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Replicant is an AI-first customer service platform that deploys AI agents to handle millions of calls monthly for Fortune 500 companies and high-growth innovators. The company is shifting enterprise contact centers from legacy systems to AI-powered conversation intelligence and agentic AI.
You will build and lead the revenue operations function as Senior Director, reporting directly to the SVP of Sales and partnering closely with the CFO. You own the complete operating model—forecasting, pipeline analytics, compensation design, capacity planning, and productivity metrics—that drives leadership decision-making.
Key responsibilities:
• Own the full sales cycle view end-to-end: understand where pipeline originates, how it converts stage-by-stage, why trials convert or don't, and translate this into a repeatable growth engine.
• Design and manage the levers that move revenue: forecasting methodology and cadence, incentive plan design, pricing and packaging strategy, quota setting, capacity planning, and productivity analysis.
• Serve as thought partner to the SVP of Sales and CFO on all revenue strategy decisions, not as a downstream executor.
• Consolidate GTM systems (Salesforce, Gong, Clay, ZoomInfo, LinkedIn, Unify GTM) into a single source of truth; design the data architecture and build AI-assisted reporting that turns data into actionable decisions.
• Build and develop the RevOps function from one analyst into a full team; hire, mentor, and set standards for future team members.
• Operate hands-on early: this role balances strategic leadership with willingness to get into the trenches on analysis, modeling, and implementation.
You inherit a real foundation with one Sales Operations Analyst and will determine what gets strengthened, rebuilt, or built from scratch.
REQUIREMENTS:
• 8+ years in Revenue or Sales Operations, including 3+ years at Director/Senior Director/VP level
• Proven track record building RevOps from a nascent or fragmented state at a growth-stage SaaS company (ideally with usage-based pricing experience)
• Forecast ownership: you have defended a number to a board, not just built the model someone else defended
• Expertise in comp plan design, quota setting, territory and segmentation strategy
• Track record consolidating multi-system GTM data across CRM, conversation intelligence, and enrichment tools
• People leadership experience, including developing analysts into senior operators
• Genuine willingness to operate hands-on and build, not just run processes
• AI-forward by practice: comfortable using tools like Claude to compress analysis timelines
