Director/Senior Director of Revenue Operations

Role Details

Location: San Francisco, CA. This role is based 2 days per week out of our San Francisco HQ and is not eligible for full-time remote work.Compensation: The annual salary for this role is $197,000 - $240,000 USD in addition to equity & benefits.
The range displayed on this job posting reflects the minimum and maximum target depending on the location of each candidate. In addition to location, other factors including level, job-related knowledge, skills, and experience will determine compensation. 

About Gem

Gem helps talent acquisition teams hire with remarkable speed and efficiency through strategic, data-driven recruiting.
With Gem, teams can automate and personalize candidate communication, unify all recruiting touch points into a single system, and get usable data across the entire hiring process. Gem gives every part of the organization the tools to drive results and showcase their impact. It's why users recognize Gem as one of the highest-satisfaction products on G2 with a 4.8/5.0 rating.
Over 1200 industry leaders including Reddit, Figma, CarMax, Robinhood, and UnitedHealth Group trust Gem to fuel their growth. The company has raised $148M from renowned investors including Accel, Greylock, ICONIQ, Sapphire, and Meritech. And just as we strive to help our customers find great talent, we also invest in our own people and culture. We are proud of the culture we’ve built and have recently been recognized as: 

• Forbes America's Best Startup Employers 2025
• Great Place to Work Certified, 2024 - And we landed at number #13!
• Fortune Best Workplaces for Millennials, 2023

The company has raised $148M in funding from Accel, Greylock, ICONIQ, and more.

The Team & Role:

The Director/Senior Director of Revenue Operations will manage Gem’s RevOps team and own all of the systems and processes that drive our revenue engine. This role reports directly to the CFO/COO. 
In this role, you’d serve as the primary operating partner and strategic thought partner to Sales, Marketing, and Customer Success leadership at Gem. You’ll be a mentor and coach to all three members of the RevOps team and also roll up your sleeves to execute projects yourself.
We’re looking for an individual who is excited to design and scale systems/processes to support a maturing and wide-ranging GTM engine. Gem is a multi-product company that serves a wide range of customers — from small startups to Fortune 50 companies — and our GTM motion spans across PLG self-serve, sales-assisted, and more traditional B2B sales. You’d be an ideal fit for the role if you enjoy managing a high degree of complexity and designing solutions that are thoughtfully adapted to the needs of different funnels.
Our ideal candidate has seen rigorous processes at scale (e.g., experience at $40M+ ARR companies) and has also operated in fast-paced startup environments that require navigating ambiguity and building out new processes from scratch.

What You’ll Do Day-to-Day:

• Own the RevOps strategy and tech stack across the full GTM funnel (Marketing, Sales, Customer Success), focusing on scalability, efficiency, insights, and automation
• Lead and grow a small team of RevOps professionals while setting a high bar for execution and accountability
• Drive GTM reporting and analytics from top-of-funnel health through to customer adoption and net retention, and surface key insights and actionable recommendations to the GTM leadership team
• Own lead routing, territory and account assignments, scoring models, and other foundational systems that power an efficient and aligned GTM organization
• Act as ultimate owner and budget holder of our GTM tech stack (includes Salesforce, Marketo, Clay, Vitally, Gong, and more), owning integrations, data flows, implementations, and tooling decisions
• Collaborate with Finance, Sales, Marketing, and Product Analytics to establish standards and proactively monitor data flows throughout our systems & processes to ensure data quality  
• Manage the RevOps team’s roadmap, intake & planning process: ensuring that the highest-impact workstreams are correctly prioritized, projects are delivered on time, and stakeholders have visibility into progress & deliverables  
• Build: while you will manage a team, this role also requires rolling up yo