Director Revenue Operations

This is a rare opportunity to rebuild and own the revenue operations function at a critical inflection point - when the company is simultaneously integrating multiple brands and systems and undergoing a comprehensive AI transformation.  

The goal is for every workflow system and decision loop in the GTM engine to be embedded with AI. The result: a self-optimizing revenue machine where AI handles volume and pattern recognition while humans own strategy relationships and creative judgment. 

You will own both the operating model and the GTM AI roadmap - driving the systems data infrastructure and intelligent automation that will define the companys competitive advantage for the next decade.  

This role is for someone who wants to build and lead hands-on - not just advise. You will sit at the intersection of strategy and executionand direct a team of 8 that support revenue operations and GTM AI transformation across 4-5 vertical divisions. 

• Define and own the RevOps strategy priorities and operating model across the full revenue organization 

• Design the processes and governance structures that underpin how revenue is generated tracked and optimized 

• Act as the connective tissue between marketing sales onboarding CS finance and IT - ensuring alignment on data definitions process standards and system architecture 

• Build and run the executive-level KPI framework and operating cadences that keep the leadership teams aligned and accountable 

• Lead the cross-functional operating cadence: weekly AI task force bi-weekly model performance reviews monthly GTM data audits and quarterly executive readouts 

• Make and enforce standardization decisions when business verticals conflict on process data system questions or priorities - with clear decision frameworks and escalation paths 

• Build the RevOps roadmap and own resource prioritization across all initiatives balancing AI transformation work with day-to-day operational excellence 

GTM AI Transformation & Tech Stack 

• Own and drive the 18-month GTM AI Transformation Roadmap across all revenue workflows - from demand generation and content through pipeline management and customer success 

• Own the GTM infrastructure - including the data processes marketing automation and revenue intelligence platforms 

• Lead the deployment of AI across key GTM functions: predictive lead scoring revenue forecasting conversation intelligence churn prediction content automation and workflow orchestration 

• Partner with the Director of Revenue Systems (who you will directly manage) in evaluating new tools maintaining the tech stack audit and making build-vs-buy decisions for AI capabilities 

• Champion responsible AI adoption: establish governance standards for model auditing bias review data privacy compliance and human-in-the-loop guardrails 

• Drive the team upskilling and change management program that ensures adoption of AI tools across the GTM organization 

• Partner with the Director of Revenue Systems (who you will directly manage) to consolidate tools across brands; and in the evaluation selection and implementation of AI-native tools across the stack - including intent data enrichment forecasting conversation intelligence and personalization 

• Build and maintain the single source of truth for all GTM metrics:  (eg pipeline/funnel revenue retention CAC LTV and AI transformation KPIs) 

• Ensure data quality integrity and accessibility across all systems 

• Establish and enforce data governance standards including GDPR/CCPA compliance for all AI data processing 

• Report on GTM AI transformation ROI to the executive team on a quarterly basis 

Annual Planning & Financial Alignment 

• Lead RevOps support for the annual planning cycle with the vertical RevOps BPs: quota setting territory design capacity modeling headcount assumptions and KPI target-setting 

• Partner with FP&A to build the revenue forecast model and ensure revenue projections are grounded in pipeline reality and AI-driven signals 

• Own the budget framework for the AI transformation program - tracking spend ROI and reallocation decisions across the 18-month roadmap 

• Provide executive-level reporting on GTM performance including quarterly board-ready KPI packages 

Qualifications :

The ideal candidate is primarily a revenue thinker who happens to use AI as their main lever not an AI enthusiast who happens to work in revenue. Domain instinct (knowing what makes deals close what makes customers churn what motivates a quota-carrying rep) doesnt get replaced by tooling and its still the foundation the rest is built on. 

Experience & Competencies 

• 3 years in Revenue Operations GTM Strategy or a closely related function at a B2B SaaS company 

• Track record of building and/or scaling RevOps teams 

• Data fluency at the query level not the dashboard level ability to pull clean cohort retention multi-touch attribution or pipeline conversion analysis without waiting on a data team 

• Hands-on experience with modern GTM tech stack: CRM (Salesforce preferred) marketing automation intent data conversation intelligence revenue forecasting platforms BI tools etc 

• Demonstrated experience implementing AI or ML tools in a revenue context - lead scoring forecasting models or data automation at scale 

• Ability to whiteboard data and process flow from lead to cash 

• Understanding of AI tooling and agentic workflow design 

• Experience leading cross-functional alignment across sales marketing finance and IT stakeholders with competing priorities 

• Understanding of revenue modeling revenue KPIs that matter compensation design forecasting science 

 
How You Operate 

The single most important trait is builder energy over operator energy. Adjacent traits that matter: 

• You think in systems: You see how processes data and people interconnect - and you build for the whole not just the part in front of you 

• You move fast with rigor: You dont let perfect be the enemy of good but you dont ship slop either - you establish clear standards and hold to them 

• You have a bias to automate. When you see a repetitive workflow your instinct is what would it take to make this run itself not lets hire an analyst.  

• You are obsessively data-driven: Every decision you make is grounded in data; you are comfortable building and tearing apart a model 

• You are an early adopter: You follow the AI landscape closely know the tools better than the vendors do and are energized by whats possible 

• You build for scale: You dont just solve todays problem - you build the system that wont need to be rebuilt in 18 months 

•  You lead through influence: In a cross-functional role - you align persuade and build coalitions to drive change 

This role has a base salary range of $150000 - $180000 USD.

May be considered for a discretionary bonus.

Location: This is a 100% remote position available to candidates located in the U.S. excluding Hawaii and Alaska.

#LI-Remote

Additional Information :

Values and Life at Xplor

Our five core values guide us from how we hire and recognise our team members to how we interact with our customers day to day:

• Find a better way
• Do the right thing
• Say it straight
• Win together
• Own the outcome

If these values sound like you and describe people you want to work with you will thrive at Xplor.

As an Xplorer you will be part of a global network of talented colleagues who will support your success. We look for commonalities and shared passions and give people the tools they need to deliver great work and grow at speed.

Some of our perks and benefits are:

• Paid Parental Leave benefit programs
• #GiveBackDays/Commitment to social impact 3 extra days off to volunteer and give back to your local community
• Ongoing dedication to Diversity & Inclusion initiatives such as D&I Council Global Mentorship Program
• Access to free mental health support
• Flexible working arrangements

Ready to apply

To start your application please submit your resume and we will be in touch as soon as we can.

More about us 

More than 130000 businesses in 72 countries rely on Xplor to run their day and get paid processing over $47 billion in payments annually. Our connected ecosystem helps operators spend less time managing complexity and more time delivering the experiences that matter most. 

Xplor is backed by world-class investors Advent International Battery Ventures and Silver Lake. 

Good to know

To be considered for employment you must be legally authorized to work in the country youre applying for. Xplor does not sponsor visas either at the time of hire or at any later time. 

We kindly ask you to apply through our careers portal or external job boards only. Please dont send your application via email.

To learn more about us and our products please visit  also invite you to check out our Candidate FAQs for more information about our recruitment process and Artificial Intelligence

We believe in transparent hiring. We use an applicant tracking system that includes artificial intelligence-enabled features to assist with the screening and assessment of job applications such as candidate scoring or ranking. These tools support our recruitment process but all hiring decisions are made by our recruitment team following human review. We do not rely on artificial intelligence to make final hiring decisions. Find our Candidate AI Usage guidelines here.

Xplor is proud to be an Equal Employment Opportunity employer. Were dedicated to attracting retaining and developing our people regardless of gender identity ethnicity sexual orientation disability veteran status and age. Applications are encouraged from all sectors of the community. All Information will be kept confidential according to EEO guidelines. 

Xplor is committed to the full inclusion of all qualified keeping with our commitment Xplor will take steps to ensure that people with disabilities are provided reasonable accommodations. Accordingly if reasonable accommodation is required to fully participate in the job application or interview process to perform the essential functions of the position and/or to receive all other benefits and privileges of employment please contact us via  

We make it a priority to respond to every applicant.

Remote Work :

Yes

Employment Type :

Full-time