Director of Revenue Operations

Balto is a fast-growing leader in the AI Contact Center with a heavy emphasis on delivering amazing customer experiences. As a small, dynamic team, we rely on efficient processes and data-driven decisions to fuel our continued growth.

Our Culture: We’re AI Obsessed

At Balto, we don’t just build AI—we live it. If you’re not…

• Using AI to model pipeline risk, forecast scenarios, and surface revenue insights
• Automating manual RevOps workflows across CRM, forecasting, and reporting
• Experimenting with GPTs or agents to enhance deal reviews, capacity planning, and data hygiene
• Staying current on advances from OpenAI, Google, Anthropic, Meta, and others—and translating them into practical GTM gains
• Reading operator-level content on applied AI, data systems, and revenue efficiency
• Leveraging generative AI to accelerate enablement, documentation, and cross-functional alignment
• then Balto might not be the right place for you.

But if that does sound like you? You’re going to feel right at home.

Why Balto

• Fully remote team — work from anywhere in the US
• Mission-driven culture with smart, supportive, and AI-obsessed teammates
• Career growth — this role is built for someone who wants to shape a function and make an impact fast
• Great benefits: healthcare, 401(k), unlimited PTO, learning stipends, and more

Assessment Process

Our hiring process includes virtual interviews and take-home exercises designed to evaluate your problem-solving ability, strategic thinking, and communication skills.

Remote – US | Full-Time | Mid to Senior Level

About The Role

• We are seeking a highly experienced and strategic Director of Revenue Operations (RevOps) to lead and scale our revenue infrastructure. This is a critical leadership role that will own the alignment of our Sales, Marketing, and Customer Success operations to maximize efficiency, predictability, and revenue growth.
• Reporting directly to the SVP of Sales, the Director of Revenue Operations will be responsible for defining and optimizing the end-to-end customer journey, managing key parts of our tech stack, ensuring data integrity, and providing the executive team with actionable insights to drive strategic decisions.

What You’ll Own

• Strategy and Planning
• Develop and execute a comprehensive RevOps strategy that aligns with the company’s annual revenue goals and long-term growth objectives.
• Lead the annual planning process, including territory planning, quota setting, and compensation plan design across all revenue teams.
• Establish and maintain robust forecasting methodologies and models to ensure predictable revenue outcomes.

Process Optimization and Enablement

• Design, document, and continuously improve scalable processes across the entire revenue funnel (lead generation, sales cycle, customer onboarding, retention, and expansion).
• Own the revenue technology stack (e.g., Salesforce, Gong, etc.), ensuring optimal configuration, integration, and utilization by all teams.
• Drive sales and revenue enablement initiatives, including training on new tools, processes, and data governance best practices.

Data, Reporting, and Analytics

• Be the steward of revenue data, ensuring accuracy, consistency, and accessibility across all systems.
• Develop and manage key performance indicators (KPIs) and dashboards for Sales, Marketing, and Customer Success to monitor performance against goals.
• Provide deep-dive analysis on forecast, pipeline health, conversion rates, sales cycle length, win rates, and customer churn/retention to identify bottlenecks and growth opportunities.
• Support the development of territory mapping and quota creation.

Team Leadership and Collaboration

• Serve as the primary liaison between the executive team and the revenue teams, translating strategic vision into operational reality.
• Drive cross-functional alignment and collaboration, ensuring seamless handoffs and shared success metrics between departments.

Required Experience

What We’re Looking For

• 6+ years of progressive experience in Revenue Operations, Sales Operations, or Business Operations, ideally within a B2B SaaS environment.
• Expert-level proficiency with CRM administration and optimization (preferably Salesforce).
• Deep understanding of the SaaS business model, subscription metrics (ARR, MRR, LTV, CAC), and the entire lead-to-cash process.
• Proven track record of building and scaling RevOps infrastructure from the ground up in a high-growth environment.

Skills and Competencies

• Exceptional analytical skills with the ability to translate complex data into clear, actionable business strategies.
• Strong project management skills, capable of managing multiple complex initiatives simultaneously.
• Excellent communication and presentation skills, with the ability to influence and collaborate effectively with executive leadership and cross-functional teams.
• Strategic mindset coupled with a hands-on, operational approach.
• High degree of intellectual curiosity and a passion for continuous process improvement.

This is a remote role, open to candidates anywhere in the US, with occasional travel for in-person company all-hands events up to 4 times a year.

Apply Now

Ready to build and scale the revenue engine behind a high-growth AI company? Apply at balto.ai/careers or send us your resume with a short note as to how you’ve driven impact.