Founding RevOps Strategy Innovation Leader (Director)

📋 Description

• • Rox Data Corp is at the forefront of revolutionizing the revenue stack with its AI-native platform, designed to empower sales teams by automating manual tasks through autonomous revenue agents. We are seeking a visionary and results-oriented Founding RevOps Strategy & Innovation Leader (Director) to architect and implement our AI-driven Go-To-Market (GTM) strategy, workflows, and product capabilities. This is a unique opportunity to shape the future of revenue operations within a rapidly growing, well-funded startup backed by top-tier investors like Sequoia, General Catalyst, and Google Ventures.
• • As the inaugural RevOps leader, you will be instrumental in transforming Rox into a comprehensive, full-stack GTM solution for Global 2000 enterprises. You will serve as the chief evangelist for RevOps, engaging directly with customers and representing Rox at industry events to champion the evolution of the RevOps discipline in the age of AI. Your role is not merely to modernize an existing RevOps stack, but to fundamentally redefine it, leveraging cutting-edge AI capabilities to drive unprecedented growth and sales productivity.
• • This position is a blend of innovation, strategic planning, and hands-on execution. You will be approximately 60% innovator/builder/executor, 20% GTM strategist, and 20% customer-facing evangelist. While initially an individual contributor role, there is a clear path to building and leading a team as the company scales. Up to 20% travel may be required for internal strategy meetings and customer-facing evangelism.
• • Key Responsibilities:
• • Innovate and Evangelize:
• • Develop and articulate a clear vision for how RevOps can unlock exponential growth for GTM teams in the agentic era, identifying the critical technology capabilities required to realize this vision.
• • Collaborate closely with Product and Engineering teams to influence the Rox product roadmap, ensuring it aligns with the strategic imperative of reinventing RevOps processes and workflows to fully leverage AI capabilities.
• • Craft and deliver a compelling narrative that challenges traditional RevOps organizations, advocating for adaptation and evolution in the face of technological advancement.
• • Strategic Planning & Forecasting:
• • Refine and evolve our Ideal Customer Profile (ICP) and target persona definitions to ensure laser focus on high-value market segments.
• • Partner with leadership on critical GTM planning activities, including capacity planning, quota setting, and territory design, and lead the execution of these plans.
• • Develop sophisticated financial models that clearly connect headcount investments to revenue targets, working in close collaboration with the Finance team.
• • Design and implement compensation plans that are strategically aligned with overarching company goals and incentivize desired GTM behaviors.
• • Own and drive the quarterly and annual GTM planning processes, ensuring alignment across all revenue-generating functions.
• • Process Design & Optimization:
• • Collaborate with GTM leadership to continuously evolve the RevOps playbook, ensuring it remains agile and effective.
• • Document and optimize end-to-end revenue processes, from initial lead generation through customer renewal and expansion.
• • Design and implement effective territory models, account assignment rules, and lead routing logic to maximize efficiency and coverage.
• • Operationalize and embed key sales methodologies (e.g., MEDDICC, Command of the Message) within the Rox platform, ensuring consistent application and effectiveness.
• • Co-develop and activate targeted Sales Plays within Rox to guide sales execution and drive specific outcomes.
• • Sales Enablement & Productivity:
• • Proactively identify and propose Rox product enhancements that directly address friction points in the sales process.
• • Implement workflows and tools that streamline sales activities and boost productivity.
• • Standardize and templatize repeatable processes, such as proposal generation, pricing calculations, and ROI modeling, to ensure consistency and efficiency.
• • Develop and maintain a comprehensive framework for creating a mutually exclusive and collectively exhaustive (MECE) set of GTM collateral, precisely aligned with our ICP and target personas.
• • Build and maintain robust competitive intelligence repositories and battle cards to equip the sales team with critical market insights.
• • Design and deliver effective onboarding programs for new revenue team members, leveraging existing Sales Enablement resources.
• • Analytics & Reporting:
• • Establish foundational reporting and analytics capabilities to provide clear visibility into pipeline health, forecast accuracy, and conversion metrics.
• • Develop and maintain executive dashboards for board meetings and investor updates, presenting key performance indicators and strategic insights.
• • Create advanced analytical models, including cohort analyses, retention models, and revenue attribution frameworks, to drive deeper understanding of business performance.
• • Serve as the ultimate owner and guardian of the single source of truth for all revenue-related metrics and data.
• • Revenue Infrastructure & Systems:
• • Oversee the implementation and ongoing evolution of Rox's internal technology stack (Rox-on-Rox), encompassing CRM, sales engagement platforms, business intelligence tools, and conversation intelligence solutions.
• • Define and enforce data governance standards and ensure high data quality across all revenue systems.
• • Cross-functional Orchestration:
• • Act as the central point of connection and alignment between Marketing, Sales, Growth Strategy (Post-Sales), Finance, and Product teams.
• • Translate complex business requirements into actionable technical implementations, working closely with front-line sales teams to anticipate and address GTM needs as the company scales.
• • Drive consensus and alignment on key definitions, metrics, and processes across all relevant departments.
• • At Rox, we are building a world-class team committed to our mission with an unreasonable dedication to making it a reality. We value high craft in execution, delivering executive wins, and fostering a culture of urgent and extreme ownership. If you are a builder, a pioneer, and a visionary leader ready to redefine revenue operations, we encourage you to apply.