Director of Revenue Operations

WHAT WE DO Rillet serves accounting and finance teams, the financial brains of their companies. Our job is to help them run the numbers with impossible speed, accuracy, and insight. Rillet is the Agentic ERP built for modern finance teams. We help companies automate the most critical parts of finance, from closing the books and recognizing revenue to consolidating entities and reporting to investors. More than 600 companies run on Rillet, including Mercor, Scribe, and Function Health, and we partner with leading accounting firms including EY and KPMG. We’re building in one of the largest software markets in the world, with the momentum to match. Rillet has raised more than $200M, is valued at $1B, and is backed by Sequoia, a16z, ICONIQ, Bain Capital Ventures, Oak HC/FT, and other leading investors. We’re using that backing to build the financial infrastructure for the next generation of companies and help every business run its numbers at the speed of AI. WHO WE ARE Rillet’s pace is not for everyone. Intelligence is table stakes. To succeed here, you need extreme speed, agency, and flexibility. The people who thrive at Rillet do not wait for assignments. They internalize the mission, design a strategy, and bring back results that are better, faster, and more creative than a manager could have asked for. Our work revolves around our customers. The people who succeed here are energized by delivering what matters most, even when it was not part of the original plan. Rillet is built on deep accounting expertise, and it takes people from many disciplines to build a category-defining company. You do not need to be an accountant to thrive here. You do need to care deeply about the problems we solve and the impact our customers can create. Together, we combine the precision of accounting with the speed, creativity, and ambition of AI-native software to power the financial core of the world’s fastest-growing companies while redefining what finance teams should expect from their software. About the role Rillet sells an AI-native ERP to finance teams, where operational rigor is everything. Our GTM engine should operate at the same standard. As VP of Revenue Operations, you'll own the systems, data, planning, and processes behind every dollar of ARR, from first touch through renewal. You'll build a predictable, scalable revenue engine and give leadership one trusted view of the business. What You’ll Do - Own GTM planning and forecasting: Lead annual and quarterly planning, bookings targets, capacity models, hiring plans, quota setting, and forecasting across new business, expansion, and renewals in partnership with Finance. - Drive revenue strategy and performance: Own executive and board reporting across ARR, NRR, pipeline coverage, win rates, CAC payback, and sales efficiency, translating data into actionable business decisions. - Design scalable GTM infrastructure: Build territories, segmentation, account assignments, compensation plans, and rules of engagement across Sales, AM, CS, and Partnerships. - Own systems and data integrity: Lead the GTM tech stack (Salesforce, Gong, CPQ, etc.), ensuring clean CRM data, accurate commissions, a trusted source of truth for revenue, and measurable ROI on tools. - Optimize revenue processes: Establish pipeline standards, stage definitions, and deal desk operations that accelerate complex deals while protecting pricing, margins, and contract integrity. Partner with Finance on quote-to-cash and AM leadership on renewals. - Turn insights into action: Analyze funnel conversion, rep productivity, ramp time, and segment performance while leading weekly forecasts and QBRs that drive accountability. - Build and lead the RevOps function: Develop a high-performing team spanning sales operations, systems, analytics, and deal desk to support Rillet's next stage of growth. Who We’re Looking For - 10+ years in Revenue, Sales, or Business Operations within high-growth B2B SaaS, including 4+ years leading teams. - Proven experience scaling GTM organizations through significant ARR and headcount growth. - Deep Salesforce expertise and hands-on experience with CPQ, forecasting, and conversation intelligence tools. - Strong financial modeling skills, including building and defending capacity plans with executive leadership. - Experience designing compensation plans, territories, and deal desk processes. - Strong communicator who builds credibility with sales teams and executives. - Experience selling to finance buyers or working in fintech/ERP is a plus. The expected base salary range for this role is $220,000-$250,000 in New York City and San Francisco. Final compensation within this range will depend on factors including skills, experience, qualifications, and the scope of the role. This role is also eligible for equity and benefits. Note: All official Rillet recruiting communications will come from an @rillet.com http://rillet.com email address. If you’re contacted from another domain, please disregard the message and report it as spam. LIFE AT RILLET - Grow with us. Take meaningful ownership, expand your scope, and make an impact as Rillet scales. - Competitive pay and meaningful equity. Be rewarded for the value you help create. - Benefits that support you. We offer competitive benefits designed to support your health, wellbeing, time away from work, family, and long-term financial goals. - Better together. We value collaboration, connection, and spending meaningful time together as a team. We regularly create opportunities to connect through team meals, events, and company gatherings.