Revenue Operations Associate

Humaans

ABOUT US Humaans is building the next generation of infrastructure for the workplace; software designed for companies that are scaling fast, operating globally, and pushing into new boundaries. What started as a system of record has evolved into a broader platform for operating people globally. With Athena, our agentic AI layer, Humaans moves beyond data management into intelligent orchestration, connecting workflows across HR, IT, Finance, and Operations so organisations can act faster and with greater confidence, redefining how work gets done. We work with ambitious teams across Europe and the US, from AI-native companies like Lovable, Poolside, Fyxer AI, and Tandem Health, to established, high-growth organisations scaling internationally and through acquisition, including Quantexa, Sellpy, Manychat, Gigs, Croud, and Threecolts. These teams don’t buy software for features,they buy leverage. The ability to run faster, cleaner, and with more control as complexity compounds. To date, we’ve raised $20m in venture funding from some of the most respected founders, operators, and funds in technology: Lachy Groom (Physical Intelligence), Stewart Butterfield (Slack), Tobias Lütke (Shopify), Dylan Field (Figma), Jeff Weiner (LinkedIn), Claire Johnson (Stripe), Oliver Jay (OpenAI), Jay Simmons (Bond) as well as Y Combinator, Moonfire, Frontline Ventures, Pathlight Ventures, and Exor. If you have massive ambition and want to work on a hard problem, with a small team that moves fast, at a moment when the category is genuinely up for grabs - this is it. THE ROLE We're looking for a founding Sales Development Team Lead to build and run the outbound engine for our agentic AI product in America. You'll be the person who builds a group of hungry sales associates into a precision pipeline machine: setting the standard, building the playbook, and coaching the team to consistently generate the meetings that fuel our largest US logos. AI is how your team moves faster than the competition: better research, sharper sequences, smarter prioritisation. You'll be expected to know how to use it and how to make sure your team does too. This is a player-coach role. You'll carry your own outbound, make calls, and open target accounts yourself, then turn what works into the playbook the team runs. You'll be close to the work, running call reviews, shaping sequences, and holding the bar on quality, while creating the conditions for your team to grow fast. You won't be inheriting a playbook, you'll be writing it by doing it first. You'll work closely with our Founding US GTM Lead. Humaans is at the stage where the decisions you make now shape the company for years. You'll be building an AI-native sales development function in a greenfield US market, defining what it looks like, how it operates, and who it becomes. That work will compound for the next decade. FOCUS/OWNERSHIP * The US outbound function for Athena, end-to-end: team performance, pipeline contribution, process, and development. * Outbound strategy from a blank page, refining the playbook, and segmentation for the US enterprise, and using AI-assisted tooling to build sequences that adapt faster than a human-only process can. * Coaching and developing your team through structured 1:1s, call reviews, and live deal support, creating a culture of continuous improvement and high performance. * A tight partnership with the Founding US GTM Lead and Revenue Operations to ensure strong pipeline quality, healthy conversion rates, and a seamless handoff. * Data and AI-powered analytics to drive decisions, tracking activity metrics, pipeline contribution, and conversion rates, and using AI tooling to surface patterns faster and act on them sooner. * Acting as an early voice of the US market back to Product and Engineering as Athena's category takes shape. HOW YOU OPERATE * You have a true builder's mindset, creative in how you open doors, persistent without being reckless, and comfortable hearing "no" repeatedly while refining the approach, and you teach your team to do the same. * You don't wait for perfect enablement, context, or certainty, you create clarity as you go. * You measure your success by what your team produces, not what you do individually. * You actively leverage AI and data as force multipliers: account research, sequencing, messaging iteration, prioritisation, and follow-ups. * You move fast, test hypotheses, and adjust quickly when something isn't working. * You bring a creative mindset to prospecting, constantly testing and implementing unconventional, high-impact approaches to engage target accounts. REQUIREMENTS * 5+ years in outbound sales, with at least 2 years managing or leading a BDR team in a B2B SaaS environment. * A track record of building pipelines consistently and coaching others to do the same, you know what good looks like and you can teach it. * Proven experience with cold calling and the ability to coach others on effective cold calling techniques. * Deep familiarity with outbound tooling and sequencing platforms (including Clay, Claude Code, Lemlist, LinkedIn Sales Navigator, Prospeo, internal tools and much more), including how to layer AI features into how the team operates day-to-day. * Has built or refined an outbound workflow using AI and can speak to what changed in output quality, speed, or conversion. * Strong analytical instincts, comfortable using data to diagnose underperformance and make the case for process changes. * Experience selling, or building pipeline for, early-stage or category-creating products, where you're generating demand before the market fully understands the category. * Experience in a high-growth, VC-backed environment where the pace is high and the playbook is still being written. * A clear, direct communicator who can influence up, down, and across the organisation. This is an in-person role. Our team comes together in the office Monday through Thursday, while most of the team collaborates in person on Mondays, Tuesdays, and Thursdays. PACKAGE & BENEFITS Early stage startups can be messy – we know that. We're putting effort in providing you with the best employee experience and a quality driven environment in exchange for trusting us. * Market-leading compensation that reflects your value * 25 days paid time off each year plus public holidays * Share Options with 5-year exercise window so you don’t feel pressure to exercise if you leave * Free Thursday lunches at HQ, quarterly team events, and company offsites. * Top tier private coverage for health, vision and dental care * A new MacBook and tools you need to do your best work * Enhanced parental leave with up to 16 weeks for primary and 4 weeks for secondary * Learning & development budget WHY JOIN HUMAANS TODAY? HR tech is having its AI moment and we’re positioned to own it. Humaans started as a next-gen HRIS taking on large incumbents in a massive market. We’ve since evolved into something even bigger: an AI platform that sits across workforce data and automates the operational layer of HR entirely; the natural progression of what we’ve been building toward. The product is highly differentiated. It’s built around a structured workforce data model that makes AI reliable in an HR context, something no one else has gotten right. Customers notice the difference immediately. We’re backed by Y Combinator, Lachy Groom, Moonfire, Frontline Ventures, and operators who’ve built some of the most consequential software companies of the last decade: the founders of Slack, Figma, and Shopify, and Asana’s former CRO and Head of OpenAI International. We’re a small team with an unapologetically high bar. It shows up in the product, in how we communicate, and in the standards we hold each other to. OUR COMMITMENT TO DIVERSITY At Humaans we’re looking for genuinely good people that are transparent and emphatic. We’re committed to providing equal opportunities, a diverse and inclusive work environment, and ensuring a fair interview process for everyone. You’re welcome to apply no matter your gender, ethnicity, sexual orientation, religion, civil or family status, age, disability, or race. PRIVACY NOTICE We care about your privacy. When you apply for a role at Humaans, we’ll collect and process your personal data as part of our recruitment process. This includes things like your CV, contact details, and any other information you choose to share. We may also contact you about future opportunities. You can ask us to delete your data at any time. For more details, see our Privacy Policy.

Dust

ABOUT DUST Work is being rewritten, and the people holding the pen are the ones who actually run it. With enterprise-grade governance, flexible model choice, and a collaborative interface for humans and agents to work together, Dust empowers AI Operators at the world’s fastest-moving companies to rewire how work gets done. With 70%+ weekly active users, people stick with Dust as much as they do with Slack and Notion. We don't get piloted and shelved. We land once, and spread. We're at an exciting stage of our journey, and growing fast. We're serving great customers like Datadog, 1Password, Cursor, Clay, Vanta and Persona, and aim to x5 our growth by the end of 2026. Dust is backed by Sequoia with a determined team of optimists (coming from Stripe, OpenAI, and Stanford) who like to focus on users, ship fast, and don't take themselves too seriously while doing so. The Generalist named us among the Future 50. SUMMARY We're looking for an US Revenue Operations professional to help Dust reach $100M in ARR. You'll own GTM workflows end-to-end, act as a business partner who helps leaders make faster, sharper decisions, and own the sales reporting that gives every team and geo a trusted view of performance. This is a high-scope, high-leverage role on a small team: you'll be dogfooding Dust to reinvent how revenue operations gets done, and your work will directly shape how fast we grow. WHAT YOU'LL DO GTM WORKFLOW OWNERSHIP * Own key GTM workflows end-to-end across Marketing, Sales, and CS, from lead routing and qualification through deal progression, hand-offs, renewals and expansion * Remove operational friction so reps spend their time selling, not fighting process * Instrument each workflow so it's measurable, repeatable, and scales, keeping data clean and trusted in HubSpot BUSINESS PARTNER TO US GTM LEADERSHIP * Act as the operational partner to US GTM leaders, translating their priorities into process, reporting, and action, and anticipating what they need before they ask * Deliver dashboards and reporting leadership can trust as a real-time source of truth * Define and track the KPIs, quotas, and performance metrics that drive the US team BUILD WITH DUST * Use Dust itself to reinvent how revenue operations works, building agents that automate research, reporting, and GTM workflows (see dust.tt/home/solutions/sales) * Ship internal tools that compound the team's leverage over time * Act as a power user whose feedback directly shapes the product REQUIREMENTS Every candidate and employee's success is measured against the same 3 dimensions. Aptitude, Attitude and Agency. APTITUDE * 2-5 years in revenue/sales operations, consulting, VC, or a comparable analytical, high-ownership role * Strong CRM fluency, ideally HubSpot, plus automation tools (Zapier, Make, n8n) * Solid data analysis skills (Excel/Sheets, SQL) and the judgment to turn data into recommendations others trust * Proven project management: you scope, sequence, and ship cross-functional work without dropping details * Bonus: B2B SaaS or AI/ML experience, familiarity with the modern GTM stack (Clay, Lemlist, Common Room), and sales methodologies (MEDDIC, BANT) ATTITUDE * You make the people around you more effective; sales leaders come to you because your work makes their jobs easier * You thrive in a fast-paced startup, stay calm in ambiguity, and bring structure rather than friction * You communicate clearly and keep cross-functional partners aligned * You're intellectually humble: strong opinions, held loosely, updated on evidence * You care about craft and sweat the details, because in RevOps the details are the trust AGENCY * You drive outcomes proactively and don't wait to be told what to fix * You own problems end-to-end, from spotting the issue to shipping the system that prevents it * You make decisions autonomously and default to action * You act like a true business partner, taking initiative on behalf of the leaders you support * You see leverage where others see manual work, and you build for it COMPENSATION AND BENEFITS * Competitive compensation: $140k-$200k base salary * Equity package in a Sequoia-backed startup * Health insurance for you and your dependents * New MacBook Pro or Linux machine, monitor, keyboard, etc. * Regular team events and offsite We can go higher for outstanding profiles. LOCATION We're prioritizing building our team with an in-person culture at our offices in Paris, San Francisco, and New York because we value the magic that happens when talented people work closely together. We have an office-first culture. Some of the best things about building at Dust are the energy, the fast decisions, and the unexpected conversations that unlock a hard problem, which happen because we are in the same room. Being together is not a formality, it is how we do our best work, and it is something we actively protect. That said, we hire people with strong judgement and we extend that trust to how they manage their time. When working from home makes more sense for what you need to get done that day, we trust you to make that call. WHY DUST The models are powerful enough. What's missing is the product layer where AI meets how companies actually work. That's what we're building: the infrastructure that lets any team turn scattered knowledge and tools into coordinated execution with agents they build, own, and run themselves. We use Dust ourselves every day. We get to shape how humans and agents collaborate while solving our own problems with the product we ship. That loop is rare, and it's why we move fast. If you're excited about defining a new category and want to join a determined team of optimists who focus on users, ship fast, and don't take themselves too seriously, we'd love to talk. Even if you don't check every box in our requirements, we encourage you to apply. We value diverse perspectives and backgrounds, and we're more interested in your potential and passion than a perfect match to our checklist. Learn how we think and work. * Our product constitution, a story about our mission * Agents at work - Latent Space, podcast with our cofounder, Stanislas Polu, 2024 * LLMs reasoning and agentic capabilities over time - dotAI, podcast with our cofounder, Stanislas Polu, 2024

Granola

REVENUE OPERATIONS Location: San Francisco, CA (In-office) Team: Revenue/GTM Operations - Granola Full-Time ABOUT US We’re Team Granola 👋, building tools that help humans think and work better. What began as an AI notepad for back-to-back meetings has become a shared team workspace and second brain. Granola spreads organically inside companies, often starting with a senior leader and quickly cascading across teams. Today, Granola is used at many of the world’s top and fastest-growing companies like Vercel, Cursor, Lovable and Decagon. Designed and built in London, Granola now serves a predominantly US customer base. To support that growth, we’ve opened a San Francisco office as the hub for our North American go-to-market efforts. ABOUT THE ROLE You’ll be the first Revenue Operations hire in the San Francisco office, defining our go-to-market approach and building the operational foundation of Granola’s sales motions. This is a hands-on building role for someone who wants to design and own, not inherit and maintain. You'll define processes, own reporting, run operational cadences, launch motions, and enable sales through tooling. You’ll shape strategically how we go to market: who we target, how we segment, and what the right motions look like as Granola scales. You'll work closely with the VP of Sales and our AEs day-to-day, and partner with our GTM Engineering team in London. This role reports into the Head of GTM Operations in London. WHAT YOU’LL DO The philosophy is to design and own, not inherit and maintain. * Own key GTM processes. Design, build and iterate on the key operational processes. Map the motions, find the friction, design the fixes. * Be the key operational partner to Sales leadership. Work very closely with the VP of Sales to drive revenue - surfacing what's working, what isn't, and what to change. * Define our ICP and segmentation. Have a clear point of view on who we should be targeting and why. Bring the analysis that sharpens our ICP, informs inbound and outbound prioritization, and makes our targeting smarter over time. * Lead territory and quota planning. Partner with Sales leadership on territory design, goaling metrics, and quota setting. * Drive revenue performance. Identify and fix bottlenecks in the funnel, including lead routing, qualification and conversion to grow revenue impact across Sales. * Own sales performance reporting and forecasting. Own the weekly forecasting process, identifying risks and opportunities for Sales leadership. * Enable Sales through tooling and own CRM integrity. Understand Sales workflows and build tools to drive improvements. Keep the CRM trusted and well-used, and support reps in managing their pipeline effectively. * Partner with GTM Engineering. Be the business voice that shapes what the team builds. Identify where systems and AI software can improve the motion. WHAT WE’RE LOOKING FOR Background & Experience * 4–8 years of experience in Revenue Operations, GTM Operations, or a similar role supporting Sales teams. * Track record of designing, running and consistently improving sales processes to drive measurable impact on revenue. * Hands-on experience with modern GTM tooling (e.g. Attio, Apollo, Clay) and AI and automation. * Strong data and analytical skills with experience working with pipeline data, forecasting, and performance metrics. SKILLS & TRAITS * Highly autonomous, strong problem-solving mindset, and comfortable operating in a fast-moving environment. * Comfortable working with sales teams and collaboratively across time zones. * Clear and concise communicator. * Actively looks for ways to apply AI and automation. PERSONAL CHARACTERISTICS * A builder who gets energized creating things from scratch and driving improvements once they exist. * Excited to work in-person in the SF office, embedded with the sales team. * Pragmatic and impact-focused. * Values working with people who are kind, ambitious, and collaborative. COMPENSATION: $160k – $220k + equity and benefits! Our compensation philosophy is to hire the best people in the market and pay them accordingly with salary, variable, and equity.