Head of Revenue Operations

San Francisco, California
Full-time
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About Us:
At Scale, our mission is to accelerate the development of Machine Learning and AI applications across multiple markets. Our first product is a suite of APIs that allow AI teams to generate high-quality ground truth data. Our customers include OpenAI, Zoox, Lyft, Pinterest, Airbnb, nuTonomy, and many more.

Scale AI is an equal opportunity employer. We aim for every person at Scale to feel like they matter, belong, and can be their authentic selves so they can do their best work. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.

Scale AI is committed to working with and providing reasonable accommodations to applicants with physical and mental disabilities. If you need assistance and/or a reasonable accommodation in the application or recruiting process due to a disability, please contact us at accommodations@scale.com. Please see the United States Department of Labor's EEO poster and EEO poster supplement for additional information.

The Head of Sales Operations is responsible for managing a cross-functional organization that is the foundation of Scale’s entire sales strategy by providing the tools and infrastructure to deliver accurate forecasting. You are a critical component to building process + accountability as our Sales team grows. Be a key driver to develop the “Scale Way” that we will uniquely implement and continuously improve on.

You will:

  • Lead the Global Sales, Marketing & Customer Success Operations organization.
  • Co-develop GTM Strategy with Sales Leadership to establish insights into performance, market opportunities and manage cross functional planning processes.
  • Lead an enablement team to create a high performance team including onboarding and ongoing enablement programs.
  • Drive organizational change management- engage with senior stakeholders and own delivery on key projects to move the organization forward.
  • Become a critical business partner to the Finance team.

Operations, Analysis, and Reporting

  • Define and manage the key performance indicators (KPI's) for the Global Sales, Marketing, and Customer Success Organization.
  • Proactively identify and recommend improvement actions and corresponding plans.
  • Enable a best-in-class sales forecast, pipeline and renewal operating cadence. This will include everything from gathering data, improving predictive measures, running analysis, and facilitating forecast calls.
  • Track the efficacy of go-to-market initiatives and help implement the appropriate reporting and metrics to ensure desired results are being achieved.
  • Recruit and develop a best-in-class staff of analysts that serve as key business partners to Marketing, Sales, and Client Success leaders Enablement
  • Oversee and lead Sales Enablement, including hiring, onboarding, process, and methodology approaches in a clear roadmap to improve sales efficacy.

Planning & Strategy

  • Serve as adjunct Sales, Marketing, and Customer Success leadership.
  • Strategically plan, manage, and maintain territories. Both to launch a new fiscal period but also as headcount growth occurs throughout a year.
  • Own and drive a handful of long-term change management initiatives each year. This will involve a mixture of project management skills, communication and presentation skills, strong collaboration across departments, and the initiative to push projects to completion.
  • Align and manage the roadmap for Operations enhancements (i.e. Sales & Marketing technology stack & tools).
  • Oversee the annual planning process for the Sales and Customer Success teams.
  • Act as an intermediary between leadership, Finance, and cross functional teams when modeling annual headcount planning, bookings targets, and other key annual planning modeling outputs.
  • Enforce key processes and ensure data is clean and up to date.

What we're looking for

  • Excellence - Sets high stretch standards of performance for self and others
  • Builder mindset - comfortable with being hands on when needed
  • Action-Oriented/Work Ethic - Clear self-starter who takes pleasure in taking action, not the theoretical
  • Fast paced, self-motivated and results-oriented
  • Pragmatic Problem Solver - Ability to digest complex problems, make recommendations, and develop practical solutions and actions
  • Ability to attract and lead A players 

What you have

  • Minimum of 10 years in relevant revenue operations role with high performance SaaS/Software companies
  • Experience in an Ops leadership role with a SaaS company from $30MM - $100MM growth stage
  • Keen strategic and commercial instincts with ability to actively contribute to the company growth strategy
  • Passionate self-starter who is self directed and able to execute independently
  • Strong team spirit and able to work effectively in collaboration with others
  • Strong leadership skills; able to lead, develop, and manage a team of people
  • Track record of driving insights and new business growth
  • Expertise in data management, business intelligence, and leading GTM technology products
  • Low ego and growth mindset

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