Director/Senior Director of Revenue Operations

Role Details

Location: San Francisco, CA. This role is based 2 days per week out of our San Francisco HQ and is not eligible for full-time remote work.

Compensation: The annual OTE for this role is $197,000 - $240,000 USD in addition to equity & benefits.

The range displayed on this job posting reflects the minimum and maximum target depending on the location of each candidate. In addition to location, other factors including level, job-related knowledge, skills, and experience will determine compensation.

About Gem

Gem helps talent acquisition teams hire with remarkable speed and efficiency through strategic, data-driven recruiting.

With Gem, teams can automate and personalize candidate communication, unify all recruiting touch points into a single system, and get usable data across the entire hiring process. Gem gives every part of the organization the tools to drive results and showcase their impact. It's why users recognize Gem as one of the highest-satisfaction products on G2 with a 4.8/5.0 rating.

Over 1200 Industry Leaders Including Reddit, Figma, CarMax, Robinhood, And UnitedHealth Group Trust Gem To Fuel Their Growth. The Company Has Raised $148M From Renowned Investors Including Accel, Greylock, ICONIQ, Sapphire, And Meritech. And Just As We Strive To Help Our Customers Find Great Talent, We Also Invest In Our Own People And Culture. We Are Proud Of The Culture We’ve Built And Have Recently Been Recognized As

Forbes America's Best Startup Employers 2025Great Place to Work Certified, 2024 - And we landed at number #13!Fortune Best Workplaces for Millennials, 2023

The company has raised $148M in funding from Accel, Greylock, ICONIQ, and more.

The Team & Role

The Director/Senior Director of Revenue Operations will manage Gem’s RevOps team and own all of the systems and processes that drive our revenue engine. This role reports directly to the CFO/COO.

In this role, you’d serve as the primary operating partner and strategic thought partner to Sales, Marketing, and Customer Success leadership at Gem. You’ll be a mentor and coach to all three members of the RevOps team and also roll up your sleeves to execute projects yourself.

We’re looking for an individual who is excited to design and scale systems/processes to support a maturing and wide-ranging GTM engine. Gem is a multi-product company that serves a wide range of customers — from small startups to Fortune 50 companies — and our GTM motion spans across PLG self-serve, sales-assisted, and more traditional B2B sales. You’d be an ideal fit for the role if you enjoy managing a high degree of complexity and designing solutions that are thoughtfully adapted to the needs of different funnels.

Our ideal candidate has seen rigorous processes at scale (e.g., experience at $40M+ ARR companies) and has also operated in fast-paced startup environments that require navigating ambiguity and building out new processes from scratch.

What You’ll Do Day-to-Day

Own the RevOps strategy and tech stack across the full GTM funnel (Marketing, Sales, Customer Success), focusing on scalability, efficiency, insights, and automationLead and grow a small team of RevOps professionals while setting a high bar for execution and accountabilityDrive GTM reporting and analytics from top-of-funnel health through to customer adoption and net retention, and surface key insights and actionable recommendations to the GTM leadership teamOwn lead routing, territory and account assignments, scoring models, and other foundational systems that power an efficient and aligned GTM organizationAct as ultimate owner and budget holder of our GTM tech stack (includes Salesforce, Marketo, Clay, Vitally, Gong, and more), owning integrations, data flows, implementations, and tooling decisionsCollaborate with Finance, Sales, Marketing, and Product Analytics to establish standards and proactively monitor data flows throughout our systems & processes to ensure data quality Manage the RevOps team’s roadmap, intake & planning process: ensuring that the highest-impact workstreams are correctly prioritized, projects are delivered on time, and stakeholders have visibility into progress & deliverables Build: while you will manage a team, this role also requires rolling up your sleeves and building Flows, auditing data, troubleshooting, supporting with quoting, and shipping reporting

About You

You’re a critical thinker with strong business intuition: you constantly stay on top of the latest developments, tools, & best practices in the field, but you’re also unafraid to think and solve problems from first principlesYou care deeply about your team and are passionate about mentoring, giving feedback, and supporting your team members’ career growth & developmentYou’re proactive about spotting gaps and opportunities for improvements throughout the GTM funnelYou have a demonstrated track record of being able to influence without authority, initiate & drive large cross-functional projects to completion, and rally cross-functional partners around a new solutionYou’re extremely analytical and are adept at leveraging data to make actionable business recommendations: you’re quick to spot trends in large volumes of data, and can also structure & interpret complex data analyses to drill down to specific problems You’re very proficient with Salesforce, and are comfortable building Flows and personally acting as an administratorYou have a strong track record of building processes to support growth at scale, but are also comfortable making tradeoffs between polish & velocity when required

Qualifications

5+ years of revenue operations at B2B SaaS companies required, with a minimum of 3+ years focused on sales operations2+ years of people management experience required1.5+ years of revenue operations experience at a company with $40M+ in ARR and 30+ quota-carrying reps across the GTM org requiredBachelor’s degree in Economics, Finance, Statistics, Engineering, or other quantitative disciplines strongly preferredExperience operating in a scrappy, dynamic startup environment (companies with <150 people) a plusExperience in management consulting, investment banking, or investing a plus

Benefits

Highly competitive salary & equity10-year window to exercise your stock optionsSupportive Flexible Time Off program16 paid holidays, including regular company-wide wellness daysBest-in-class medical, dental & vision insurance$1,200 annual stipend for learning and development opportunities16 weeks of Paid Parental Leave for birthing and non-birthing parentsNew Parent Perks totaling $1,500 and flexibility upon return to work

Gem is an equal opportunity employer. We celebrate our inclusive work environment and encourage folks of all backgrounds and perspectives to apply. At Gem, we’re committed to having an inclusive and transparent environment where every voice is heard and acknowledged. We embrace our differences, and know that our diverse team is a strength that drives our success.

Gem is committed to developing a barrier-free recruitment process and work environment. If you require any accommodation, please email us at accommodations@gem.com and we’ll work with you to meet your accessibility needs.

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