Director, Revenue Operations

About Runpod

Runpod is the foundational platform for developers to build and run custom AI systems that scale. With over 500,000 developers worldwide and an annual recurring revenue run rate exceeding $120M, Runpod operates at the intersection of developer velocity and production-scale AI. Founded in 2022, we’ve grown rapidly by building infrastructure purpose-built for modern AI workloads. Our platform enables teams to move from experimentation to deployment with flexibility across cloud, on-prem, and hybrid environments. As a remote-first, globally distributed company, we are building the infrastructure layer that powers the next generation of AI systems.

About the Role

The Revenue Operations team builds and manages the operational systems that connect Sales, Marketing, and Customer Success into a unified revenue engine. The team focuses on forecasting, reporting, systems architecture, compensation planning, and operational scalability across both PLG and enterprise sales motions. This role will lead the Revenue Operations function while overseeing Deal Desk and Enablement as those functions scale.

The Director of Revenue Operations will own the systems, data infrastructure, forecasting processes, and operational workflows that power Runpod’s revenue organization. This role requires both strategic leadership and hands on operational execution. The ideal candidate will build scalable revenue infrastructure while balancing operational rigor with the speed and flexibility required in a high growth environment.

You will define the operational foundation that supports Runpod’s enterprise revenue growth. Your work will directly influence forecasting accuracy, GTM scalability, executive decision making, and operational efficiency across Sales, Marketing, and Customer Success. You will partner closely with executive leadership and help shape how Runpod scales from $120M ARR into its next phase of growth.

Responsibilities

Revenue Systems and Data Infrastructure

• Own CRM architecture, data governance, and GTM systems across Sales, Marketing, and Customer Success
• Build scalable analytics frameworks covering lead generation, pipeline conversion, retention, and expansion
• Maintain revenue reporting models supporting ARR, MRR, NRR, CAC, LTV, and forecasting metrics
• Evaluate and implement revenue technology systems including CRM, CPQ, BI, and forecasting tools

Forecasting and Pipeline Management

• Design and manage revenue forecasting processes across enterprise and PLG motions
• Lead weekly pipeline reviews and establish CRM hygiene standards
• Build dashboards and reporting infrastructure for executive and board level visibility

Compensation, Quota, and Territory Design

• Partner with Finance and executive leadership on compensation planning and territory design
• Build scenario planning models for quota capacity and headcount forecasting
• Ensure compensation plans and payouts are accurate and transparent

Deal Desk and Enablement Leadership

• Provide strategic oversight for Deal Desk and Enablement functions
• Partner on CPQ implementation, onboarding infrastructure, and GTM playbook development

Cross Functional Alignment

• Serve as the operational bridge between Sales, Marketing, Finance, Legal, and Customer Success
• Partner with Finance on revenue recognition and ARR reporting standards
• Partner with Legal on contract workflows and governance

AI Powered Operations

• Implement AI tools and workflow automation across Revenue Operations
• Evaluate AI assisted forecasting, pipeline scoring, and automation platforms
• Build scalable operational systems that improve efficiency without requiring pro