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Salary: USD 258,000 - 322,000 / annual
Brex is hiring a Director of Revenue Operations to own the operating model for the Account Executive, Sales Development Representative, and Partnerships motions. You will report to the Head of Revenue Operations as a strategic leader and manage a team of 6+ RevOps managers and individual contributors.
In this role, you will set the coverage model, incentive architecture, and operating cadence for the teams you support, and be accountable for their overall performance. You'll be the decision maker on tradeoffs between speed, rigor, and scale across your domain. This position requires someone who can move fluidly between executive-level narratives and the underlying mechanics that drive performance, while coaching their team to do the same.
Key responsibilities include:
- Serve as a trusted business partner to the SVP Sales, owning and improving strategies, coverage models, operating rhythms, efficiency, and incentive compensation structure to drive revenue growth
- Lead cross-functional initiatives with enablement, data, finance, systems, marketing, operations, and other revenue operations team members
- Own and improve cadences for forecasting, pipeline, capacity planning, rep productivity, territory carving, quota setting, and incentive design
- Lead and develop a team of 6+ supporting New Business Account Executives, Sales Development Representatives, and the Partnerships Organization
- Present to senior leaders on business strategy, segment performance, and analytical deep dives
- Drive the annual planning process for GTM teams, working with business partners and finance to set strategy, align incentives, and ensure operational excellence
- Identify and prioritize efficiency improvements within the RevOps organization, including processes, reporting, and automation leveraging AI or other tools
The role is based in Seattle with a hybrid environment requiring a minimum of three coordinated days in the office per week (Monday, Wednesday, Thursday). Up to four weeks per year of fully remote work is available.
Requirements:
- 8+ years of experience in revenue operations, sales strategy, or sales operations with at least 2+ years managing managers; preferably at a Fintech or SaaS company
- Passion for coaching and developing a team with varying levels of experience
- Comprehensive understanding of sales funnels, processes, and methodologies in a scaled revenue organization, including with partners
- Demonstrated success operating in a complex cross-functional environment to deliver impactful outcomes
- Direct experience owning incentive compensation design and coverage models for AE and SDR organizations at scale
- Strong problem-solving skills and collaborative approach to solutioning within and outside of RevOps
- Ability to influence with or without authority, strong stakeholder management and executive communication skills
- Extensive experience with Salesforce and other GTM systems, including examples of AI-driven efficiency improvements
- Analytical mindset with the ability to quickly interpret data and understand complex models
- Strong attention to detail including modeling, communication, and documentation
