Revenue Operations Lead

Location

San Francisco

Full time

G&A

We're hiring a Revenue Operations Lead to own the strategy, processes, and systems that power Doss's go-to-market engine. You'll be the first dedicated Rev Ops hire, embedded within our Business Operations team, reporting to the Head of Business Operations.

This role sits at the intersection of strategy and execution. You'll partner directly with our VP of Sales, VP of Partnerships, and Marketing leadership to shape how we acquire, retain, and expand customers. We don't need someone to just run systems — we need someone with strong opinions on how revenue operations should work, who can set policy, drive alignment across functions, and partner in making decisions in ambiguity.

The right person has seen what great GTM looks like. You've been in-seat at a high-growth company, absorbed the culture of a well-run revenue organization, and now you're ready to build one yourself. You have opinions on lead scoring, pipeline stages, territory design, and rules of engagement, and you're not shy about pushing back on senior leaders when the data says otherwise.

This is a leadership trajectory role. We expect the right person to grow into Head of Revenue Operations, building out the function and team as Doss scales. This future trajectory would own:

• Build and lead the Rev Ops team, including dedicated GTM systems expertise

• Own the full Rev Ops function with direct influence on company strategy

• Shape what world-class, AI-native revenue operations looks like

Revenue Strategy & GTM Policy

• Serve as a strategic thought partner to VP Sales, VP Partnerships, and Marketing leadership — owning the operational policies that govern how we run GTM

• Partner in making the calls: lead scoring methodology, MQL-to-SQL handoffs, account segmentation, territory rules, rules of engagement

• Drive cross-functional alignment across Sales, Marketing, Partnerships, and Post-Services, ensuring all teams operate from a unified playbook

• Lead strategic initiatives: segmentation, ICP expansion, pricing strategy, capacity planning, and comp frameworks

• Own revenue planning processes: build and maintain top-line financial models, forecasting, pipeline analysis, and performance tracking that leadership trusts

Process Design & Operational Excellence

• Design, document, and continuously improve core GTM processes across the full customer lifecycle: lead routing, account assignment, handoffs, and rules of engagement

• Build the operational rhythm for commercial teams: QBRs, pipeline reviews, and leadership cadences

• Create scalable frameworks that support Doss's growth trajectory: not just what works today, but what will work at >10x scale

• Translate strategy into execution: you'll implement systems and processes where needed, but your primary value is setting direction

• Own the quote-to-cash process: ensure pricing, contracting, and billing workflows are scalable and don't slow down deals

• Lay the foundation for sales enablement: build the playbooks, collateral frameworks, and onboarding resources that help a growing team sell effectively

Data & Intelligence

• Establish a unified data foundation: break down silos between marketing, sales, and partnerships to create a single source of truth

• Build senior leadership-level dashboards that provide visibility into end-to-end revenue performance, with clear actionable insights

• Be the person who can answer "what does the data say?" and use that to drive decisions and push back when needed

Systems & Technology

• Own the GTM systems strategy with a strong POV on build vs. buy

• Partner with external consultants and vendors to implement and optimize systems — you set the policy, they execute

• Get into the weeds when needed: you're not above provisioning a license or configuring a workflow, but your primary job is ensuring the systems serve the strategy

• Help build out and hire our in-house GTM Systems team (e.g., Salesforce Admin, GTM Engineer)

Experience

• 5-8 years of professional experience, including 3+ years in Revenue Operations, Sales Operations, or GTM Strategy

• Background in management consulting or investment…