Director, Revenue Strategy & Operations

Yoodli is an AI-powered experiential learning platform that uses AI roleplays to personalize real-life practice and transform how organizations learn and prepare. We're pioneering a new category — AI Roleplays — because we believe nobody should miss out on the opportunities they deserve because of how they communicate. Static content doesn't create behavior change. Practice does.

We've raised $60M — including a $40M Series B led by WestBridge Capital — backed by Madrona, Neotribe, Cercano, and incubated at the Allen Institute for AI. Our customers include Google Cloud, Snowflake, Databricks, RingCentral, SAP, FranklinCovey, KornFerry, Sandler Training, Toastmasters, and many more — with learners in over 150 countries. We're headquartered in the heart of Seattle, and we're having a lot of fun along the way. We value humility, a bias for action, and the belief that we win together.

Try the platform free at yoodli.ai.

This is a leadership role over Revenue Strategy, Planning & Operations. You'll take an established function to its next level and run it as we scale.
Our Revenue Operations team has built a strong systems foundation: HubSpot, Common Room, Intercom, and a modern GTM stack that runs well. What we're adding is the strategy, planning, and insights layer on top of it. The capability to see the business clearly, decide well, and operationalize the decisions we make.
Your mission is an operationally excellent revenue organization that runs on data. You'll own the rhythm of the business, meaning the planning cycles, the forums, and the cadences that let a fast-growing GTM org decide and follow through. You'll build an analytics and insights operation that turns systems data into direction. And you'll put AI and those insights to work so every minute of GTM time goes toward customer impact and outcomes.
You report to the CRO and act as a thought partner on how the revenue org operates. You'll lead a small team: Revenue Systems, already in seat and owning our GTM stack and consultancy relationships, and a Revenue Analytics & Insights Lead you'll hire.

• Run the business. Own the GTM rhythm of business (weekly through annual cadence, monthly and quarterly business reviews), take decisions off the table, and keep every GTM leader focused on their core work with minimal administrative load
• Change the business. Partner with the CRO on how we structure and segment for 2027: quota distribution, direct vs. channel, and where we invest. This sets the agenda for the analytics function
• Decisions, end to end. Frame the hard questions (segment cut lines, BDR pilot-to-program, regionalize vs. verticalize, strategic accounts, land-and-expand), drive them to a decision with data underneath, and make sure they land in execution
• Territory and coverage. Stand up the customer master data foundation we lack today, then design territories that are fair and rampable rather than inherited
• Planning and forecasting. Model quota and comp scenarios and recommend (CRO and CFO approve). Enable a forecast cadence where sales leaders own their numbers independently, with a SalesOps forecast as a check
• Team and cross-functional partnership. Oversee the Revenue Systems domain leader and hire the Senior Revenue Analyst. Partner tightly with Finance, FP&A, Deal Desk (owned by Finance), Partnerships, Marketing, sales leadership, and our founders

• Mission alignment: You believe in our vision and care deeply about helping people achieve more by communicating better
• Decision-making at scale: You frame hard questions, drive them to a decision with data underneath, and make sure they land in execution — not just produce decks
• Systems thinking: You hold a clear point of view and turn analysis into operational change across a fast-growing revenue org
• Cross-functional leadership: You partner naturally across GTM, Finance, and executive stakeholders, and know how to direct systems and analytics work rather than execute it yourself
• Craft and rigor: You bring hands-on fluency with quota and comp modeling, territory design, and forecast operations, and you hold a high bar for how decisions get made and operationalized

• 8-12 years in revenue operations, GTM strategy & operations, or sales/business operations, with progressive scope and time in a senior or leadership seat
• Direct, hands-on experience with quota and comp modeling, territory design, and forecast operations
• Demonstrated cross-functional leadership across GTM, Finance, and executive stakeholders, including managing third-party resources
• Fluency with a modern GTM stack (HubSpot or Salesforce) and analytics tooling
• A track record of turning analysis into operational change, not just producing decks
• B2B SaaS or B2B AI experience
• Bachelor's degree or equivalent experience

• You've scaled a revenue org through a comparable curve (roughly $20M to $70M+ ARR)

• Huge impact opportunity: build the first dedicated operations function at a fast-growing startup, reporting directly to the CRO
• Competitive compensation: significant equity opportunities at a venture-backed company
• Compensation: $200-240K OTE
• Work directly with the CRO and founding team to shape how Yoodli's revenue org scales
• Join a fun, inclusive, and highly motivated team culture (and help define it!)
• This is a Hybrid role: 3 days in-office at our Seattle HQ (lunch included) + 2 days remote.