What are the responsibilities and job description for the Head of Revenue Operations position at Opendoor?
At Opendoor, we’re rebuilding how people buy and sell homes — with more certainty, more choice, and less friction in the most important financial decision of their lives. Opendoor 2.0 is about focus, execution, and delivering real value for homeowners and those striving to become homeowners. The performance of our acquisition and resale engines — every percentage point of conversion, every basis point of margin, every cycle-time improvement — is how we win.
About The Role
We’re hiring a Revenue Operations leader to own end-to-end performance optimization across acquisition and resale, and to be the right hand of the Chief Business Officer on key strategic projects. You’ll partner directly with the operating leaders running our acquisition sales and resale listing teams to lift conversion, grow revenue, optimize for volume, and continuously raise the ceiling on what’s possible — all with a small, AI-leveraged team.
This is a senior, hands-on leadership role for someone who blends sharp commercial instincts with the technical fluency of a data scientist and the iterative mindset of a product builder. You’ll be expected to leverage AI to write your own SQL, design and analyze your own experiments, build prototypes with AI tools, and lead a tight team of high-leverage operators. You won’t be a layer of management — you’ll be a builder-leader who sets the bar for AI-native, evidence-driven operating in a company that demands both.
What You’ll Do
Performance Optimization Across Acquisition & Resale
Operating Track Record
This role is based in our Miami office and is expected to be onsite. You’ll work shoulder-to-shoulder with the Chief Business Officer and the operating leaders of our acquisition and resale teams.
Why This Role Matters
At Opendoor our mission is to tilt the world in favor of homeowners and those who aim to become one. Every percentage point of conversion, every basis point of margin, and every additional home transacted represents a real family moving forward in their life. This role exists because the difference between a good real estate business and a transformative one is decided in the operating loops — and we want someone who can pull those loops tighter, faster, and smarter than anyone else in the industry, with a small AI-leveraged team and a relentless iterative bias.
If that energizes you, we’d love to talk.
About The Role
We’re hiring a Revenue Operations leader to own end-to-end performance optimization across acquisition and resale, and to be the right hand of the Chief Business Officer on key strategic projects. You’ll partner directly with the operating leaders running our acquisition sales and resale listing teams to lift conversion, grow revenue, optimize for volume, and continuously raise the ceiling on what’s possible — all with a small, AI-leveraged team.
This is a senior, hands-on leadership role for someone who blends sharp commercial instincts with the technical fluency of a data scientist and the iterative mindset of a product builder. You’ll be expected to leverage AI to write your own SQL, design and analyze your own experiments, build prototypes with AI tools, and lead a tight team of high-leverage operators. You won’t be a layer of management — you’ll be a builder-leader who sets the bar for AI-native, evidence-driven operating in a company that demands both.
What You’ll Do
Performance Optimization Across Acquisition & Resale
- Own middle- and bottom-of-funnel acquisition conversion: diagnose where deals leak, what drives variance across markets and reps, and what levers move conversion percentage, volume, and revenue.
- Identify and operationalize the highest-leverage performance drivers: time-of-day staffing, lead routing, contact cadence, channel mix, scripts, negotiation thresholds, pricing posture — and translate findings into clear, scalable playbooks alongside operating leaders.
- Set negotiation policies and approaches in partnership with Pricing, Finance, and Sales leadership; codify when to hold, when to flex, and how to scale judgment across the floor.
- Monitor leading and lagging indicators daily; build early-warning systems and rapid-response playbooks for performance degradation.
- Build and run a continuous experimentation program in partnership with Data Science: design hypotheses, scope and power tests properly, analyze results, and ship the winners.
- Do your own analysis end-to-end: SQL, statistical analysis, causal inference where appropriate, and qualitative pattern-matching across calls, transcripts, and customer feedback.
- Partner with data infrastructure and engineering teams to stand up instrumentation and measurement systems so every meaningful step in the funnel is observable, attributable, and inspectable.
- Treat AI as a first-class team member: build, deploy, and iterate on AI tools that automate lead routing, transcript analysis, coaching feedback, anomaly detection, and decision support.
- Use AI to extract leverage everywhere – prototyping with Claude, Cursor, or similar without waiting on engineering – and codify best practices so the team scales beyond its headcount.
- Partner with engineering and data infrastructure teams to take the foundational tools and datasets they build and turn them into self-service capabilities operators can use directly.
- Build and implement training programs that move reps and operators from average to excellent, grounded in behavioral data, top-performer pattern recognition, and AI-assisted coaching.
- Distribute winning behaviors across the org so improvements compound rather than stay siloed.
- Hire and lead a small, high-leverage team capable of doing the work of a much larger team through AI, automation, and self-service.
- Set a high bar for technical depth, ownership, and pace; develop people quickly and make difficult calls when needed.
- Bring sharp diagnoses, clear recommendations, and disciplined follow-through.
- Partner deeply with operating managers and leaders across acquisition and resale, plus Marketing, Product, Data Science, Pricing, and Finance; drive change through influence and evidence, not authority.
Operating Track Record
- 10 years in revenue operations, growth operations, sales operations, GM, or analytically rigorous strategy/operating roles — with senior leadership ownership over commercial performance.
- A track record of materially moving conversion, volume, and revenue in a high-velocity environment through a combination of strategy, experimentation, and operational discipline.
- Demonstrated ability to set and enforce negotiation policy, pricing posture, or commercial guardrails in coordination with finance and pricing partners.
- Hands-on, expert-level use of AI tools (Claude, ChatGPT, or equivalents); not just familiar, but actively building, prototyping, and shipping AI-enabled workflows yourself.
- A bias toward AI- and automation-first solutions; comfort designing roles, teams, and processes around the assumption that AI does the rote work.
- Examples of replacing headcount with leverage: automated analyses, generated playbooks, AI-driven coaching, lead routing or scoring you built and shipped.
- Leverages AI to write their own SQL, build their own dashboards, and run their own statistical analyses without waiting for analyst support.
- Deep experience designing and analyzing controlled experiments, A/B tests, and quasi-experimental studies, and shipping decisions from them.
- Comfortable blending qualitative inputs (call listens, customer feedback, rep interviews) with quantitative analysis to build complete diagnoses.
- A history of working in short, evidence-driven loops: hypothesis → test → measure → ship → repeat.
- Pragmatic about scope and speed: biased to ship the 80% solution this week over the 100% solution next quarter.
- Track record of hiring, developing, and leading small teams of high-caliber operators.
- Executive presence and clarity: can distill complex analyses into crisp recommendations for the CBO, CEO, and Board.
- Earns trust from operating leaders by showing up in the details with the right answers, not by org-chart authority.
This role is based in our Miami office and is expected to be onsite. You’ll work shoulder-to-shoulder with the Chief Business Officer and the operating leaders of our acquisition and resale teams.
Why This Role Matters
At Opendoor our mission is to tilt the world in favor of homeowners and those who aim to become one. Every percentage point of conversion, every basis point of margin, and every additional home transacted represents a real family moving forward in their life. This role exists because the difference between a good real estate business and a transformative one is decided in the operating loops — and we want someone who can pull those loops tighter, faster, and smarter than anyone else in the industry, with a small AI-leveraged team and a relentless iterative bias.
If that energizes you, we’d love to talk.