Head of Revenue Systems & Technology

About Exa

Exa is building a search engine for the AI era. Our Search API currently powers Agents Fortune 500s and AI labs as we transform an industry that hasnt been disrupted since the 90s. Were a largely SF-based team of 100 from Harvard MIT Meta Google Research ex-founders & dropouts alike.

We are rapidly building the most intelligent search engine in history. Were high agency low-ego and united by the feeling that this is one of the last problems worth getting right. We raised a $250M Series C led by a16z with Benchmark Lightspeed and YC doubling down bringing Exas valuation to $2.2 billion.

The role

Revenue Systems & Technology at Exa is about building the operational backbone that powers our entire GTM engine from first touch to renewal. Youll architect and build Exas revenue technology stack from the ground up: CRM marketing ops sales engagement customer success forecasting conversational intelligence and the data layer that ties them together.

Were hiring someone to build this shoulder-to-shoulder with the GTM team so we can scale faster and operate sharper. Youll own the architecture end-to-end working closely with Sales Marketing CS Finance and Engineering to turn a greenfield stack no legacy debt no inherited Frankenstein into the system that carries Exa from early scaling through IPO.

This is a builder seat not a Salesforce-admin role. Expect to operate with autonomy on the systems you own and to build them with an AI-native mindset not stitch together point solutions.

What youll do

Architect and ship Exas end-to-end revenue tech stack: CRM (Salesforce) sales engagement customer success CPQ/billing forecasting conversational intelligence unified by one extensible data layer.
Integrate the marketing ops (MOPS) stack into the revenue layer for pipeline tracking and intent scoring even as MOPS itself sits with the marketing team.

Own the CRM end-to-end: object model automation approval workflows pipeline configuration forecasting methodology data hygiene.

Deploy AI agents across the customer journey: lead routing deal scoring next-best-action real-time pipeline risk detection renewal and expansion signals.

Build the infrastructure that lets those agents run reliably at scale: structured data pipelines event-driven triggers API orchestration feedback loops.

Own build-vs-buy. Default to open composable platforms; add a middleware layer so new tools plug in cleanly instead of piling up tech debt.

Keep a canonical data model across every GTM system so analytics reporting and agents all run off one source of truth.

Stand up forecasting and pipeline analytics: stage velocity conversion segment health and the leading indicators that feed weekly business reviews and board reporting.

Build the dashboards that give Revenue Leadership real-time visibility into pipeline forecast trajectory and customer health.

Collaborate in building out the Revenue Systems team over time.

Who you are

Youve architected revenue systems end-to-end (sales ops rev ops or GTM systems) at high-growth B2B companies 10 years with 5 owning the stack yourself.

Deep Salesforce: youve built instances from scratch and scaled them through hypergrowth. You think in objects relationships and automation rules not admin screens.

Youve integrated the full GTM stack hands-on: CRM MOPS (Marketo/HubSpot) SEP (Outreach/Salesloft) CSP (Gainsight) CPQ forecasting (Clari/BoostUp) conversational intelligence (Gong/Chorus).

You build for extensibility data integrity and composability with strong opinions on canonical data models and when to build vs. buy.

Youve designed and deployed AI-powered agentic workflows inside GTM systems architecting custom agent-driven processes not just toggling vendor features.

Youre comfortable as both architect and builder in a high-velocity startup where priorities shift regularly: design a system ship it yourself and scale a team around it.

Bonus

Youve built GTM systems for companies selling developer tools APIs or data infrastructure to engineering-led buyers.

Youve supported both product-led growth (self-serve API adoption usage-based pricing) and enterprise sales within a single architecture.

You know consumption- or usage-based billing and the complexity it introduces across CRM CPQ and revenue recognition.

Youve built and scaled revenue systems infrastructure through an IPO or major liquidity event.

This is an in-person opportunity in San Francisco. Were happy to sponsor international candidates (e.g. STEM OPT OPT H1B O1 E3). In addition to premium healthcare benefits (medical dental vision) we also offer fertility benefits and a monthly wellness stipend to all of our employees.

Exa is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race creed color religion sex sexual orientation gender identity or expression national origin disability age veteran status marital status pregnancy or related conditions criminal histories consistent with applicable law or any other basis protected by applicable law.

Required Experience:

Director