Head of Revenue Operations

Opendoor · Miami, FL · 1 wk ago

On-siteManagementFull-time

Own middle- and bottom-of-funnel acquisition conversion: diagnose where deals leak, what drives variance across markets and reps, and what levers move conversion percentage, volume, and revenue.
Identify and operationalize the highest-leverage performance drivers: time-of-day staffing, lead routing, contact cadence, channel mix, scripts, negotiation thresholds, pricing posture — and translate findings into clear, scalable playbooks alongside operating leaders.
Set negotiation policies and approaches in partnership with Pricing, Finance, and Sales leadership; codify when to hold, when to flex, and how to scale judgment across the floor.
Monitor leading and lagging indicators daily; build early-warning systems and rapid-response playbooks for performance degradation.

Build and run a continuous experimentation program in partnership with Data Science: design hypotheses, scope and power tests properly, analyze results, and ship the winners.
Do your own analysis end-to-end: SQL, statistical analysis, causal inference where appropriate, and qualitative pattern-matching across calls, transcripts, and customer feedback.
Partner with data infrastructure and engineering teams to stand up instrumentation and measurement systems so every meaningful step in the funnel is observable, attributable, and inspectable.

Treat AI as a first-class team member: build, deploy, and iterate on AI tools that automate lead routing, transcript analysis, coaching feedback, anomaly detection, and decision support.
Use AI to extract leverage everywhere – prototyping with Claude, Cursor, or similar without waiting on engineering – and codify best practices so the team scales beyond its headcount.
Partner with engineering and data infrastructure teams to take the foundational tools and datasets they build and turn them into self-service capabilities operators can use directly.

Build and implement training programs that move reps and operators from average to excellent, grounded in behavioral data, top-performer pattern recognition, and AI-assisted coaching.
Distribute winning behaviors across the org so improvements compound rather than stay siloed.

Hire and lead a small, high-leverage team capable of doing the work of a much larger team through AI, automation, and self-service.
Set a high bar for technical depth, ownership, and pace; develop people quickly and make difficult calls when needed.

Bring sharp diagnoses, clear recommendations, and disciplined follow-through.
Partner deeply with operating managers and leaders across acquisition and resale, plus Marketing, Product, Data Science, Pricing, and Finance; drive change through influence and evidence, not authority.

10+ years in revenue operations, growth operations, sales operations, GM, or analytically rigorous strategy/operating roles — with senior leadership ownership over commercial performance.
A track record of materially moving conversion, volume, and revenue in a high-velocity environment through a combination of strategy, experimentation, and operational discipline.
Demonstrated ability to set and enforce negotiation policy, pricing posture, or commercial guardrails in coordination with finance and pricing partners.

Hands-on, expert-level use of AI tools (Claude, ChatGPT, or equivalents); not just familiar, but actively building, prototyping, and shipping AI-enabled workflows yourself.
A bias toward AI- and automation-first solutions; comfort designing roles, teams, and processes around the assumption that AI does the rote work.
Examples of replacing headcount with leverage: automated analyses, generated playbooks, AI-driven coaching, lead routing or scoring you built and shipped.

Leverages AI to write their own SQL, build their own dashboards, and run their own statistical analyses without waiting for analyst support.
Deep experience designing and analyzing controlled experiments, A/B tests, and quasi-experimental studies, and shipping decisions from them.
Comfortable blending qualitative inputs (call listens, customer feedback, rep interviews) with quantitative analysis to build complete diagnoses.

A history of working in short, evidence-driven loops: hypothesis → test → measure → ship → repeat.
Pragmatic about scope and speed: biased to ship the 80% solution this week over the 100% solution next quarter.

Track record of hiring, developing, and leading small teams of high-caliber operators.
Executive presence and clarity: can distill complex analyses into crisp recommendations for the CBO, CEO, and Board.
Earns trust from operating leaders by showing up in the details with the right answers, not by org-chart authority.

Miami, FL

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