VP, Revenue Operations

Job description

Build a safer world with us, one incident at a time. Ambient.ai is the category creator and leader in Agentic Physical Security. Powered by Ambient Pulsar, the first reasoning Vision-Language Model purpose-built for physical security, our platform seamlessly integrates with existing security cameras and physical access control systems to unify monitoring, access control, threat assessment, response, and investigations through an always-on reasoning layer that augments security operators with superhuman capabilities. The results: 95% fewer false alarms, investigations 20x faster, and 10x faster response. The momentum speaks for itself: we doubled new ARR in FY26, and have delivered results for world-class customers including Cisco, ServiceNow, SentinelOne, TikTok, Bayer, and MoMA. That kind of momentum creates an environment where great people thrive, and it shows: we recently ranked #71 out of 500 on the Forbes best startup employers list https://www.forbes.com/lists/americas-best-startup-employers/. Founded in 2017 and backed by Andreessen Horowitz, Y Combinator, and Allegion Ventures, Ambient.ai is on a fast-paced journey to fulfill our mission: prevent every security incident possible. Ready to learn more? Connect with us on LinkedIn https://www.linkedin.com/company/ambient-ai/?viewAsMember=true and YouTube https://www.youtube.com/@ambient-ai-inc About the role: We're at a tipping point. We've built a solid foundation — now it's time to go from 1 to 10. The VP, Revenue Operations will architect the predictable, scalable revenue engine across Sales, Marketing, and Customer Success that powers that next chapter. Reporting directly to our CEO, Shikhar Shrestha https://www.linkedin.com/in/shikharshrestha/, this executive will be the connective tissue of our GTM organization — setting strategy, building the team and systems, and instilling operational rigor as we scale. You will own the rhythm of the business across forecasting, analytics, systems, process design, and pipeline governance, and you'll build and lead the Revenue Operations function as the company grows. This role is ideal for a strategic operator and proven leader who thrives at the intersection of insight, execution, and cross-functional leadership — and who wants to make a measurable, company-level impact in a rapidly growing, mission-driven organization. What you'll do: - Forecasting & Planning: Own pipeline, bookings, and ARR forecasting; lead annual and quarterly GTM planning (quotas, territories, capacity), run QBRs, and partner with Finance and Sales leadership on comp design. Ensure top-down and bottom-up forecasts pencil across Marketing, Sales, and CS, and present forecast and GTM performance to the executive team and board. - Team Leadership: Build and lead the Revenue Operations function — define its structure, hiring roadmap, and operating model, and hire and develop the team as the company scales. - Process & Funnel Optimization: Design and refine end-to-end lead-to-cash and customer lifecycle processes; improve funnel conversion and eliminate operational friction across the GTM motion. - Systems & Data Management: Own CRM architecture (HubSpot, Salesforce), the GTM tech stack, data governance, and automation strategy, including tool consolidation and upleveling. Deliver dashboards and self-serve analytics that become the single source of truth for the business. - Cross-Functional Alignment: Translate company strategy into executable GTM plans; partner with Sales, Marketing, CS, Product, and Finance leadership to align goals, investments, and execution. - Insights & Strategy: Deliver actionable analysis on pipeline health, marketing-to-sales conversion, rep performance, churn/expansion patterns, and GTM efficiency; identify and drive the strategic initiatives that move the revenue engine forward. What you'll bring: - 10–15 years of Revenue Operations, Sales Operations, or GTM strategy experience in B2B SaaS, including supporting high-growth enterprise sales motions — candidates with exclusively tactical Sales Operations experience will not be a fit for this role - Experience scaling GTM operations through hypergrowth at an enterprise B2B SaaS startup — you've built the operational infrastructure (forecasting, planning, systems, territory design) for a company transitioning from early GTM to a repeatable, multi-segment enterprise motion - Experience building and leading a Revenue Operations (or equivalent GTM operations) function, including hiring and developing a team - Proven ability to design scalable processes and lead complex cross-functional initiatives at the executive level - Strong analytical and modeling skills; deep fluency in funnel metrics and SaaS KPIs - Exceptional communication, stakeholder management, and executive- and board-level storytelling - Sets a high bar and consistently delivers excellence; a relentless builder with a strong bias toward action Why join us: - We are creating an entirely new category within a 180+ billion-dollar physical security industry and looking for team members who are also passionate about our mission to prevent every security incident possible - We have an impressive customer roster of F500 companies including Adobe, VMware, and SentinelOne - Regular Full-time employees receive stock options for the opportunity to share ownership in the success of our company - Comprehensive health + welfare package (Medical, Dental, Vision, Life, EAP, Legal Services, 401k plan) - We offer flexible time off to rest and recharge including Winter Break (time off between Christmas and New Year’s for most roles depending on customer demand) - The latest tech and awesome swag delivered to your door - Enjoy a full range of opportunities to connect with your awesome co-workers - We love to hike https://www.alltrails.com/us/california/redwood-city, are foodies, and love music! Check out our most recent Ambient Spotify Playlist https://open.spotify.com/playlist/2kx8dM5h65Tac5UOo0kuWr?si=cebFZmkHQhKEvnoall2rcQ #LI-Hybrid Ambient.ai is proud to be an Equal Opportunity Employer. Ambient does not unlawfully discriminate on the basis of race, color, religion, sex (including pregnancy, childbirth, breastfeeding, or related medical conditions), gender identity, gender expression, national origin, ancestry citizenship, age, physical or mental disability, legally protected medical condition, family care status, military or veteran status, marital status, registered domestic partner status, sexual orientation, genetic information, or any other basis protected by local, state, or federal laws. Ambient is an E-Verify participant.