Senior Director of Revenue Operations

About Shelf

There is no AI Strategy without a Data Strategy. Getting GenAI to work is mission critical for most companies but 90% of AI projects haven't deployed. Why? Poor data quality - it is the #1 obstacle companies have in getting GenAI projects into production.

We've helped some of the best brands like Amazon, Mayo Clinic, AmFam, and Nespresso solve their data issues and deploy their AI strategy with Day 1 ROI.

Simply put, Shelf unlocks AI readiness. We provide the core infrastructure that enables GenAI to be deployed at scale. We help companies deliver more accurate GenAI answers by eliminating bad data in documents and files before they go into an LLM and create bad answers.

Shelf is partnered with Microsoft, Salesforce, Snowflake, Databricks, OpenAI and other big tech players who are bringing GenAI to the enterprise.

Our mission

to empower humanity with better answers everywhere.

Job Description

We’re looking for a strategic, systems-oriented Senior Director of Revenue Operations to build and scale the operational engine behind our go-to-market teams. This role sits at the intersection of data, process, and execution—owning the infrastructure that powers pipeline generation, sales productivity, customer retention, and revenue forecasting.

As a key member of the GTM leadership team, you’ll work cross-functionally to drive growth efficiency and predictability across the full customer lifecycle. You’ll architect and optimize how Marketing, Sales, and Customer Success work together to win and retain enterprise clients. This is a high-impact role for someone who can toggle between strategic planning and hands‑on systems work—and wants to help shape the trajectory of a breakout SaaS company.

About the Role

This role is laser-focused on one thing :

revenue acceleration . As the Senior Director of Revenue Operations, you’ll architect, align, and optimize the entire go-to-market (GTM) engine—from lead to renewal to expansion. You'll combine strategic thinking with systems expertise to ensure predictable growth, improve conversion across every stage of the funnel, and enable Sales, Marketing, and Customer Success to hit their targets.

You’ll work closely with executive leadership to refine KPIs, manage GTM systems, and build the operational infrastructure needed to drive adoption of our AI platform and take us through Series C and beyond.

If you're a high-impact operator with a proven track record of scaling SaaS revenue, we want to hear from you.

Key Responsibilities

1. Own the GTM Operating System

Implement the Revenue Architecture Methodology by Revenue by Design

Implement and continuously improve full-funnel processes across Marketing, Sales, and Customer Success.

Define and enforce lead lifecycle stages, handoff criteria, SLAs, and territory / account structures.

Ensure the smooth orchestration of the buyer journey—from lead to closed-won and beyond.

2. Revenue Intelligence & Forecasting

Own forecasting methodologies, reporting infrastructure, and KPI frameworks across GTM teams.

Deliver executive dashboards that clearly communicate funnel health, stage conversions, sales velocity, CAC, retention, and LTV.

Establish attribution and ROI models that inform go-to-market strategy and investment.

3. Data, Systems, and Automation

Manage the GTM tech stack (Salesforce, Pardot, ZoomInfo, Segment / Rudderstack, Optimizely / VWO, etc.).

Drive automation and data integrity across systems.

Partner with engineering and analytics to unify data sources and maintain a clean, actionable single source of truth.

4. Pipeline & Process Optimization

Analyze the performance of each funnel stage and identify bottlenecks, gaps, and opportunities.

Work cross-functionally to improve stage conversion, accelerate time-to-revenue, and reduce customer acquisition costs.

Optimize outreach, lead scoring, routing, and account prioritization strategies.

5. Enablement & Strategic Planning

Support annual and quarterly revenue planning, including target setting, territory design, and quota modeling.

Partner with Sales Enablement and Marketing to equip GTM teams with insights, tools, and processes needed to succeed.

Drive operational alignment across departments, ensuring everyone is executing toward shared goals.

Qualifications

3 – 5 years of experience in Revenue Operations, Sales / Marketing Ops, or GTM Strategy.

Proven track record in B2B SaaS, preferably with experience in AI, data, or developer-focused platforms.

Deep knowledge of Salesforce and adjacent GTM systems (e.g., Pardot, ZoomInfo, Segment / Rudderstack, Optimizely / VWO).

Strong analytical and financial acumen; fluency in CAC, LTV, funnel metrics, and cohort analysis.

Comfortable working cross-functionally and influencing executive stakeholders.

Thrives in a fast-paced, high-growth environment and excels at balancing strategy with execution.

Bachelor's degree required; advanced degree a plus.

Success Metrics (First 12 Months)

Increase marketing-to-sales conversion and funnel velocity by 20–30%.

Improve sales forecasting accuracy to within 5–10%.

Reduce CAC by 15–25% through process optimization and improved targeting.

Operationalize clear attribution, lifecycle stage definitions, and reporting dashboards across GTM.

Drive significant improvement in data quality and cross-functional GTM alignment.

Ready to architect the next phase of growth in a company building the future of AI? We want to hear from you.

What We Offer

Competitive salary : $125,000 - $160,000

Generous equity grant in the form of company stock options

Open PTO

Comprehensive health and wellness packages

Location

NYC Metro Area or SF Metro Area. Job is remote with flexibility to meet onsite in Stamford, CT as needed

Why Shelf

GenAI will be at least a $4 Trillion market by 2032 and Shelf is a core infrastructure that enables GenAI to be deployed at scale

Our Leadership Team has deep knowledge management and AI domain expertise and enterprise SaaS background to execute this plan

We have been helping our customers prevent knowledge mismanagement since our founding in 2017

We have raised over $60 million in funding and our investors include Tiger Global, Insight Partners, Connecticut Innovations, and others

We have high velocity growth powered by the most innovative product in our category, 3X growth for 3 years in a row

We now have over 100 employees in multiple U.S. states and European countries, and we have ambitious hiring goals over the next few months

Our Values

Quality

• We’re united by our focus on world‑class Quality. Quality in all things – starting with everything that leaves your desk. Everything you touch – every email, report, campaign, and piece of code – should be outstanding. Your work product should blow people away. Having people look at what you’ve done and say, “Wow.” That’s the standard here. Remember that how you do anything is how you do everything. Focus on craftsmanship—your ability to make things better.

Momentum

Accountability

Hard Work

Learning Agility

Adapt and Thrive

Win Together

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