Senior Revenue Operations & AI Adoption Executive

Responsibilities:

1. Revenue Operations Strategy & GTM Analytics

• Own end-to-end revenue reporting: pipeline, MRR, expected MRR, conversion, stage movement, forecasting, and revenue performance
• Build and continuously evolve management dashboards and recurring weekly/monthly revenue reporting for leadership
• Maintain pipeline and revenue snapshots to enable historical trend analysis and forecasting accuracy
• Lead ad-hoc analysis and data-driven input for business reviews, board decks, and leadership decision-making
• Set the reporting and metrics framework (definitions, cadences, ownership) that the entire S&M team follows

2. CRM Architecture, Data Governance & Salesforce Administration

• Own Salesforce configuration end-to-end: custom objects, fields, Flows, validation rules, sharing model, and Experience Cloud access
• Define and enforce data governance standards across Leads, Accounts, Contacts, and Opportunities
• Design multi-track lead qualification frameworks (e.g. product-line-specific tracks), BANT structures, and auto-population logic
• Diagnose and resolve complex production issues (record-locking flows, trigger bugs, sharing/ownership conflicts) with root-cause investigation
• Author CRM SOPs and process documentation that scale as the GTM org grows

3. Revenue Automation & AI-Driven Systems

• Architect the revenue automation stack intent/visitor data, contact enrichment, email sequencing, and workflow orchestration (e.g. Factors.ai, Apollo/Seamless, Salesforce, n8n, Make)
• Build integrations across CRM, communication, productivity, and GTM systems to create connected, end-to-end workflows
• Design AI-assisted processes that convert unstructured inputs (emails, meeting notes, internal chat) into structured CRM and revenue data
• Evaluate and maintain the entire S&M tech stack, building custom MCP/API connectors where needed to enable AI-assisted workflows
• Build lightweight internal tools or agents where off-the-shelf software doesn't solve the problem

4. Pipeline & Forecast Ownership

• Own monthly pipeline and revenue forecast accuracy, including coverage-vs-target analysis
• Build and maintain deal/pipeline health scoring (risk flags, weighted scoring, stage-based alerts) for rep- and manager-level visibility
• Identify forecast risk early and communicate gaps to Sales leadership with supporting data
• Run pipeline hygiene audits — stale-deal and stale-lead identification using activity-based (not just date-based) criteria
• Support Monthly/Quarterly Business Reviews with accurate, defensible revenue and pipeline narratives

5. Cross-Functional Leadership & GTM Intelligence

• Partner with Sales, Marketing, Finance, Legal, and Customer Success to design cross-functional workflows (deal approvals, commercial reviews, customer hand-offs)
• Build structured intake/ticketing processes for revenue-related requests with clear SLAs and ownership
• Own competitive intelligence and account/GTM research fra