Revenue Operations Lead - US

Pinterest

About Pinterest: Millions of people around the world come to our platform to find creative ideas, dream about new possibilities and plan for memories that will last a lifetime. At Pinterest, we’re on a mission to bring everyone the inspiration to create a life they love, and that starts with the people behind the product. Discover a career where you ignite innovation for millions, transform passion into growth opportunities, celebrate each other’s unique experiences and embrace the flexibility to do your best work. Creating a career you love? It’s Possible. At Pinterest, AI isn't just a feature, it's a powerful partner that augments our creativity and amplifies our impact, and we’re looking for candidates who are excited to be a part of that. To get a complete picture of your experience and abilities, we’ll explore your foundational skills and how you collaborate with AI. Through our interview process, what matters most is that you can always explain your approach, showing us not just what you know, but how you think. You can read more about our AI interview philosophy and how we use AI in our recruiting process here. The Sales Strategy & Operations (SS&O) team partners with advertising sales leaders to drive business performance through strategy, analytics, and operational rigor. We combine structured problem-solving, deep business insight, and scalable execution to help the sales organization make better decisions, operate more effectively, and accelerate revenue growth.  As a Sales Strategy & Operations Lead, you will serve as a senior strategic partner to sales leadership, helping shape business priorities through rigorous analysis, clear recommendations, and strong operating discipline. You will lead high-impact work across sales strategy, business performance, planning, and operational execution — monitoring key metrics, identifying risks and opportunities, and driving accountability against the company’s monetization goals. This role is ideal for someone who is highly analytical, thrives in ambiguity, and can move fluidly between long-term strategy and day-to-day business execution. What you’ll do: * Partner with senior sales leaders to frame strategic questions, evaluate business performance, and inform decisions on key monetization priorities. * Translate complex business drivers, trends, and operating metrics into clear, actionable insights and recommendations for executive audiences. * Own and improve core business cadences, including recurring performance reporting, business reviews, quarterly recaps, and metric tracking that drive accountability across the sales organization. * Proactively identify revenue risks and growth opportunities, and help leadership prioritize actions to unlock step-change growth. * Support annual planning, quarterly priority-setting, and broader sales strategy development through data-driven analysis and structured recommendations. * Drive strategic growth and sales productivity initiatives, including KPI development, performance measurement, resource allocation, and coverage-related analyses. * Partner cross-functionally with teams including Sales Finance, BizOps, Product, Analytics, and other sales operations stakeholders to align priorities and execute against business goals. * Redesign, simplify, and scale processes, reporting, and systems to improve decision-making, operational efficiency, and organizational effectiveness. * Operate as a senior individual contributor who can independently lead ambiguous, high-impact workstreams while influencing stakeholders across functions and levels. * Contribute to team effectiveness by sharing best practices, raising the analytical bar, and informally mentoring others on the SS&O team. * Use AI-enabled tools to accelerate analysis, synthesize business trends, and surface insights that inform sales strategy and operational decision-making. * Apply AI to improve core business cadences and workflows, including reporting, performance reviews, planning materials, and executive-ready synthesis. * Partner with cross-functional teams to identify opportunities to embed AI into sales strategy and operations processes in ways that improve productivity, scalability, and decision quality. * Experiment with emerging AI tools and approaches to streamline repetitive work, enhance problem-solving, and raise the impact of the SS&O team.   What we’re looking for: * 10+ years of experience in strategy, operations, analytics, consulting, investment banking, corporate strategy, or related roles in highly analytical environments. * Strong track record of independently solving ambiguous business problems, identifying the highest-value questions, and connecting analysis to concrete business action. * Exceptional analytical skills and experience working with large, complex datasets; strong proficiency in SQL and Tableau or similar BI tools. * Demonstrated ability to synthesize data into clear narratives and executive-ready recommendations for senior stakeholders. * Experience driving cross-functional alignment and influencing outcomes without direct authority. * Proven ability to build and improve operating mechanisms, business cadences, reporting, and scalable processes in fast-paced environments. * Strong business judgment, structured thinking, and attention to detail, with the ability to balance strategic perspective and executional rigor. * Experience using AI tools to support analytical problem-solving, business insight generation, workflow automation, or executive communication. * Strong judgment in applying AI to business contexts, including the ability to validate outputs, protect confidentiality, and use AI responsibly. * Curiosity about emerging AI capabilities and a willingness to incorporate them into strategy and operations workflows to improve speed and effectiveness. * Experience in sales strategy, go-to-market, or revenue operations is strongly preferred. * Understanding of digital advertising, ad products, and sales organizations is strongly preferred. * Familiarity with sales systems and tooling is a plus. * Bachelor’s/Master’s degree in a relevant field such as Business Administration, or equivalent experience   Relocation Statement: * This position is not eligible for relocation assistance. Visit our PinFlex page to learn more about our working model.   In-Office Requirement Statement * We let the type of work you do guide the collaboration style. That means we're not always working in an office, but we continue to gather for key moments of collaboration and connection. * This role will need to be in the office for in-person collaboration 1-2 times/month and therefore needs to be in a commutable distance from the SF or NY office.    #LI-HYBRID #LI-ARMM78 At Pinterest we believe the workplace should be equitable, inclusive, and inspiring for every employee. In an effort to provide greater transparency, we are sharing the base salary range for this position. The position is also eligible for equity. Final salary is based on a number of factors including location, travel, relevant prior experience, or particular skills and expertise. Information regarding the culture at Pinterest and benefits available for this position can be found here. US based applicants only $155,644—$272,377 USD Our Commitment to Inclusion: Pinterest is an equal opportunity employer and makes employment decisions on the basis of merit. We want to have the best qualified people in every job. All qualified applicants will receive consideration for employment without regard to race, color, ancestry, national origin, religion or religious creed, sex (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender, gender identity, gender expression, age, marital status, status as a protected veteran, physical or mental disability, medical condition, genetic information or characteristics (or those of a family member) or any other consideration made unlawful by applicable federal, state or local laws. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. If you require a medical or religious accommodation during the job application process, please complete this form for support.   By submitting this application, I certify that all information submitted in my application and throughout the hiring process is true, accurate, and complete to the best of my knowledge. I understand that any false statement, omission, or misrepresentation may disqualify me from employment consideration or result in termination if discovered after hire.

Stripe

WHO WE ARE ABOUT STRIPE Stripe is a financial infrastructure platform for businesses. Millions of companies - from the world’s largest enterprises to the most ambitious startups - use Stripe to accept payments, grow their revenue, and accelerate new business opportunities. Our mission is to increase the GDP of the internet, and we have a staggering amount of work ahead. That means you have an unprecedented opportunity to put the global economy within everyone's reach while doing the most important work of your career. ABOUT THE TEAM The Marketing Operations team drives excellence across the shared infrastructure that the marketing and sales development teams depend on: lead routing and lead management, prospect data, campaign production, marketing systems, and sales development systems. The infrastructure covers three vertical channel groups: inbound and outbound sales, digital marketing, and in-person events. We ensure that the underlying operations and systems are reliable, scalable, and well-maintained. In close partnership with Demand Generation Systems, Marketing Operations enables global and region marketers and Sales Development Representatives to focus on driving revenue rather than wrestling with operations and systems. WHAT YOU’LL DO We are looking for a Head of Marketing Operations to lead a critical team to help power Stripe's growth. You will set the direction of marketing operations, solve time-sensitive and complex operational and systems challenges, and develop managers and individual contributors. You will be an indispensable partner to peers in Marketing, Sales Development, Product Management, Engineering, Analytics, and Data Science. You will be directly responsible for a global marketing operations team of 15-20, in addition to 25-30 production specialists with a dotted-line reporting relationship. RESPONSIBILITIES * Drive excellence in the operations and systems that support inbound and outbound sales, digital marketing channels, and in-person events * Partner with Demand Generation Systems to build, buy, improve, and support the technology for digital marketing campaigns, in-person events, and sales development * Ensure that we accurately route and progress leads to match sales coverage decisions, demand marketing strategies, and agreed upon timelines * Ensure that we generate and maintain sufficient account coverage and quality of sales contacts and marketing database subscribers for sales and marketing outreach * Ensure that we produce digital marketing campaigns with velocity and at the highest quality * Serve as the senior marketing operations voice in cross-functional workstreams with Sales Development, Sales Operations, Revenue, and Regional Marketing teams * Build, develop, and retain a high-performing marketing operations team * Set strategic direction, objectives, and key results for the Marketing Operations organization, aligned to broader marketing and Stripe-wide objectives and key results WHO YOU ARE We're looking for someone who meets the minimum requirements to be considered for the role. If you meet these requirements, you are encouraged to apply. The preferred qualifications are a bonus, not a requirement. MINIMUM REQUIREMENTS * 10+ years of experience in B2B marketing or revenue operations and working directly on an enterprise marketing technology stack (Marketing Automation Platform, CRM, sales engagement, company and contact data, etc.) * 5+ years of direct people management experience, including managing managers and building teams of 10+ people; experience managing distributed and global teams * 3+ years of working in a global B2B company with hundreds of marketers and sales development representatives * Demonstrated ability to design and scale operations organizations, including structuring teams and managing through ambiguity * Experience leading programs across multiple functional areas simultaneously * Track record of driving measurable improvements in B2B marketing operations * Strong cross-functional influence and ability to drive alignment at senior levels across Sales Development, Sales Operations, Revenue, and Regional Marketing * Strong analytical skills, including the ability to use data to diagnose operational problems, set targets, and evaluate program outcomes * Ability to build working prototypes and demos with AI to solve marketing operations challenges * Prior responsibility for launching AI solutions to sales development or marketing teams PREFERRED QUALIFICATIONS * 15+ years of experience in B2B marketing or revenue operations and working directly on an enterprise marketing technology stack (Marketing Automation Platform, CRM, sales engagement, company and contact data, etc.) * 10+ years of direct people management experience, including managing managers and building teams of 10+ people; experience managing distributed and global teams * 5+ years of working in a global B2B company with hundreds of marketers and sales development representatives

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.