Director of Revenue Operations

Extend · San Francisco, CA · 1 week ago

Employment: Full time
Category: Sales
Experience: 3+ years

ai analytics automation ccpa data-governance financial-modeling go-to-market llm salesforce

About Extend:

Extend is revolutionizing the post-purchase experience for retailers and their customers by providing merchants with AI-driven solutions that enhance customer satisfaction and drive revenue growth. Our comprehensive platform offers automated customer service handling, seamless returns/exchange management, end-to-end automated fulfillment, and product protection and shipping protection alongside Extend's best-in-class fraud detection. By integrating leading-edge technology with exceptional customer service, Extend empowers businesses to build trust and loyalty among consumers while reducing costs and increasing profits.

Today, Extend works with more than 1,000 leading merchant partners across industries, including fashion/apparel, cosmetics, furniture, jewelry, consumer electronics, auto parts, sports and fitness, and much more. Extend is backed by some of the most prominent technology investors in the industry, and our headquarters is in downtown San Francisco.

About the Role:

Extend is hiring a Director of Revenue Operations to lead the operating engine behind our go-to-market organization across Sales, Growth, and Solutions Engineering. Reporting to Business Operations leadership, you will serve as a core strategic partner to the executive team and GTM leaders, shaping go-to-market strategy, driving annual planning, running deal desk operations, and designing variable compensation.

We are looking for a strategic, business-minded leader with a technical edge and high intellectual curiosity. You know how to align senior sales leaders, build trust in executive rooms, and optimize revenue performance. At the same time, you are deeply curious about modern tooling, comfortable navigating systems, and eager to leverage AI and automation to remove GTM friction. You bring the authority to guide strategy and the technical fluency to ensure our revenue stack actually scales.

What You’ll Do

Strategic Partnership, GTM Planning & Deal Operations

Serve as a strategic partner to Executives and GTM leadership on coverage models, pricing, packaging, and organizational design.
Own the annual planning cycle end to end, including account segmentation, territory design, capacity, headcount modeling, and quota setting across all Revenue teams.
Build and maintain bottoms-up sales and revenue models in partnership with Finance and Analytics, connecting rep capacity and ramp assumptions directly to business goals.
Own deal desk operations: establish pricing guardrails, manage approvals for non-standard terms, and ensure seamless handoffs from deals to invoicing and billing.

Operating Cadence, Forecasting & Performance Metrics

Lead the GTM operating cadence, including monthly business reviews (MBRs), quarterly business reviews (QBRs), and executive/board reporting.
Establish a disciplined pipeline inspection routine and accurate revenue forecasting model across Sales and Growth leadership.
Own full-funnel GTM performance and retention metrics, including pipeline generation, attainment, launches, retention, and expansion forecasting.
Translate complex data into actionable recommendations that help GTM leaders mitigate risks and capture market opportunities.

Incentive Compensation & GTM Tech Architecture

Design variable compensation plans for AEs, BDRs, AMs, and SEs that drive strategic behaviors and align with company performance objectives.
Manage the full comp lifecycle: plan document generation, stakeholder approvals, adjustments, and accurate, on-time commission payouts.
Own the GTM technology budget, renewals, vendor relationships, and optimizations across Salesforce and the broader sales stack.
Maintain data governance that reps and executives depend on daily.

AI Operations & Team Leadership

Partner with engineering teams to evaluate, prioritize, and deploy AI-driven capabilities.
Identify manual operational friction across Sales, Growth, and Solutions, using automation to give reps more time in front of merchants.
Manage and develop a talented team spanning business systems, Salesforce administration, Ops, and GTM engineering, establishing clear priorities and scalable practices.

Required Qualifications

8+ years in Revenue/Sales Operations or GTM Strategy, with 3+ years managing a team.
Demonstrated experience leading full annual planning cycles (segmentation, territories, capacity, quotas, and comp).
Deep, hands-on Salesforce & GTM stack knowledge, with the ability to discuss data models and system architecture alongside technical specialists.
Strong financial modeling skills in Excel or Google Sheets, capable of building and defending revenue models in front of executive leadership.
Proven track record designing variable compensation plans and owning end-to-end commission accuracy.
Familiarity with LLM tools (such as Claude) in daily workflows, with a clear perspective on how AI enhances RevOps.
Clear, direct communicator who can challenge senior sales leaders with data while maintaining strong, trust-based relationships.

Expected Pay Range: $190,000 - $210,000 per year salaried*

*The target base salary range for this position is listed above. Individual salaries are determined based on a number of factors including, but not limited to, job-related knowledge, skills and experience.

Extend does not provide immigration-related sponsorship for this role.

Life at Extend:

Working with a great team from diverse backgrounds in a collaborative and supportive environment.
Competitive salary based on experience, with full medical and dental & vision benefits.
Stock in an early-stage startup growing quickly.
Generous, flexible paid time off policy.
401(k) with Financial Guidance from Morgan Stanley.

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