About StarTree:
StarTree is a cloud-based software company that enables business customers to derive advanced insights from real-time and historical data. StarTree was founded by the core software engineering team and inventors of Apache Pinot, which currently powers hundreds of user-facing applications at companies across industries, including LinkedIn, Uber, Target, 7Eleven, Etsy, Walmart, WePay, Factual, Weibo, and more. StarTree Cloud has enabled even more companies to deploy and operate real-time analytics at scale, including Stripe, Sovrn, Roadie, Just Eat Takeaway.com, Dialpad, Guitar Center, Blinkit, and more.

Role Overview
We are seeking a Director of Revenue Operations to own and scale the operational engine that drives predictable, efficient, and durable revenue growth. This leader will sit at the centre of our go-to-market strategy, partnering closely with Sales, Marketing, Customer Success, Finance, and Executive Leadership.

This role is both strategic and hands-on—responsible for GTM architecture, systems, data, forecasting rigor, and cross-functional alignment as the company scales.

Core Responsibilities
GTM & Revenue Strategy

• Act as the architect of the revenue operating model across the full customer lifecycle (Lead → Close → Expand → Renew)

• Drive tight alignment across Sales, Marketing, Customer Success, and Finance

• Translate company growth objectives into clear operating plans, metrics, and execution cadence

Sales & Pipeline Leadership

• Establish consistent forecasting discipline and operating rhythm

• Partner with Sales and Marketing leadership on:

• Territory strategy, capacity modeling, and quota design

• Pipeline generation, coverage models, and conversion optimization

• Forecast accuracy, deal inspection, and executive reporting

• Liaison with key selling partners (e.g., AWS, Confluent, etc.) to help streamline communication and ensure that Sales is leveraging co-selling activities.

Systems, Data & Infrastructure

• Own the RevOps tech stack (CRM, CPQ, BI, enablement, attribution)

• Ensure scalable system design, data integrity, and automation

• Lead tool selection, integrations, and process optimization initiatives

Metrics, Insights & Executive Reporting

• Define and own revenue metrics and dashboards used by the ELT and Board

• Enable data-driven decision-making across leadership

• Deliver insights on:

• ARR growth, pipeline health, churn, expansion

• Sales productivity, GTM efficiency, and cost-to-serve

Order Management

• Manage deal and pricing order management, facilitating deal review with Sales Management and Finance

• Manage and process orders through the Order Management system and/or the cloud marketplace portals.

Compensation & Incentives

• Design and govern sales compensation and incentive frameworks

• Ensure alignment between incentives, behavior, and company strategy

• Oversee commission accuracy, auditability, and payouts through the commission software (Monetizenow)

Team Leadership & Scale

• Build, lead, and mentor a high-performing RevOps team

• Define operating models for Sales Ops, Systems, Analytics, and Enablement

• Partner with People & Finance on hiring plans and org design

Required

• Deep expertise in enterprise sales motions and complex deal cycles

• 10+ years of experience in Revenue Operations, Sales Operations, or GTM leadership

• Prior experience at Director+ level in a high-growth B2B SaaS environment

• Strong command of CRM platforms (Salesforce preferred) and GTM tooling

• Proven ability to influence and partner with C-level and Board stakeholders

Preferred

• Exposure to usage-based or hybrid pricing models

• Strong financial acumen and comfort partnering with FP&A

• Experience building RevOps from early or mid stage

• Experience scaling from Series B → Series D / pre-IPO