes, with Backstory as the primary source of truth.

• Deliver automated briefings, pipeline intelligence, and self-serve analytics to the whole GTM organization, not just leadership.

• Make build, buy, or connect decisions for the GTM data and tooling that power instrumentation and the intelligence layer.

Retention and expansion signals

• Re-anchor our early warning system around solution adoption:…