Role Description The Director of Revenue Operations will own the systems, data infrastructure, forecasting processes, and operational workflows that power Runpod’s revenue organization. This role requires both strategic leadership and hands-on operational execution. The ideal candidate will build scalable revenue infrastructure while balancing operational rigor with the speed and flexibility required in a high growth environment. You will define the operational foundation that supports Runpod’s enterprise revenue growth. Your work will directly influence forecasting accuracy, GTM scalability, executive decision making, and operational efficiency across Sales, Marketing, and Customer Success. You will partner closely with executive leadership and help shape how Runpod scales from $120M ARR into its next phase of growth. Responsibilities - Revenue Systems and Data Infrastructure - Own CRM architecture, data governance, and GTM systems across Sales, Marketing, and Customer Success - Build scalable analytics frameworks covering lead generation, pipeline conversion, retention, and expansion - Maintain revenue reporting models supporting ARR, MRR, NRR, CAC, LTV, and forecasting metrics - Evaluate and implement revenue technology systems including CRM, CPQ, BI, and forecasting tools - Forecasting and Pipeline Management - Design and manage revenue forecasting processes across enterprise and PLG motions - Lead weekly pipeline reviews and establish CRM hygiene standards - Build dashboards and reporting infrastructure for executive and board level visibility - Compensation, Quota, and Territory Design - Partner with Finance and executive leadership on compensation planning and territory design - Build scenario planning models for quota capacity and headcount forecasting - Ensure compensation plans and payouts are accurate and transparent - Deal Desk and Enablement Leadership - Provide strategic oversight for Deal Desk and Enablement functions - Partner on CPQ implementation, onboarding infrastructure, and GTM playbook development - Cross Functional Alignment - Serve as the operational bridge between Sales, Marketing, Finance, Legal, and Customer Success - Partner with Finance on revenue recognition and ARR reporting standards - Partner with Legal on contract workflows and governance - AI Powered Operations - Implement AI tools and workflow automation across Revenue Operations - Evaluate AI assisted forecasting, pipeline scoring, and automation platforms - Build scalable operational systems that improve efficiency without requiring proportional headcount growth Qualifications - 8 to 12 years of experience in Revenue Operations, Sales Operations, or GTM strategy roles - At least 3 years in a senior or director level leadership role - Experience building Revenue Operations infrastructure in high growth SaaS, PaaS, or infrastructure companies - Deep CRM expertise with Salesforce preferred - Strong understanding of forecasting, revenue metrics, and GTM analytics - Experience supporting both PLG and enterprise sales motions - Experience designing compensation plans, quota frameworks, and territory models - Strong cross functional leadership and communication skills - Experience implementing operational structure in fast growing environments - Active use of AI tools for operational efficiency and forecasting workflows - Successful completion of a background check Preferred - Experience in cloud infrastructure, AI infrastructure, developer tools, or ML platforms - Experience with usage based pricing and consumption models - Experience implementing CRM, CPQ, or forecasting platforms - Experience supporting technical GTM organizations selling to enterprise buyers - Experience in high growth startup or scaleup environments Benefits - The competitive base pay for this position ranges from $180,000 - $250,000. - Meaningful equity in a fast-growing company — everyone on the team receives stock options. - Generous medical, dental & vision plans. - Flexible PTO - take the time you need to recharge. - Most roles are remote work first with an inclusive, collaborative teams utilizing Slack as the main form of internal communication. - $1,200 Home Office & Equipment Stipend - we set you up for success from day one with gear and support to create your ideal workspace.

Role Description The Enablement Manager will play a foundational role in shaping how employees onboard at Runpod and how customer facing teams ramp, learn, and execute. This role supports both company wide onboarding and GTM enablement programs across Sales, SDRs, and Customer Success. The Enablement Manager will own Runpod’s onboarding and enablement infrastructure across both company wide and go to market functions. This person will design scalable onboarding experiences for new hires while also building role specific enablement programs, sales playbooks, competitive intelligence systems, and customer success enablement resources. This role is highly cross functional and requires close collaboration with People Operations, Revenue Operations, Sales leadership, Customer Success leadership, and Marketing. You will shape the onboarding experience for every new employee at Runpod and define how customer facing teams learn, ramp, and execute. Your work will directly improve ramp time, enable revenue growth, strengthen competitive positioning, and help Runpod scale its enterprise GTM motion. You will also have the opportunity to build scalable AI assisted enablement systems that keep onboarding materials, playbooks, and competitive resources current as the company evolves. Responsibilities - Company Wide Onboarding - Create and manage a structured onboarding program for all new employees across Engineering, Product, GTM, Finance, and Operations. - Partner with cross functional stakeholders to maintain onboarding materials and ensure information stays accurate and current. - Build scalable onboarding systems and feedback loops to improve the employee onboarding experience. - Track onboarding completion metrics and new hire ramp performance. - GTM Onboarding and Ramp Programs - Develop onboarding programs for Account Executives, SDRs, and Customer Success Managers. - Define role specific ramp milestones and time to productivity benchmarks. - Continuously improve onboarding content based on product changes, pricing updates, and competitive shifts. - Sales Playbooks and Methodology - Build sales playbooks for both PLG and enterprise sales motions. - Create frameworks for discovery, qualification, messaging, objection handling, and deal progression. - Partner with Sales leadership to operationalize sales methodologies such as MEDDPICC. - Customer Success Enablement - Develop Customer Success onboarding, expansion frameworks, and QBR resources. - Create expansion and upsell playbooks to support NRR growth. - Partner with Customer Success leadership on enterprise account enablement strategies. - Competitive Intelligence - Maintain competitive positioning resources and battle cards against infrastructure competitors. - Gather feedback from Sales and Customer Success teams to improve messaging and objection handling. - Partner with Product and Marketing to keep competitive materials current. - Training and Development - Run recurring training programs focused on product updates, sales methodology, and role specific skills. - Build self service enablement content libraries and coaching frameworks for managers. - Metric and Reporting - Track onboarding effectiveness, ramp metrics, win rates, conversion rates, and expansion metrics. - Partner with Revenue Operations and People teams to build reporting infrastructure. - Continuously improve programs using data and feedback. - AI Powered Enablement - Leverage AI tools to scale onboarding, content creation, and competitive intelligence. - Implement AI assisted coaching and conversational intelligence platforms. - Develop scalable AI driven enablement systems that reduce operational overhead. Qualifications - Demonstrated experience building onboarding or enablement programs in high growth SaaS, PaaS, or infrastructure companies. - Experience supporting Sales and Customer Success organizations with training, playbooks, or onboarding. - Strong understanding of enterprise B2B sales processes and customer success workflows. - Experience developing written enablement content including playbooks, onboarding materials, and competitive resources. - Experience working cross functionally with Revenue Operations, Sales, Customer Success, Product, Marketing, and People teams. - Comfort using metrics and reporting to improve enablement effectiveness. - Active use of AI tools for content creation, coaching, or enablement operations. - Strong communication and organizational skills. - Successful completion of a background check. Preferred - Experience supporting both PLG and enterprise GTM motions. - Experience in cloud infrastructure, AI infrastructure, developer tools, or ML platforms. - Experience implementing enablement platforms such as Gong, Chorus, Highspot, or Seismic. - Experience building Customer Success enablement programs for enterprise customers. - Familiarity with MEDDPICC, MEDDIC, Challenger, or similar methodologies. - Experience in high growth startup environments. Benefits - The competitive base pay for this position ranges from $145,000 - $190,000. - Meaningful equity in a fast-growing company — everyone on the team receives stock options. - Generous medical, dental & vision plans. - Flexible PTO — take the time you need to recharge. - Most roles are remote work first with an inclusive, collaborative teams utilizing Slack as the main form of internal communication. - $1,200 Home Office & Equipment Stipend — we set you up for success from day one with gear and support to create your ideal workspace.

• Define and execute forward-thinking strategies that drive holistic revenue growth, maximize market penetration, and strengthen competitive positioning across both retail and veterinary channels. • Spearhead the development of pricing strategies, market positioning, and product introduction tactics that ensure differentiation and profitable growth across diverse market segments. • Oversee and provide mentorship to department heads (Marketing, Sales, Success, Category Management), fostering a high-performance culture that emphasizes leadership development and strategic agility. • Foster seamless collaboration and integration across all "under the umbrella" departments to ensure consistent messaging, unified client engagement, and optimized retention. • Build strong partnerships with Product, Finance, and Operations to drive shared objectives, ensuring that the product roadmap and financial modeling support aggressive revenue initiatives. • Oversee consolidated department budgets, ensuring efficient resource allocation and ROI-driven spend across marketing campaigns, sales incentives, and partner engagement. • Monitor global market trends, competitor movements, and shifting customer needs to refine strategies and pivot quickly in a dynamic landscape. • Provide strategic leadership to optimize the sales tech stack and processes; analyze data to provide accurate targets, pipeline forecasts, and performance metrics. • Manage strategic partnerships with key vendors, distributors, and industry partners to enhance product offerings and expand distribution channels. • Represent the company at high-level industry events and conferences to build brand equity and establish personal and organizational thought leadership. • Set high standards and hold senior team members accountable for KPIs and professional growth. • Influence cross-functional teams, fostering confidence and optimism in the organization’s future. • Foster a positive, inclusive environment that encourages collaboration between technical, creative, and sales professionals.

Role Description As Revenue Operations Analyst (Planning & Strategy), you will help architect our go-to-market engine. You’ll own the logic and data that determine how we set quotas, carve out territories, and incentivize our team to hit ambitious targets. Working closely with our CRO, Head of RevOps and GTM leadership, you will build the analytical foundation for 2x–3x growth, ensuring our expansion is both predictable and fair. This is a hands-on role in a fast-moving environment. If you see a way to make our territory distribution more equitable or our quota modeling more accurate, you’ll be encouraged and trusted to run with it. As we scale, this role provides a direct path to shaping our long-term commercial strategy. - Own Quota & Incentive Design: Manage the deployment and tracking of quotas across the GTM org. You’ll ensure our compensation plans are effectively rolled out, understood by the team, and aligned with our top-line business goals. - Lead Territory Planning: Design and maintain our territory map (by geography, segment, or industry). You’ll ensure high-potential accounts are distributed fairly and that our "Total Addressable Market" is being captured efficiently. - Operate as a Service Desk for Planning & Comp: Act as the primary point of contact for the GTM team regarding their books of business. You’ll field requests, troubleshoot commission discrepancies, handle territory disputes, and ensure every rep understands how they are being measured. - Capacity & Headcount Modeling: Partner with Finance and Leadership to model how many reps we need, when we need to hire them, and what their ramp-up time looks like to hit our future revenue milestones. - Drive the Planning Cycle: Support the annual and quarterly planning process by building "what-if" models, analyzing historical attainment, and providing the data-backed conviction needed to set our next set of targets. - Strategic Reporting: Build and maintain the "Source of Truth" dashboards for GTM productivity, win rates, and pipeline coverage to help leadership make informed tactical pivots. - Comp Admin: You will own and orchestrate the comp admin process to ensure that quotas are assigned to reps in a timely fashion and commissions are calculated accurately. Qualifications - Experience in RevOps or FP&A: You have a background in Revenue Operations, Sales Ops, or Financial Planning, specifically focused on the "math" side of sales (quotas, commissions, and modeling). - Analytical Rigor: You are a power user of Salesforce and Excel/Google Sheets. You don’t just move data around; you turn it into a narrative that helps leaders make decisions. - A Builder’s Mindset: You take initiative and create structure where it doesn't exist. You don't just follow a planning playbook; you help write it. - Systems Fluency: While this isn't a systems role, you are comfortable with GTM tech (Gong, Salesforce, Qobra) and understand how data flows between them to impact reporting. - High EQ & Communication: You can explain the "why" behind a quota change or territory shift to a sales rep or executive with clarity, empathy, and logic. Benefits - Market leading private medical insurance - Generous parental leave - First Friday of the month off - Generous annual leave/PTO allowance - Competitive salary and equity - Remote working and personal development budget - Enhanced pension/401k