Revenue & Sales Operations
This role owns the operational heartbeat of sales organizations in AI companies, managing forecasting, pipeline hygiene, territory strategy, and sales process architecture across pre-sales functions like Sales Development and Sales Engineering. Unlike pure analytics or enablement roles, Revenue & Sales Operations leaders drive execution rigor through systems and methodology—they design the processes sellers actually follow, diagnose why pipelines stall, and build the metrics that predict revenue before quarter-end. These operators typically sit within larger GTM organizations, partnering closely with Sales leadership, Finance, and RevOps teams to translate growth targets into repeatable sales motions that scale as the company grows and AI capabilities evolve.
Measured across 100 of 100 open postings.
This role is advertised at 4 levels, so a single figure for the role would describe none of them. Experience and pay are the midpoints for each level on its own.
| Level | Share | Median years | Median pay |
|---|---|---|---|
| Mid | 26%(26) | 4 | $190k |
| Senior | 24%(24) | 5 | $188k |
| Manager | 24%(24) | 5 | $186k |
| Director | 17%(17) | 10 | — |
A dash means too few postings stated it to report a midpoint. Most companies do not publish a salary band, so pay is indicative rather than a market rate. 3 levels with fewer than 10 open postings are not shown.
“Build AI-native tooling with internal teams to meaningfully scale our commercial processes”
“Use AI as a default working method: build and maintain AI agents, automations, and workflows”
“Experience using or implementing AI or automation tools (e.g., generative AI, workflow automation, CPQ automation) to improve deal desk efficienc”
“Fluency with AI tools to build, audit and document faster and a clear sense of where they stop being reliable”
Requirements are a share of every open posting, so a role missing from this list is one where almost nobody asks. Work mode is different: many postings never say, so that figure counts only the ones that do. A posting stops being advertised when it is filled, cancelled or reorganised, so read the last figure as how long these stay on the market, not as time to hire.
Share of new postings expecting AI in the person's own work, by the week they appeared. Measured on the same 124 companies throughout, every one of them tracked since 18 May, so the line is not moved by us adding companies.
Line is a four-week average; dots are individual weeks, 10 postings each on average. Weekly values span 78 points across this window, so read the line, not the gap between two dots. Across this window the share has been broadly flat.
Skills
What companies are looking for in this role.
GTM systems and CRM operations
Forecasting and pipeline management
Process design and improvement
Deal structuring and negotiation
Go-to-market strategy
Business insight analysis
Operational metrics and analytics
Territory and quota planning
SQL query development
Marketing and GTM measurement and attribution
Dashboarding and self-service analytics
Revenue analytics and reporting
Technical program management
Systems integration and APIs
Budget control and financial modeling
Contract negotiation
Sales enablement
AI workflow automation
Consumption-based pricing and revenue models
Cross-functional collaboration
Technology
The tools and technologies that define this role.
Open Jobs
100 open Revenue & Sales Operations jobs across 42 companies.
Other Sales & GTM roles
Quota-carrying sales professionals responsible for managing the full sales cycle from prospecting to close.
Technical experts who design solution architectures, run product demos, and provide deep technical guidance throughout the customer lifecycle. Covers both pre-sale (deal validation, POCs, demos) and post-sale (implementation architecture, optimization) motions. Use the sales_stage field on jobs to distinguish timing.
Technical sales engineers who demonstrate product capabilities, build proof-of-concept integrations, and provide hands-on technical support. Covers pre-sale (demos, POC builds) and post-sale/implementation engineering. More hands-on than Solutions Architect.
Outbound and inbound prospecting professionals who generate qualified pipeline for account executives.
Leaders who manage sales teams, set quotas, and drive revenue strategy.