VP, Revenue Operations

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 enterpris…