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A frontier AI lab building a formal revenue operations function around usage-based, self-serve, and complex enterprise contracts signals it is commercializing its models at scale, moving from research toward a full sales business.
The mission of Thinking Machines is to build AI that extends human will and judgment. We are training frontier models with Inkling, developing Tinker to let people make models their own, and crafting interfaces that broaden human-AI communication. We believe the future worth building is human, and we're hiring people who want to build it.
Thinking Machines Lab is hiring a Head of Revenue Operations to architect and own the systems, processes, and data that power our go-to-market organization, from first touch through pipeline, contract, and expansion. You will define how our sales and self-serve businesses operate, and equip go-to-market leadership with the infrastructure and insight to scale revenue efficiently.
As our first revenue operations hire, you will own the function end to end and build the team over time. Initially, this is a senior, high-judgment role that pairs strategic ownership with hands-on execution. Our commercial model spans usage-based and fixed-price products sold through both self-serve and enterprise channels, and our enterprise agreements are often complex, combining prepaid commitments, custom pricing, and mid-term amendments. You will unify our revenue stack into a single, coherent operating system, from CRM and deal desk to reporting and billing integration. The right person brings deep expertise and sound judgment, operates decisively amid ambiguity, and is motivated to define what world-class revenue operations looks like at a frontier AI company.
Own the go-to-market systems strategy and roadmap, including selecting, implementing, and integrating the tools our go-to-market team will rely on.
Own the CRM as the system of record for pipeline, accounts, and deals, including data definitions, field governance, and lead and account routing.
Build and maintain deal desk infrastructure, including quoting, approval rules, and routing for non-standard terms.
Drive the forecast, go-to-market planning, and operating cadence with the Head of GTM and Finance, including segmentation by consumption potential, territories, capacity, and quotas.
Drive sales compensation plan design with the Head of GTM, Compensation, and Finance, and lead the implementation of our commissions tool.
Build go-to-market analytics, from funnel conversion and win rates to expansion and churn, and flag fast-growing self-serve customers for sales.
Drive adoption of new tools and processes across the go-to-market team, and run a clear intake and prioritization process for systems requests.
Partner with product and go-to-market teams to make new products and pricing changes operationally ready, from quoting through billing.
Design the quote-to-cash process and customer data model across GTM, Legal, and Finance so data is entered once and trusted everywhere.
Own the billing configuration and integrations that turn a signed deal into an accurate invoice.
Automate manual work across the revenue stack, including with AI-assisted tooling.
Build and lead the revenue operations team as the business scales.
Minimum qualifications:
12+ years of experience in revenue operations, sales operations, or go-to-market systems roles at high-growth SaaS, API, or infrastructure companies, including leading the revenue operations function.
Deep hands-on CRM administration experience, including pipeline management, forecasting, and reporting.
Experience supporting usage-based pricing, including prepaid commitments, credits, and overages, as well as subscription or hybrid models.
Experience designing sales compensation plans and implementing a commissions tool.
A track record of personally building go-to-market processes and systems from scratch, not only managing teams that built them.
Hands-on experience leading full system implementations, from vendor selection and requirements through testing and rollout.
Strong SQL and data skills, with the ability to build your own reporting and analysis.
Demonstrated ability to operate independently, prioritize across competing demands, and deliver hands-on before building a team.
AI fluency: you actively use AI tools in your own work and are excited to apply them to go-to-market operations.
Exceptional written and verbal communication, with the ability to partner credibly with go-to-market leaders and executives.
Preferred qualifications - we encourage you to apply if you meet some but not all of these:
Experience with HubSpot, Ironclad, Metronome, Stripe, Anrok, ERPs, and Hex.
Experience supporting both product-led and sales-led motions, including usage-based expansion.
Experience at a frontier AI lab, developer platform, or enterprise SaaS organization with complex, multi-product revenue models.
Familiarity with how deal structure affects revenue recognition.
Location: This role is based in San Francisco, California.
Compensation: Depending on background, skills and experience, the expected annual salary range for this position is $300,000-$350,000 USD.
Visa sponsorship: We sponsor visas. While we can’t guarantee success for every candidate or role, if you’re the right fit, we’re committed to working through the visa process together.
Benefits: Thinking Machines offers generous health, dental, and vision benefits, unlimited PTO, paid parental leave, and relocation support as needed.
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