Associate Director, Revenue Operations

Description

SoftBank Robotics America, a rapidly growing SoftBank Group company headquartered in San Francisco, is accelerating our presence at the intersection of advanced technology, AI, automation, and robotics.

At the forefront of innovation, we are launching ground-breaking programs focused on deploying integrated software and hardware automation systems designed to transform workflows, safety, and commercial efficiencies at scale.

We are looking for an Associate Director, Revenue Operations, to join our organization. This is a rare zero-to-one role. SoftBank Robotics America is a robotics business with hardware, software/cloud, and services revenue, a dozen routes to market, in the process of defining the industry standard for automation revenue architecture. The person in this seat will help define that model, own the pricing and margin architecture across every product and service line, build the go-to-market intelligence engine around it, and run the revenue operations underneath. 

This is not a traditional RevOps administration role. You will help define how the business measures revenue, forecasts future performance, understands customer value, prices products and services, evaluates deal economics, and identifies the leading indicators that predict growth. We are building the commercial operating system for a hybrid robotics business: one that combines physical assets, digital services, field operations, renewals, upgrades, and complex channel relationships.  

Key Responsibilities Include:

The role is both strategic and hands-on. You will build models, dashboards, CRM logic, pricing workflows, reporting cadences, and executive-ready insights yourself. You will partner closely with Sales, Demand Generation, Customer Success, Product Marketing, Product, Fleet, Finance, Legal, and Japan HQ to make the revenue engine more measurable, predictable, and scalable. 

• Revenue architecture: Help evolve SBRA's operating view of revenue across hardware, software/cloud, services, subscriptions, renewals, upgrades, churn, and expansion. Build practical definitions for recurring versus transactional revenue, install-base value, customer lifetime value, renewal value, and revenue quality. 
• Renewal and lifecycle economics: Build the framework for managing customers across robotics asset lifecycles. Model renewal moments, upgrade paths, service extensions, replacement opportunities, churn risk, and customer value by cohort, segment, vertical, product, and route to market. 
• Pricing and margin architecture: Own and evolve the pricing operating model across robot sales, software/cloud, service contracts, deployment services, repair and customer care services, consumables, and future service offerings. Maintain the price book, evaluate margin and cost-to-serve, support discount governance, and create feedback loops from deal outcomes, renewals, churn, and service-cost data. 
• Forecasting and pipeline intelligence: Own the weekly revenue forecast and build leading-indicator views of pipeline creation, coverage, stage progression, deal velocity, conversion, slippage, close-date movement, source quality, and forecast risk. Create the system that surfaces revenue gaps early enough for leadership to act. 
• GTM analytics and insight generation: Develop SBRA-specific GTM intelligence across verticals, channels, buyer types, partner types, entry points, deal structures, and customer expansion paths. Identify what predicts win rate, sales cycle, expansion, renewal, churn, margin, and revenue quality. 
• CRM, systems, and data governance: Own HubSpot architecture and GTM data discipline, including fields, workflows, pipelines, integrations, permissions, lifecycle stages, routing, reporting dependencies, naming conventions, and data-quality standards. Ensure CRM data reflects how the business sells, serves, renews, upgrades, and expands. 
• Deal desk and commercial operations: Own pricing approvals, quote validation, deal-structure review, discount thresholds, exception workflows, approval documentation, and quote-to-contract operational flow. Partner with Finance, Legal, Fleet, Product, Sales, and CS to keep deals moving while protecting margin and operational feasibility. 
• Executive and HQ reporting: Own recurring commercial reporting for the SBRA Executive team and Japan HQ. Deliver clear reporting on forecast movement, pipeline health, bookings, revenue mix, pricing, margin, renewal risk, and strategic business drivers. Progressively automate manual reporting and establish one trusted operating view of the business. 

Requirements

• Strong analytical and financial modeling skills. 
• Experience with forecasting, pipeline analytics, revenue reporting, and executive business reviews. 
• Ability to define metrics and operating models, not just report on existing ones. 
• Comfort with CRM systems, ideally HubSpot or similar platforms. 
• Pricing, margin, discounting, deal desk, or deal economics experience. 
• Strong commercial judgment and understanding of how complex deals move. 
• Ability to translate between Finance, Sales, Product, Customer Success, Legal, and executive stakeholders. 
• Willingness to personally build models, dashboards, workflows, documentation, and reporting infrastructure. 
• Comfort operating in ambiguity and creating structure where none exists. 

Preferred Skills:·  

• Growth-stage BizOps, Strategy & Operations, Revenue Strategy, or Sales Strategy. 
• Strategic Finance or FP&A with meaningful GTM, pricing, or commercial operations exposure. 
• Revenue Operations in a hybrid hardware/software/services business such as robotics, IoT, fleet, equipment-as-a-service, EV charging, medtech, or industrial technology. 
• Pricing, monetization, or margin strategy across physical and digital offerings. 
• Consulting or banking followed by an operating role where you built models, processes, and operating cadences yourself. 
• Sales strategy or analytics in a complex-channel business such as medtech, industrial distribution, building technology, facilities services, or other multi-tier route-to-market environments. 

Work Environment:

This role is a fully remote position. Periodic in-person meetings, travel, and business need as required. The position involves regular coordination with all internal teams.  

The ideal candidate is self-directed and comfortable operating in a fast-paced, evolving environment, managing competing priorities, and maintaining a high degree of accuracy and accountability.

Benefits:

We offer a highly competitive benefits package that includes:

• Medical, dental, and vision coverage
• Paid time off and company holidays
• Retirement savings programs, 401k matching program
• Performance-based bonus opportunities
• Professional development and leadership growth opportunities

Equal Employment Opportunity

SoftBank Robotics America is an equal opportunity employer and is committed to creating an inclusive environment for all employees and applicants. We do not discriminate based on race, color, religion, sex, pregnancy, sexual orientation, gender identity or expression, national origin, age, disability, veteran status, genetic information, or any other protected status under applicable law.