Director of Revenue Operations

Overview

You're the first Director of RevOps at Slang AI, a voice AI assistant that answers phones for restaurants 24/7. You'll build the revenue operations function from the ground up - implementing systems, fixing data chaos, creating dashboards, optimizing the sales funnel, and establishing processes that don't exist yet. You'll also hire and manage a GTM Engineer to help with the technical heavy lifting.

Role Snapshot

Company Context

Stage: Early-stage (funding unknown, but 65 employees suggests Seed to Series A)

Size: 65 employees

Growth: Actively hiring for critical GTM roles (RevOps, GTM Engineer)

Market Position: Niche player in restaurant tech - competing in a crowded voice AI / restaurant software space

GTM Reality

Pipeline Sources:

• Likely 70-80% Outbound - cold calling restaurant owners/managers, LinkedIn outreach
• 20-30% Inbound - restaurants searching for phone answering solutions, referrals
• Integration partnerships with OpenTable, SevenRooms, Tripleseat, Yelp may drive some leads

SDR/AE Structure: Unknown, but at 65 people likely have 3-8 AEs and possibly 2-4 SDRs

SE Support: Voice AI product likely requires technical demos, unclear if dedicated SEs exist

Competitive Landscape

Main Competitors: Other restaurant voice AI solutions, traditional answering services, restaurants just letting calls go to voicemail or having hosts handle it

How They Differentiate: Purpose-built for restaurants (vs generic voice AI), integrates with reservation systems, handles restaurant-specific use cases

Common Objections: "Our host can handle it", "Too expensive", "AI can't understand our menu", "What if it makes mistakes?"

Win Themes: 24/7 availability, never miss a reservation, free up staff, capture more revenue from calls

What You'll Actually Do

Time Breakdown

Systems Admin (35%) | Data/Reporting (30%) | Process Design (20%) | Meetings (15%)

Key Activities

• CRM Architecture: Clean up Salesforce (or HubSpot) - fix duplicate records, build proper lead routing, create custom objects for restaurant-specific data (covers, table types, integration status). The data is definitely messy right now.
• Reporting & Dashboards: Build dashboards that sales leadership actually uses - pipeline coverage, conversion rates by segment, AE activity metrics, forecasting. You'll spend hours in Excel/Sheets reconciling data that doesn't match between systems.
• Tool Stack Management: Evaluate, implement, and manage the GTM tech stack - CRM, sales engagement platform, data enrichment tools, BI tools. You'll own vendor relationships and contracts.
• Sales Process Design: Document the sales process (it probably only exists in people's heads right now), identify bottlenecks, create playbooks, establish stages and exit criteria that make sense.
• Forecasting & Planning: Run weekly forecast meetings, build models for capacity planning, help leadership understand if they're on track to hit revenue targets.
• Hiring & Managing GTM Engineer: Source, interview, and hire your first direct report. Then manage them - prioritize projects, unblock technical issues, translate sales requests into technical requirements.

The Honest Reality

What's Hard

• Starting from scratch: There's no RevOps infrastructure. You'll inherit messy data, inconsistent processes, and sales reps doing things their own way. The first 6 months will be a lot of cleanup before you can build anything new.
• Restaurant vertical complexity: Restaurants operate differently than typical B2B - they have seasonal patterns, high turnover, tight margins, franchises vs independents, different POS systems. Your data models need to account for this.
• Limited resources: You're one person until you hire a GTM Engineer. You can't fix everything at once. Sales will have a wishlist of reports and tools - you'll have to say no a lot.
• Ambiguous scope: At a 65-person company, RevOps often means "anything GTM-related that doesn't fit elsewhere" - you might end up owning sales comp, territory design, customer success operations, or random projects.
• Change management: Sales reps resist new processes and tools. Getting them to log activities consistently or follow a new workflow takes constant follow-up and manager buy-in.

What Success Looks Like

• Clean, trustworthy data - leadership can pull a report and believe the numbers
• Sales reps spend less time on admin and more time selling because systems actually work
• Accurate forecasting - you call the quarter within 10% by week 8
• Sales leadership makes data-informed decisions instead of relying on gut feel
• You've hired a strong GTM Engineer who can execute technical projects without constant hand-holding

Who You're Selling To

Not applicable - RevOps is an internal role supporting the sales team

Who You're Supporting:

• Sales leadership (VP Sales, CRO) - they need forecasts, pipeline visibility, capacity planning
• Account Executives - they need clean data, tools that work, processes that make sense
• SDRs - they need lead routing, territory assignments, activity tracking
• Customer Success - they likely need help with retention metrics and account health scores
• Finance - they need revenue reporting and commission calculations

Requirements

• 5+ years in revenue operations, sales operations, or similar GTM ops role
• Experience building RevOps from scratch at an early-stage company (Series A/B ideally)
• Deep Salesforce (or HubSpot) expertise - admin certifications are a plus
• SQL skills or strong BI tool experience (Tableau, Looker, Metabase) to build custom reports
• Experience hiring and managing technical talent (you're bringing on a GTM Engineer)
• Comfortable with ambiguity and rapidly changing priorities
• Bonus: Experience in restaurant tech, hospitality SaaS, or AI products
• Bonus: Python or other scripting for data analysis and automation