Senior Director of Business Operations

People.ai

. Build the operating system behind Backstory’s growth .

Posted 10/22/2026full-timeRemote • California • United StatesSenior💰 $225,000 - $270,000 per yearWebsite

Core Competencies

Role fit

Core Competencies

Use this summary to align your resume positioning with the role.

Demonstrates expertise in GTM operations, including deep knowledge of AI tooling and revenue forecasting. Proven ability to build systems and processes from scratch while leading teams and engaging with executive leadership.

Highest-signal resume keywords

GTM Operations ManagementAI Tooling DeploymentRevenue Forecasting ExpertiseCRM AdministrationCompensation Plan Design

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

SQLDBTBusiness Intelligence ToolsComp DesignTerritory PlanningQuota PlanningCPQPricing ApprovalsLead RoutingSaaS Metrics

Soft Skills

Executive PresenceChange ManagementTeam Leadership

Industry Keywords

B2B SaaSConsumption-Based PricingARRGRRNDRCACPipeline CoverageCapacityProductivityGTM Data Structures

Tech Stack

Tools & technologies

SQL

About the role

Key responsibilities & impact

Build the operating system behind Backstory’s growth
Own GTM metrics, systems, cadences, and commercial operations
Consolidate comp design, territory and quota planning, pricing approvals, lead routing, and CRM administration
Define the GTM data model, funnel stages, and metric definitions across Sales, CS, Partnerships, and Finance
Connect product usage and billing data to the revenue stack
Govern CRM fields and data quality through automation and standards
Design and run forecasting for a consumption-based, land-and-expand model
Present quarterly results and forward guidance to the Executive Leadership Team
Provide ELT members with analysis, forecasts, and materials
Run forecast reviews, pipeline inspections, and business reviews
Build AI-driven reporting, automated briefings, pipeline intelligence, and self-serve analytics
Make build, buy, or connect decisions for GTM data and tooling
Develop adoption-based churn and expansion signals and incorporate them into forecasts
Design compensation plans for Sales, CS, and Partnerships
Lead territory, quota, capacity, CPQ, pricing approval, lead routing, and CRM operations
Run Backstory’s GTM on Backstory and document results for customer and prospect conversations
Engage with customers and the market as a practitioner of the platform

Requirements

What you’ll need

Builder instinct; experience building functions, systems, or processes from scratch
Experience leading a small team while staying close to the work
Deep understanding of the AI tooling landscape
Experience deploying LLMs and AI tools in operational workflows
Experience making AI tooling and infrastructure decisions
Experience supporting change management for AI adoption
Experience running GTM operations through a business model change, ideally consumption-based, land-and-expand, or channel-augmented
Understanding of GTM data structures and flows across CRM, warehouse, and AI layers
Deep ARR forecasting knowledge, including inputs, calculations, reconciliation, and confidence assessment
Hands-on experience with comp design, territory and quota planning, CPQ and pricing approvals, lead routing, and CRM administration
Fluency in SaaS metrics including ARR, GRR, NDR, CAC, pipeline coverage, capacity, and productivity
Working knowledge of SQL, dbt, or BI tools
Executive presence and ability to present difficult conclusions to the ELT
Typically 10+ years in revenue operations, GTM operations, or GTM strategy at a growth-stage B2B SaaS company, including leading a team
Nice to have: Chief of Staff or CEO-adjacent experience
Nice to have: Channel and partnership operations experience
Nice to have: Usage- or consumption-based pricing experience

Benefits

Comp & perks

Commissions or bonus programs (target included in OTE)
Equity
Benefits
Accommodations throughout the hiring process