Director of Revenue Operations

About the role

Extend, which provides AI-driven post-purchase solutions for retailers, is hiring a Director of Revenue Operations in San Francisco. The role leads the operating engine behind the go-to-market organization across Sales, Growth and Solutions Engineering, reports to Business Operations leadership and acts as a strategic partner to the executive team and GTM leaders on strategy, annual planning, deal desk operations and variable compensation.

Key responsibilities

• Partner with executives and GTM leadership on coverage models, pricing, packaging and organizational design
• Own the annual planning cycle: account segmentation, territory design, capacity, headcount modeling and quota setting
• Build bottom-up sales and revenue models with Finance and Analytics, linking rep capacity and ramp assumptions to business goals
• Run deal desk operations: pricing guardrails, approval of non-standard terms and handoffs from deals to invoicing and billing
• Lead the GTM operating cadence (monthly and quarterly business reviews, executive/board reporting) and set up a disciplined pipeline inspection and revenue forecasting model
• Own full-funnel GTM performance and retention metrics, including pipeline generation, attainment, launches, retention and expansion forecasting
• Design variable compensation plans for AEs, BDRs, AMs and SEs, manage the comp lifecycle and commission payouts, and own the GTM technology budget and vendor relationships across Salesforce and the sales stack
• Maintain data governance, partner with engineering teams on AI-driven capabilities, and manage a team covering business systems, Salesforce administration, Ops and GTM engineering

Required profile

• 8+ years in Revenue/Sales Operations or GTM Strategy, with 3+ years managing a team
• Demonstrated experience leading full annual planning cycles
• Proven track record designing variable compensation plans and ensuring commission accuracy
• Clear, direct communicator able to challenge senior sales leaders with data

Required skills

• Deep, hands-on Salesforce and GTM stack knowledge, able to discuss data models and system architecture with technical specialists
• Strong financial modeling in Excel or Google Sheets
• Familiarity with LLM tools such as Claude in daily workflows

What we offer

• Target base salary of $190,000 - $210,000 per year
• Full medical, dental and vision benefits
• Stock in an early-stage startup
• Flexible paid time off and 401(k) with Financial Guidance from Morgan Stanley