The Role
Lead the Revenue Operations function, focusing on GTM planning, forecasting, analytics, and tools for sales teams to enhance productivity and revenue growth.
Summary Generated by Built In
Aera Technology is a pioneer in the growing category of Decision Intelligence Platforms and a Leader in the Gartner® Magic Quadrant™ for 2026– the technology to digitize, augment, and automate decision-making processes with AI and machine learning. Through our AI decision automation platform, Aera Decision Cloud™, we are helping the best-known brands in the world make smarter, faster decisions.
Privately-held and VC-funded, we have a global team of over 400 Aeranauts – and we’re growing. We deliver Decision Intelligence innovation and services that enable enterprises to automate and scale decision making with accuracy and speed. We continue to be the trusted choice of market leaders for our proven ability to generate value and unlock opportunities that were previously unattainable.
Aera’s Revenue Operations team is responsible for overall productivity and effectiveness of the GTM team. We're looking for an experienced Senior Director Revenue Operations to scale Aera’s next phase of growth.
The Head of Revenue Operations will be a highly visible and independent thought leader and operator playing a key role in scaling the Revenue Operations and GTM team. You will manage key operational functions including GTM Planning including territory, quota, etc. You will also be responsible for GTM Data Infrastructure, Insights & Analytics, Global Forecasting and Programs, Pipeline Modeling, Enablement and Deal Desk. You will work closely with Global Sales leadership to set sales strategy and medium/long term goals for the business. You will work on topics that range from transformational sales strategy to the nuts and bolts of sales operations.
This leader will augment our existing sales motions by challenging assumptions and influencing cross-functional stakeholders to develop and execute a winning GTM strategy that scales as we embark on this next phase in our journey. This leader will solid-line report to our Chief Revenue Officer and dotted line to the Chief Strategy and Operations Officer.
The ideal candidate will be based in the San Francisco Bay Area.
Responsibilities
- Own and set the vision for the Revenue Operations function, fostering a culture of collaboration and data-driven decision making, prioritizing an achievable roadmap for each squad.
- Manage the GTM budget, in close partnership with the CRO, Chief Strategy and Operations Officer and Finance, to drive the annual planning process including budget goals and performance, headcount, quota & territory management, and compensation design and management.
- Drive reliable global forecasting processes and support leadership in the understanding of pipeline, forecasts, account and opportunity management, lead routing, data hygiene and enrichment, customer health measurement, contract management and reporting, and renewal workflows while bringing best in class sales strategy & planning techniques to support leadership in maximizing sales and revenue.
- Own all systems and tools related to our field sales teams with SFDC as our central hub. You will be responsible for the evaluation, improvement, and implementation of all tools and software that are leveraged by our sales teams.
- Own the Client Partner experience from onboarding, to tech stack to day to day experience.
- Oversee all deal operations including RFP management, deal execution, etc
- Drive GTM strategies across all customer segments and Partner sales motions; collaborating cross-functionally to ensure sales, marketing and customer success processes are efficient, aligned and following best in class practices.
- Lead projects ranging from GTM health and overall progress, process definition and refinement, systems implementation, data infrastructure and value-added analytics.
- This is a critical business role that looks left to right across the GTM and Revenue Operations business, calling and managing risk and upside, identifying/targeting high-value opportunities, modeling our coaching culture, and translating business insights into business models that accelerate business outcomes and customer/partner satisfaction.
About You
- 10+ years of relevant experience in Revenue Operations, Sales Operations and/or Strategic Sales roles for high growth SaaS products including several years as a manager of senior leaders.
- Proven experience building a scalable Revenue Operations strategy for companies growing from $50MM to $100M+ in ARR.
- Strong Executive presence and ability to influence and work cross functionally with C-Level executives.
- Established history of driving multiple complex projects at the same time to on-time completion in a fast-moving environment.
- Strong quantitative skills and are highly data fluent - you’re able to develop and communicate penetrating insights that inform how we organize and scale our revenue teams.
- Operate as an inclusive leader with a proven history of building and developing diverse & inclusive teams, and attracting, retaining and developing your leadership team.
- Have demonstrated leadership & interpersonal capability in driving cross-functional execution, leading global change management initiatives through ambiguity, and proven ability to influence across organizational boundaries.
- Are customer obsessed and operate with a focus on delivering exceptional customer experiences.
- Have experience at scaling Enterprise SaaS companies with go-to-market models and partners.
- Expert in the Salesforce ecosystem and GTM tools.
- Have the ability to uplevel and build out the capabilities of teams and improve real-time insights & analytics, processes and automation.
- Bachelor’s degree preferred
Location and Travel
- Location: Bay Area required. Expectation to be in Mountain View / San Francisco offices on a regular basis.
- Travel: Expected to travel occasionally to visit our GTM and Rev Ops teams, to attend Sales events and certain Customer events.
If you share our passion for building a sustainable, intelligent, and efficient world, you’re in the right place. Established in 2017 and headquartered in Mountain View, California, we're a series C start-up, with teams in Mountain View, San Francisco (California), Bucharest and Cluj-Napoca (Romania), Paris (France), Munich (Germany), London (UK), Pune (India), and Sydney (Australia). So join us, and let’s build this!
Aera Technology is an equal opportunity employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender perception or identity, national origin, age, marital status, protected veteran status, or disability status. Pursuant to the San Francisco Fair Chance Ordinance, Aera Technology will consider for employment qualified applicants with arrest and conviction records. Aera Technology respects the privacy of your data. Please take the time to read our European GDPR privacy candidate notice available here
Benefits:
At Aera Technology, we strive to support our Aeranauts and their loved ones through different stages of life with a variety of attractive benefits, and great perks. In addition to offering a competitive salary and company stock options, we have other great benefits available. You’ll find comprehensive medical, vision and dental plans, a 401K plan, flexible paid time off, generous parental leave, and much more. We believe in a flexible working environment, to allow our Aeranauts to perform at their best, ensuring a healthy work-life balance. When you’re working from the office, you’ll also have access to a fully-stocked kitchen with a selection of snacks and beverages.
Skills Required
- 10+ years of relevant experience in Revenue Operations, Sales Operations and/or Strategic Sales
- Proven experience building a scalable Revenue Operations strategy for companies growing from $50MM to $100M+ in ARR
- Expert in the Salesforce ecosystem and GTM tools
- Strong Executive presence and ability to influence C-Level executives
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The Company
What We Do
Aera Technology is the Cognitive Automation company that makes business agility happen. We deliver the first scalable digital platform that integrates with your existing systems to make and execute business decisions in real time. In the era of digital acceleration, Aera helps enterprises around the world transform how they respond to the ever-changing environment.
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