At a glance
- Location
- San Francisco
- Salary
- USD 207,200-259,000 · Base salary
About Scale AI
- At Scale, our mission is to develop reliable AI systems for the world's most important decisions. Our products provide the high-quality data and full-stack technologies that power the world's leading models, and help enterprises and governments build, deploy, and oversee AI applications that deliver real impact. We work closely with industry leaders like Meta, Ernst & Young, Mayo Clinic, Time Inc., the Government of Qatar, and U.S. government agencies including the Army and Air Force. We are expanding our team to accelerate the development of AI applications.
- We believe that everyone should be able to bring their whole selves to work, which is why we are proud to be an inclusive and equal opportunity workplace. We are committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability status, gender identity or Veteran status.
- We are committed to working with and providing reasonable accommodations to applicants with physical and mental disabilities. If you need assistance and/or a reasonable accommodation in the application or recruiting process due to a disability, please contact us at accommodations@scale.com. Please see the United States Department of Labor's Know Your Rights poster for additional information.
- We comply with the United States Department of Labor's Pay Transparency provision.
- PLEASE NOTE: We collect, retain and use personal data for our professional business purposes, including notifying you of job opportunities that may be of interest and sharing with our affiliates. We limit the personal data we collect to that which we believe is appropriate and necessary to manage applicants’ needs, provide our services, and comply with applicable laws. Any information we collect in connection with your application will be treated in accordance with our internal policies and programs designed to protect personal data. Please see our privacy policy for additional information.
About the role
- As Revenue Operations Manager for Enterprise GTM, you will own the measurement layer of our go-to-market engine.
- This is an individual contributor role with a wide mandate and real exposure, reporting to a Director and owning numbers that go to the VP of Enterprise GTM, the executive staff, and the board.
Responsibilities
- Build and maintain dashboards that give real-time visibility into pipeline health, stage conversion, sales velocity, coverage ratios, and attainment against plan, cut by vertical, segment, and rep.
- Establish a single agreed definition for every core metric and defend it.
- Report bookings, recognized revenue, and consumption as the distinct measures they are.
- Run the operating cadence: weekly pipeline reviews, forecast calls in Salesforce and Clari, MBRs, QBRs, and the enterprise section of board reporting.
- Build stakeholder-specific, self-serve views so vertical leaders, sales development, and partnerships can answer their own routine questions.
- Answer the hard why questions, such as why Stage 3 conversion dropped in financial services or where multi-year agreements stall in legal review.
- Build leading indicators and early-warning triggers so leadership sees a coverage or velocity problem 60 days out.
- Pressure-test the forecast and deliver an independent bottoms-up call.
- Diagnose where to reallocate capacity, headcount, and pipeline generation effort across verticals.
- Produce the analysis behind strategic bets including segmentation changes, territory restructuring, pricing and packaging shifts, and new vertical entry.
Requirements
- 8+ years in revenue operations, sales operations, GTM strategy, or a highly quantitative business operations role at a high-growth B2B SaaS, PaaS, or AI infrastructure company, or equivalent experience in management consulting, investment banking, or PE paired with in-house operating experience.
- Analytically hands-on with deep Salesforce reporting fluency, strong command of at least one BI layer, and comfort writing SQL against a warehouse.
- Enterprise sales fluency including pipeline coverage math and experience inside a stage-gate qualification framework such as MEDDIC.
- A track record of reporting people use that changed decisions.
- Structured under ambiguity with the ability to take a vague, badly-posed question, structure it from scratch, find the root cause, and build a system.
- Commercially and technically curious to speak credibly about AI products, differentiators, and enterprise buyer objections.
- Persuasive with executives with the ability to challenge the field's forecast with data.
- Genuinely interested in using AI to do this job better.
Preferred qualifications
- Experience in a business with a mixed revenue model where bookings, revenue, and recognized revenue diverge meaningfully.
- Experience supporting regulated verticals or public sector, where procurement cycles and compliance gates distort the funnel.
- Experience standing up reporting for a sales development organization from scratch.
Benefits
- Comprehensive health, vision, and dental coverage
- Retirement benefits
- Learning and development stipend
- Generous PTO
- Commuter stipend
- Base salary and equity
Skills
- Salesforce
- Clari
- Outreach
- ZoomInfo
- LinkedIn Sales Navigator
- Clay
- Looker
- Hex
- Tableau
- Sigma
- SQL
- Snowflake
Show all 15 skills
- BigQuery
- Databricks
- MEDDIC
