Director, Revenue Operations

Director, Revenue Operations Santa Clara, CA, USA Job description Company and benefits Job ID 68760999595 Date posted 04/18/2026 Department Sales Operations Director, Revenue Operations Reports to: Head of Strategy, Revenue & Operations About Eightfold AI Eightfold AI is transforming the future of work with talent intelligence. We offer the industry's leading AI-powered Talent Intelligence Platform — enabling organizations to scale hiring at the speed of agentic AI, develop their workforce, and build their Infinite Workforce. From hiring to retention, we help organizations unlock the full potential of their people through a skills-based, data-driven approach. To date, Eightfold AI has received more than $410M in funding (valuation of $2.1B) and serves enterprise and public sector customers globally. Our mission: find the right career for everyone in the world. Role Summary Eightfold is seeking a Director of Revenue Operations to serve as a key architect of our GTM engine. Reporting directly to the Head of Strategy, Revenue, & Operations, this leader will own the systems, processes, and analytics that power revenue performance across Sales, Marketing, Customer Success, and Partners. This is a high-impact, high-visibility role for a builder who operates equally well at the strategic and executional levels — someone who can translate pipeline signals into a trusted company forecast, design compensation programs that drive the right behaviors, and own the operating cadence that keeps our GTM teams aligned and moving fast. This role is ideal for a proven RevOps or GTM Strategy leader who has scaled global revenue operations functions in high-growth SaaS or AI companies and is ready to take on a broader scope in a pivotal moment of transformation. Key Responsibilities Revenue Intelligence & Forecasting Own company-wide revenue forecasting across new business, expansion, renewals, and agentic offerings Lead multi-year top-line revenue planning (e.g., 3-year FY forecasts) and drive annual capacity planning processes Build and maintain a pipeline model used to set global and regional pipeline goals and inform marketing budget allocation Build predictive models for pipeline coverage, conversion, and retention Identify risks and opportunities through proactive, forward-looking insights — not retrospective reporting Deliver executive-level reporting and insights to the CEO, CGO, CRO, CMO, and Board Establish a single, trusted version of truth across Sales, Marketing, and Customer Success GTM Planning & Performance Design Lead annual GTM strategy development; serve as a key stakeholder during periods of rapid change (e.g., the company's significant shift to leading with agentic AI) Lead territory design, quota setting, and headcount capacity planning for AEs, RVPs, and other GTM roles Design compensation plan structures for all GTM roles — Direct Sales, Solutions Consulting, Partners, Customer Success, SDRs, and GTM Leadership Build GTM comp costing models to ensure plans fit within defined budget parameters Ensure compensation structures comply with all relevant laws and regulations Develop segmentation strategies across enterprise, mid-market, and agentic motions Collaborate with GTM leadership to establish clear Roles & Responsibilities aligned to strategic priorities Partner with Finance to align revenue planning, forecasting, and reporting Revenue Operations & Systems Own core revenue operations functions including: Deal Desk & pricing execution (CPQ, approvals, discounting) RFP / proposal management Revenue systems (Salesforce, tooling, automation) Data governance and integrity Develop and maintain commission-related policies, procedures, and administration Ensure accurate and timely commission payment; work cross-functionally with Finance and HR Ensure operational rigor and scalability across global GTM teams Operating Cadence & Cross-Functional Alignment Establish and run a weekly and biweekly revenue operating cadence Drive cross-functional alignment and reconciliation across Sales, Marketing, and Customer Success Partner with CRO, CMO, and Customer Success leadership to diagnose gaps and drive action plans Ensure fast, decisive action on gaps, risks, and opportunities Serve as a trusted advisor to executive leadership on revenue performance and strategy What Success Looks Like One unified, trusted revenue forecast across the company Clear accountability across Sales, Marketing, and Customer Success Improved forecast accuracy and pipeline predictability Faster deal velocity and stronger conversion rates Compensation structures that drive the right behaviors and fit within budget Scalable systems and processes that support growth A high-performing revenue operating cadence that drives decisions, not just reporting Requirements 10–15+ years of experience in Revenue Operations, GTM Strategy, Sales Compensation, or related roles in high-growth SaaS or AI companies Demonstrated experience owning and scaling global RevOps or Revenue Intelligence functions Proven track record in multi-year revenue forecasting and top-line planning Experience designing GTM compensation structures and managing comp costing models Strong analytical and financial modeling capabilities (forecasting, pipeline, conversion) Deep understanding of the full revenue lifecycle — marketing → sales → customer success Experience with Salesforce and/or other revenue systems; comfort with data governance Excellent communication and interpersonal skills; ability to influence and partner with C-suite Ability to operate at both strategic and operational levels We are a team of self-starters who excel in their fields. We believe in giving you responsibility, not a task. We want you to have ownership and pride in your work and see the positive impact on your colleagues, our customers, and the world. We offer competitive compensation and benefits, including equity, family medical, vision, and dental coverage. Eightfold.ai provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, or disability.