About this Director, Revenue Operations role at Aircall
ABOUT THE ROLE
Revenue Operations (RevOps) sits at the center of how Aircall plans, prioritizes, and executes across our go-to-market organization. As we scale toward our next stage of growth and pivot from a cloud telephony business to an AI communications platform, the way we acquire customers — and the way our field teams sell — has to evolve just as fast. We're looking for a Director, Revenue Operations to own Acquisition & AI Ops: the engine behind how we generate pipeline, convert net new sales, and operationalize AI across every field-facing seller.
This is a people leadership role. You'll lead Sales Ops, Partner Ops, and a new AI Ops function, owning the Qualified Pipeline (QP) and Net New Sales (NNS) processes end to end — and going further by embedding AI into the daily workflows of our SDRs, BDRs, AEs, and PAMs. You won't just report on the funnel; you'll redesign how it runs in an AI-first world. You'll partner closely with our Customer Ops leader and our Revenue Planning & Insights leader to deliver one consistent GTM operating model. If you're energized by turning AI from a buzzword into a measurable productivity advantage for hundreds of sellers, this role is for you.
AS A DIRECTOR, REVENUE OPERATIONS, YOU WILL:
Own Acquisition Ops end to end. Lead the Qualified Pipeline (QP) and Net New Sales (NNS) processes across the acquisition motion — from marketing and XDR (SDR/BDR) handoffs through PAM, AE, and SE — ensuring consistent stages, clean data, accurate forecasting, and predictable conversion.
Operationalize AI across the field. Build and run a new AI Ops capability that embeds AI into the daily workflows of SDRs, BDRs, AEs, PAMs, etc. — from prospecting and call intelligence to next-best-action, forecasting, and pipeline hygiene. Define the playbooks, tooling, adoption, and metrics that turn AI into measurable seller productivity.
Lead Sales Ops and Partner Ops. Manage and develop the Sales Ops and Partner Ops teams, setting the standard for rigor, responsiveness, and business partnership across the acquisition org and our partner ecosystem.
Drive one GTM operating model. Partner with the CRO, GMs, and your Customer Ops and Revenue Planning & Insights peers to deliver consistent stages, data, and forecasting across the full revenue lifecycle (Marketing <> XDR <> PAM → AE/SE → AM/CE/FDE), and to design the weekly, monthly, and quarterly operating cadences that keep the business on track.
Partner across the RevOps function. Work hand in hand with Customer Ops (AM Ops, CE Ops, FDE Ops, SE Ops, Support Ops) on land-and-expand and retention motions, and with Revenue Planning & Insights (planning, analytics, PMO, commissions) on targets, capacity, territory and quota design, comp plans, and reporting — so acquisition and customer motions operate as one system.
Build the systems and single source of truth. Partner with Data and GTM Systems to ensure the tooling, data architecture, and dashboards behind acquisition and AI Ops are clean, scalable, and trusted by leadership and the field alike.
Shift the perception of RevOps. Move RevOps from a function that controls the business to one that demonstrably helps it grow — earning the right to lead through reliability, insight, and impact.
A LITTLE MORE ABOUT YOU:
7+ years in revenue operations, sales/GTM operations, or a related function, including significant experience leading and scaling teams — ideally in a fast-paced, high-growth B2B SaaS environment.
Deep expertise in the acquisition motion: pipeline generation (PG), qualified pipeline (QP), and net new sales (NNS) processes, sales forecasting, territory and quota design, and conversion optimization across SDR/BDR, AE, and partner-led motions.
A track record of operationalizing AI or new tooling for field sellers — not just evaluating tools, but driving adoption, building workflows, and proving productivity impact at scale.
Strong systems and data fluency; comfortable partnering with Data and Systems teams on architecture, reporting, and a trustworthy single source of truth (Salesforce and the broader GTM stack).
Excellent cross-functional leadership and stakeholder management; you can align a CRO, GMs, Finance, and operations peers around one operating model and hold the line on consistency.
A builder's bias: you turn ambiguity into repeatable process and structure, and you genuinely enjoy making large GTM teams run better.
Clear written and verbal communication; fluency in English.
Nice to have: experience standing up an AI Ops or sales productivity function, and familiarity with land-and-expand, NRR, and commissions/incentive design.
