Artificial Intelligence, Education Technology, Public Speaking, Software

Director, Revenue Strategy & Operations

SeattleHybridFull TimeDirector$200,000–$240,000 /yrPosted 2 months ago

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Required skills

Revenue Strategy & Operations
GTM
CRO
Chief of Staff
Revenue Systems
Revenue Analytics & Insights
Quota distribution
Direct vs. Channel
Customer master data
Territory design

Nice to have

0-to-1 StratOps function build
Scaling revenue org
ARR

Role summary

Yoodli, an AI-powered experiential learning platform, seeks a Director, Revenue Strategy & Operations to build and lead the company's first dedicated operations function. This hybrid role, based in Seattle, reports to the CRO and focuses on professionalizing the revenue organization's decision-making, operations, and planning processes. Responsibilities include owning the GTM rhythm of business, partnering on strategic segmentation, driving data-informed decisions, designing territories, managing forecasting, and leading the Revenue Systems and Analytics & Insights teams. The ideal candidate has 8-12 years of experience in revenue operations or GTM strategy, with hands-on expertise in quota modeling, territory design, forecast operations, and cross-functional leadership, preferably within B2B SaaS or AI environments.

Yoodli helps people get measurably better in their careers. We help individuals achieve this by helping them land their job, onboard at their companies, learn new skills, practice a speech, sales pitch or difficult conversation, and then take your Yoodli coach with you from one role to the next. For organizations, this means helping you upskill your entire workforce for the AI Future.We’ve always believed in the human potential. In 2021, Esha and Varun started Yoodli as an AI communication coach - to help people communicate with confidence. Since then, our users have used Yoodli for so much more: to learn new concepts through AI Roleplays, practice different kinds of conversations (sales pitches, job interviews, manager conversations), and even use Yoodli as their personal coach to help them learn to use Gemini, Claude or other AI Tools. It’s why we expanded our technology to be the AI Platform for Human Skills.Who We AreOur team includes former employees from Google, Apple, Microsoft, Tableau, and beyond, united by a passion for empowering people using AI. We're headquartered in the heart of Seattle, and we're having a lot of fun along the way. Our culture is built on failing fast, iterating constantly, and taking bold bets. We value humility, authenticity, and a can-do-attitude.We’re backed by Madrona, Neotribe the Allen Institute for AI, Cercano, and have raised over $60M to date.Our customers include Google, RingCentral, Databricks, Snowflake, Sandler Sales, Dale Carnegie, Toastmasters, and users in over 150 countries. We’ve been featured in Forbes, Fortune, WSJ, Geekwire, ZDNet, and several other outlets (www.yoodli.ai/press). You can try the platform for free at www.yoodli.ai and learn more about us in this TED Talk.

The Role

This is a leadership role over Revenue Strategy, Planning & Operations. You'll take an established function to its next level and run it as we scale.Our Revenue Operations team has built a strong systems foundation: HubSpot, Common Room, Intercom, and a modern GTM stack that runs well. What we're adding is the strategy, planning, and insights layer on top of it. The capability to see the business clearly, decide well, and operationalize the decisions we make.Your mission is an operationally excellent revenue organization that runs on data. You'll own the rhythm of the business, meaning the planning cycles, the forums, and the cadences that let a fast-growing GTM org decide and follow through. You'll build an analytics and insights operation that turns systems data into direction. And you'll put AI and those insights to work so every minute of GTM time goes toward customer impact and outcomes.You report to the CRO and act as a thought partner on how the revenue org operates. You'll lead a small team: Revenue Systems, already in seat and owning our GTM stack and consultancy relationships, and a Revenue Analytics & Insights Lead you'll hire.

What You'll Do

Run the business. Own the GTM rhythm of business (weekly through annual cadence, monthly and quarterly business reviews), take decisions off the table, and keep every GTM leader focused on their core work with minimal administrative load

Change the business. Partner with the CRO on how we structure and segment for 2027: quota distribution, direct vs. channel, and where we invest. This sets the agenda for the analytics function

Decisions, end to end. Frame the hard questions (segment cut lines, BDR pilot-to-program, regionalize vs. verticalize, strategic accounts, land-and-expand), drive them to a decision with data underneath, and make sure they land in execution

Territory and coverage. Stand up the customer master data foundation we lack today, then design territories that are fair and rampable rather than inherited

Planning and forecasting. Model quota and comp scenarios and recommend (CRO and CFO approve). Enable a forecast cadence where sales leaders own their numbers independently, with a SalesOps forecast as a check

Team and cross-functional partnership. Oversee the Revenue Systems domain leader and hire the Senior Revenue Analyst. Partner tightly with Finance, FP&A, Deal Desk (owned by Finance), Partnerships, Marketing, sales leadership, and our founders

What we're hoping you bring

Mission alignment: You believe in our vision and care deeply about helping people achieve more by communicating better

Decision-making at scale: You frame hard questions, drive them to a decision with data underneath, and make sure they land in execution — not just produce decks

Systems thinking: You hold a clear point of view and turn analysis into operational change across a fast-growing revenue org

Cross-functional leadership: You partner naturally across GTM, Finance, and executive stakeholders, and know how to direct systems and analytics work rather than execute it yourself

Craft and rigor: You bring hands-on fluency with quota and comp modeling, territory design, and forecast operations, and you hold a high bar for how decisions get made and operationalized

You Might Be a Fit If You...

8-12 years in revenue operations, GTM strategy & operations, or sales/business operations, with progressive scope and time in a senior or leadership seat

Direct, hands-on experience with quota and comp modeling, territory design, and forecast operations

Demonstrated cross-functional leadership across GTM, Finance, and executive stakeholders, including managing third-party resources

Fluency with a modern GTM stack (HubSpot or Salesforce) and analytics tooling

A track record of turning analysis into operational change, not just producing decks

B2B SaaS or B2B AI experience

Bachelor's degree or equivalent experience

Extra credit experience

You've scaled a revenue org through a comparable curve (roughly $20M to $70M+ ARR)

Why Yoodli

Huge impact opportunity: build the first dedicated operations function at a fast-growing startup, reporting directly to the CRO

Competitive compensation: significant equity opportunities at a venture-backed company

Compensation: $200-240K OTE

Work directly with the CRO and founding team to shape how Yoodli's revenue org scales

Join a fun, inclusive, and highly motivated team culture (and help define it!)

This is a Hybrid role: 3 days in-office at our Seattle HQ (lunch included) + 2 days remote.#LI-Hybrid

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