Head of Revenue Operations

About AirOps

Today thousands of leading brands and agencies use AirOps to win the battle for attention with content that both humans and agents love.

We’re building the platform and profession that will empower a million marketers to become modern leaders — not spectators — as AI reshapes how brands reach their audiences.

We’re backed by awesome investors, including Unusual Ventures, Wing VC, Founder Collective, XFund, Village Global, and Alt Capital, and we’re building a world-class team with in-person hubs in San Francisco, New York, and Montevideo, Uruguay.

Job Brief

As Head of Revenue Operations & GTM Engineering, you’ll architect and scale the systems, processes, and team that power AirOps’ go-to-market engine.
This is a strategic and hands-on role — ideal for a leader who can both design the frameworks that align marketing and sales, and personally build the infrastructure to make them run efficiently from day one.
You’ll oversee revenue operations, sales development infrastructure, and GTM analytics, ensuring that our growth and sales teams operate with precision, speed, and visibility.

Key Responsibilities

1. Strategy & Alignment

• Establish frameworks for target account segmentation, territory management, rules of engagement, and compensation design.

• Build alignment between marketing and sales through shared definitions, attribution logic, and campaign-to-pipeline workflows.

• Define the operational rhythm and dashboards that unify visibility across the full funnel.

2. Core Revenue Operations

• Own the systems and workflows behind routing, scoring, and nurturing — from lead capture through opportunity creation.

• Automate lifecycle management using tools like HubSpot, Customer.io, and SmartLead to ensure timely follow-up and engagement.

• Maintain data integrity and enforce operational best practices across GTM systems.

3. GTM Engineering

• Build the infrastructure that powers outbound and account-based programs — integrating Clay, Common Room, Phantombuster, Trigify, and Fibbler for signal tracking, enrichment, and personalization.

• Enable SDRs to work from a unified “single pane of glass” that surfaces the highest-value accounts and next-best actions.

• Partner with Growth and Sales to continuously optimize campaign logic, outreach workflows, and automation pipelines.

4. Reporting & Insights

• Develop real-time analytics and dashboards for pipeline health, conversion velocity, and performance by segment.

• Identify operational bottlenecks and lead cross-functional projects to improve speed and conversion efficiency.

• Provide strategic recommendations to the VP of Sales and Head of Growth for quarterly planning and forecasting.

5. Team Leadership & Stakeholder Management

• Build and mentor a small but high-impact RevOps & GTM Engineering team.

• Collaborate closely with Sales, Marketing, and Product Growth leaders to ensure alignment on goals, data, and execution.

• Drive operational excellence and clarity across GTM squads.

Qualifications

• 6+ years in Revenue Operations, Sales/Marketing Ops, or Growth Engineering roles, with at least 2+ years in leadership.

• Deep technical experience with HubSpot, Clay, Lemlist, SmartLead, and related data automation or enrichment tools.

• Proven success building scalable GTM systems that align marketing, sales, and growth functions.

• Strong analytical mindset; comfortable building dashboards, writing queries, and making data-driven recommendations.

• Excellent cross-functional communication and stakeholder management skills.

• Hands-on builder who thrives in a fast-paced, high-growth environment.

• Curiosity and passion for how AI is transforming go-to-market systems and customer acquisition.

Our Guiding Principles

1. Extreme Ownership

2. Quality

3. Curiosity and Play

4. Make Our Customers Heroes

5. Respectful Candor

Benefits

• Equity in a fast-growing startup

• Competitive benefits package tailored to your location

• Flexible time off policy

• Generous parental leave

• A fun-loving and (just a bit) nerdy team that loves to move fast!