[Hiring] Senior Director of Business Operations @Backstory

Role Description

We are hiring a Sr. Director of GTM Operations to build the operating system behind Backstory’s growth. You will own the metrics, systems, cadences, and commercial operations that let a small, AI-leveraged team run what once took a much larger ops function. The role reports to the SVP of Customer Value.

This role brings GTM operations together in one place:

• Comp design
• Territory and quota planning
• Pricing approvals
• Lead routing
• CRM administration

Sales, CS, and Partnerships should run on one integrated operating system. You will present quarterly results and forward guidance to the Executive Leadership Team, and be the authority on how confident leadership should be in the numbers. You will also run our GTM on Backstory itself, turning our own operating model into a proof point for customers.

Responsibilities

• Measurement and data foundation:
  • Instrument the full customer journey, from pre-funnel and partner activity through credit consumption and expansion.
  • Define the GTM data model, funnel stages, and metric definitions.
  • Connect product usage and billing data to the revenue stack.
  • Govern CRM fields and data quality through automation and clear standards.
• Forecasting and executive reporting:
  • Design and run a forecasting rhythm built for a consumption-based, land-and-expand model.
  • Present completed-quarter results and forward guidance to the ELT.
  • Provide ELT members with analysis, forecasts, and materials.
  • Run forecast reviews, pipeline inspections, and business reviews.
  • Use data to pressure-test plans and flag risks early.
• Intelligence layer and AI:
  • Build AI-driven reporting and analysis across solution presentation, adoption, credit consumption, and customer outcomes.
  • Deliver automated briefings, pipeline intelligence, and self-serve analytics to the GTM organization.
  • Make build, buy, or connect decisions for GTM data and tooling.
• Retention and expansion signals:
  • Re-anchor our early warning system around solution adoption.
  • Turn signals into a review cadence and save and expand plays.
  • Feed adoption-based churn and expansion signals into the forecast.
• Commercial operations:
  • Comp plan design for Sales, CS, and Partnerships.
  • Territory, quota, and capacity planning.
  • CPQ and pricing approvals.
  • Lead routing across marketing, sales, CS, and partners.
  • Day-to-day CRM administration and health of revenue-critical systems.
• Be Our Best Customer:
  • Run Backstory's GTM on Backstory.
  • Document results for customer and prospect conversations.
  • Engage with customers and the market as a practitioner of the platform.

Qualifications

• Builder instinct.
• Applied AI.
• GTM operating model fluency.
• Data architecture literacy.
• Forecasting authority.
• Commercial operations depth.
• SaaS metrics fluency.
• Modern data tooling: working knowledge of SQL, dbt, or BI tools.
• Executive presence.
• Experience: Typically 10+ years in revenue operations, GTM operations, or GTM strategy at a growth-stage B2B SaaS company.

Nice to have

• Chief of Staff or CEO-adjacent experience.
• Channel and partnership operations experience.
• Usage- or consumption-based pricing experience.

Compensation

$225,000 - $270,000 a year

Benefits

• Regular employees may be eligible for commissions or bonus programs.
• Equity and benefits.

Company Description

Headquartered in San Francisco, CA, Backstory is backed by Y Combinator and Silicon Valley’s top investors, including ICONIQ Capital, Andreessen Horowitz, Lightspeed Venture Partners, Akkadian Ventures, and Mubadala Capital. Backstory is listed in the top 20 percent of Inc 5000 companies, is a regular leader in key categories on G2, and is on the Forbes list of America’s Best Startup Employers.