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 is 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 plannin ... (truncated, view full listing at source)