Revenue Operations Manager

Overview

You're building the revenue and billing infrastructure for Scale AI's GenAI business unit from the ground up. You'll work across Finance, Engineering, and Sales Operations teams to implement systems, fix data issues, and create processes that can scale as the business grows. This is a build-it-yourself role with minimal playbook.

Role Snapshot

Company Context

Stage: Late-stage / Pre-IPO (6000+ employees)

Size: 6,080 employees

Growth: Rapid expansion in GenAI products, adding new business units quickly

Market Position: Leader in AI training data and infrastructure, working with major AI labs (OpenAI, Google, Meta) and Fortune 500 companies

GTM Reality

Business Model:

• Enterprise sales to AI labs, government agencies, and Fortune 500 companies
• Likely consultative/strategic deals with long implementation cycles
• Multiple products: data labeling, model evaluation, GenAI platform

Your Role in the Machine:

• You're not selling - you're building the systems that track, bill, and forecast revenue
• You sit between Sales (who close deals), Finance (who need accurate revenue recognition), and Engineering (who build the billing systems)
• You're the translator and problem-solver when systems break or data doesn't match

Competitive Landscape

Main Competitors: Likely competing against custom in-house solutions, traditional data labeling companies, and emerging AI infrastructure startups

How Scale Differentiates: Partnerships with all major AI model providers, massive scale (6000+ employees), proven track record with top AI labs

Internal Challenge: Multiple business units with different pricing models, billing cycles, and revenue recognition requirements

What You'll Actually Do

Time Breakdown

System Building (30%) | Data Analysis/Debugging (35%) | Cross-functional Meetings (20%) | Firefighting (15%)

Key Activities

• Building Billing Infrastructure: Designing and implementing how Scale charges customers for GenAI products - usage-based pricing, contract structures, invoice automation. You're likely working in Salesforce, NetSuite, or custom-built systems and figuring out how to make them talk to each other.
• Data Debugging: Digging through large datasets to find why revenue numbers don't match between systems. You'll write SQL queries, build reports, and track down discrepancies between what Sales says was sold, what Engineering says was delivered, and what Finance says can be recognized.
• Process Documentation: Creating the playbook for how deals should be structured, priced, and billed. You're writing docs that Sales, Legal, and Finance will all need to follow - and updating them constantly as the business changes.
• Forecasting & Reporting: Building models to predict revenue, track deal slippage, and identify trends. You'll present to leadership on pipeline health, churn risk, and growth projections - and get grilled when the numbers don't look right.
• Cross-functional Projects: Running point on initiatives that require alignment between multiple teams - like implementing a new billing system, changing how discounts are approved, or fixing how renewals are tracked.

The Honest Reality

What's Hard

• Constant Ambiguity: You're building for a brand new business unit. Requirements change weekly. What worked last month doesn't work this month. You rarely have a clear roadmap.
• Data Quality Issues: Systems don't talk to each other cleanly. You'll spend a lot of time reconciling numbers that should match but don't. Manual data entry and workarounds are common until you can automate.
• Competing Priorities: Finance wants accurate revenue recognition. Sales wants flexibility to close deals. Engineering wants stable requirements. You're in the middle trying to make everyone happy.
• High Stakes: Revenue errors affect the company's financial reporting and forecasts. Mistakes are visible to executives and have real consequences.
• Fast Pace, High Pressure: "High-velocity environment" means things move fast and break often. You're expected to figure it out quickly without much hand-holding.

What Success Looks Like

• Billing runs on time every month without manual intervention or errors
• Revenue forecasts are within 5-10% of actuals
• Sales team can get pricing quotes and deal structures approved quickly without bottlenecks
• Finance can close the books on schedule with clean revenue data
• You've built systems and documentation that let the team scale from X to 3X revenue without breaking

Who You're Working With

Key Partners:

• Finance Team: They need clean data for revenue recognition, financial planning, and board reports
• Sales Operations: They own Salesforce and deal process - you'll partner on data flows and automation
• Engineering: They build and maintain billing systems - you define requirements and test implementations
• Sales Leadership: They need forecasting tools and deal structure guidelines

What They Need From You:

• Finance: Accurate, auditable revenue data and clean reconciliation
• Sales: Fast turnaround on pricing questions and deal approvals
• Engineering: Clear requirements and patient explanation of business logic
• Leadership: Proactive identification of revenue risks and growth opportunities

Requirements

• Strong financial acumen - you need to understand revenue recognition, billing cycles, and financial reporting (CPA background mentioned in poster's profile suggests this is valued)
• Advanced Excel/SQL skills for data analysis and debugging large datasets
• Experience building processes and systems from scratch in a fast-growing company
• Ability to work with ambiguity and figure things out independently
• Technical enough to work with engineers on system requirements and data flows
• Strong project management skills - you'll be running cross-functional initiatives with no formal authority
• Communication skills to translate between technical, finance, and sales stakeholders
• Comfort with high-pressure, high-visibility work where mistakes have significant consequences