Director, Revenue Operations
Sales at Brex
The Sales team is the driving factor behind revenue for Brex and every member of our team directly affects our bottom line. We focus on generating new opportunities, acquiring new customers, and building even stronger relationships with our current customers. Our winning culture recognizes big team wins and celebrates individual accomplishments. We ensure that top performers are recognized and have built a competitive environment to motivate and unify the team.
What you’ll do
Brex is hiring a Director of Revenue Operations to own the operating model for our AE, SDR, and Partnerships motions. You will report into the Head of Revenue Operations as a strategic leader. This role sets the coverage model, incentive architecture, and operating cadence for the teams you support, and is accountable for their overall performance. You'll manage a team of RevOps managers and individual contributors, and be the decision maker on tradeoffs between speed, rigor, and scale across your domain. This role requires someone who can move fluidly between executive-level narratives and the underlying mechanics that drive performance and coach their team to do the same.
Where You'll Work
This role will be based in our San Francisco office. We are a hybrid environment that combines the energy and connections of being in the office with the benefits and flexibility of working from home. We currently require a minimum of three coordinated days in the office per week, Monday, Wednesday and Thursday. As a perk, we also have up to four weeks per year of fully remote work!
Responsibilities
Be a trusted business partner to the SVP Sales in owning and improving the strategies, coverage models, operating rhythms, efficiency, and incentive compensation structure to drive revenue growth
Lead initiatives with enablement, data, finance, systems, marketing, operations, and other revenue operations team members to support your business partners and implement improvements
Own and improve upon 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 the GTM teams you support, working closely with business partners, finance, and other teams to set the strategy, align incentives, and ensure operational excellence
Identify and prioritize efficiency improvements within the Rev Ops org, including processes, reporting, and automation leveraging AI or other tools.
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
A 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 Rev Ops
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 quickly understand complex models
Strong attention to detail including modeling, communication, and documentation
Compensation
The expected salary range for this role is $258,000 - $322,000. However, the starting base pay will depend on a number of factors including the candidate’s location, skills, experience, market demands, and internal pay parity. Depending on the position offered, equity and other forms of compensation may be provided as part of a total compensation package.