Director Revenue Operations

Xplor Technologies powers the experiences at the heart of everyday life. Through modern vertical software, embedded payments, and AI-powered capabilities, we help businesses in fitness, recreation, golf and club, field services, laundry, education, and other membership-based and service-based industries simplify operations, uncover insights, and elevate customer and member experiences. This is a rare opportunity to rebuild and own the revenue operations function at a critical inflection point - when the company is simultaneously integrating multiple brands and systems, and undergoing a comprehensive AI transformation. The goal is for every workflow, system, and decision loop in the GTM engine to be embedded with AI. The result: a self-optimizing revenue machine where AI handles volume and pattern recognition while humans own strategy, relationships, and creative judgment. You will own both the operating model and the GTM AI roadmap - driving the systems, data infrastructure, and intelligent automation that will define the company's competitive advantage for the next decade. This role is for someone who wants to build and lead hands-on - not just advise. You will sit at the intersection of strategy and execution,and direct a team of 8 that support revenue operations and GTM AI transformation across 4-5 vertical divisions. Define and own the RevOps strategy, priorities, and operating model across the full revenue organization Design the processes and governance structures that underpin how revenue is generated, tracked, and optimized Act as the connective tissue between marketing, sales, onboarding, CS, finance, and IT - ensuring alignment on data definitions, process standards, and system architecture Build and run the executive-level KPI framework and operating cadences that keep the leadership teams aligned and accountable Lead the cross-functional operating cadence: weekly AI task force, bi-weekly model performance reviews, monthly GTM data audits, and quarterly executive readouts Make and enforce standardization decisions when business verticals conflict on process, data, system questions, or priorities - with clear decision frameworks and escalation paths Build the RevOps roadmap and own resource prioritization across all initiatives, balancing AI transformation work with day-to-day operational excellence GTM AI Transformation & Tech Stack Own and drive the 18-month GTM AI Transformation Roadmap across all revenue workflows - from demand generation and content through pipeline management and customer success Own the GTM infrastructure - including the data, processes, marketing automation, and revenue intelligence platforms Lead the deployment of AI across key GTM functions: predictive lead scoring, revenue forecasting, conversation intelligence, churn prediction, content automation, and workflow orchestration Partner with the Director of Revenue Systems (who you will directly manage) in evaluating new tools, maintaining the tech stack audit, and making build-vs-buy decisions for AI capabilities Champion responsible AI adoption: establish governance standards for model auditing, bias review, data privacy compliance, and human-in-the-loop guardrails Drive the team upskilling and change management program that ensures adoption of AI tools across the GTM organization Partner with the Director of Revenue Systems (who you will directly manage) to consolidate tools across brands; and in the evaluation, selection, and implementation of AI-native tools across the stack - including intent data, enrichment, forecasting, conversation intelligence, and personalization Build and maintain the single source of truth for all GTM metrics: (eg pipeline/funnel, revenue, retention, CAC, LTV, and AI transformation KPIs) Ensure data quality, integrity, and accessibility across all systems Establish and enforce data governance standards, including GDPR/CCPA compliance for all AI data processing Report on GTM AI transformation ROI to the executive team on a quarterly basis Annual Planning & Financial Alignment Lead RevOps support for the annual planning cycle with the vertical RevOps BPs: quota setting, territory design, capacity modeling, headcount assumptions, and KPI target-setting Partner with FP&A to build the revenue forecast model and ensure revenue projections are grounded in pipeline reality and AI-driven signals Own the budget framework for the AI transformation program - tracking spend, ROI, and reallocation decisions across the 18-month roadmap Provide executive-level reporting on GTM performance, including quarterly board-ready KPI packages The ideal candidate is primarily a revenue thinker who happens to use AI as their main lever — not an AI enthusiast who happens to work in revenue. Domain instinct (knowing what makes deals close, what makes customers churn, what motivates a quota-carrying rep) doesn't get replaced by tooling, and it's still the foundation the rest is built on. Experience & Competencies 3+ years in Revenue Operations, GTM Strategy, or a closely related function at a B2B SaaS company Track record of building and/or scaling RevOps teams Data fluency at the query level, not the dashboard level – ability to pull clean cohort retention, multi-touch attribution, or pipeline conversion analysis without waiting on a data team Hands-on experience with modern GTM tech stack: CRM (Salesforce preferred), marketing automation, intent data, conversation intelligence, revenue forecasting platforms, BI tools, etc Demonstrated experience implementing AI or ML tools in a revenue context - lead scoring, forecasting models, or data automation at scale Ability to whiteboard data and process flow from lead to cash Understanding of AI tooling and agentic workflow design Experience leading cross-functional alignment across sales, marketing, finance, and IT stakeholders with competing priorities Understanding of revenue modeling, revenue KPIs that matter, compensation design, forecasting science How You Operate The single most important trait is builder energy over operator energy . Adjacent traits that matter: You think in systems: You see how processes, data, and people interconnect - and you build for the whole, not just the part in front of you You move fast with rigor: You don't let perfect be the enemy of good, but you don't ship slop either - you establish clear standards and hold to them You have a bias to automate . When you see a repetitive workflow, your instinct is "what would it take to make this run itself?" not "let's hire an analyst." You are obsessively data-driven: Every decision you make is grounded in data; you are comfortable building and tearing apart a model You are an early adopter: You follow the AI landscape closely, know the tools better than the vendors do, and are energized by what's possible You build for scale: You don't just solve today's problem - you build the system that won't need to be rebuilt in 18 months You lead through influence: In a cross-functional role - you align, persuade, and build coalitions to drive change This role has a base salary range of $150,000 - $180,000 USD. May be considered for a discretionary bonus. Location: This is a 100% remote position available to candidates located in the U.S., excluding Hawaii and Alaska. #LI-Remote Values and Life at Xplor Our five core values guide us from how we hire and recognise our team members to how we interact with our customers day to day: Find a better way Do the right thing Say it straight Win together Own the outcome If these values sound like you, and describe people you want to work with, you will thrive at Xplor. As an Xplorer, you will be part of a global network of talented colleagues who will support your success. We look for commonalities and shared passions and give people the tools they need to deliver great work and grow at speed. Some of our perks and benefits are: Paid Parental Leave benefit programs #GiveBackDays/Commitment to social impact – 3 extra days off to volunteer and give back to your local community Ongoing dedication to Diversity & Inclusion initiatives such as D&I Council, Global Mentorship Program Access to free mental health support Flexible working arrangements Ready to apply? To start your application, please submit your resume, and we will be in touch as soon as we can. More about us More than 130,000 businesses in 72+ countries rely on Xplor to run their day and get paid, processing over $47 billion in payments annually. Our connected ecosystem helps operators spend less time managing complexity and more time delivering the experiences that matter most. Xplor is backed by world-class investors Advent International, Battery Ventures, and Silver Lake. Good to know To be considered for employment, you must be legally authorized to work in the country you're applying for. Xplor does not sponsor visas, either at the time of hire or at any later time. We kindly ask you to apply through our careers portal or external job boards only . Please don't send your application via email. To learn more about us and our products, please visit xplor.com/careers/ . We also invite you to check out our Candidate FAQs for more information about our recruitment process xplor.com/recruitment-faqs/ . EEO and Artificial Intelligence We believe in transparent hiring. We use an applicant tracking system that includes artificial intelligence-enabled features to assist with the screening and assessment of job applications, such as candidate scoring or ranking. These tools support our recruitment process, but all hiring decisions are made by our recruitment team following human review. We do not rely on artificial intelligence to make final hiring decisions. Find our Candidate AI Usage guidelines here . Xplor is proud to be an Equal Employment Opportunity employer. We're dedicated to attracting, retaining and developing our people regardless of gender identity, ethnicity, sexual orientation, disability, veteran status and age. Applications are encouraged from all sectors of the community. All Information will be kept confidential according to EEO guidelines. Xplor is committed to the full inclusion of all qualified individuals. In keeping with our commitment, Xplor will take steps to ensure that people with disabilities are provided reasonable accommodations. Accordingly, if reasonable accommodation is required to fully participate in the job application or interview process, to perform the essential functions of the position, and/or to receive all other benefits and privileges of employment, please contact us via [email protected]. We make it a priority to respond to every applicant.