About Shelf:
There is no AI Strategy without a Data Strategy. Getting GenAI to work is mission critical for most companies but 90% of AI projects haven't deployed. Why? Poor data quality - it is the #1 obstacle companies have in getting GenAI projects into production.
We've helped some of the best brands like Amazon, Mayo Clinic, AmFam, and Nespresso solve their data issues and deploy their AI strategy with Day 1 ROI.
Simply put, Shelf unlocks AI readiness. We provide the core infrastructure that enables GenAI to be deployed at scale. We help companies deliver more accurate GenAI answers by eliminating bad data in documents and files before they go into an LLM and create bad answers.
Shelf is partnered with Microsoft, Salesforce, Snowflake, Databricks, OpenAI and other big tech players who are bringing GenAI to the enterprise.
Our mission is to empower humanity with better answers everywhere.
About the Role
This role is laser-focused on one thing: revenue acceleration. As the Director of Funnel Operations and Strategy, you will serve as a critical partner to the executive team, driving strategic alignment, operational excellence, and revenue growth across the full customer lifecycle. You’ll bridge the strategic vision of the CEO with tactical execution across Marketing, Sales, Product, and Customer Success—ensuring that each stage of the funnel is optimized for predictable, scalable growth.
This is a high-impact role ideal for someone with a rare blend of strategic acumen, systems thinking, and a builder’s mindset. You’ll be equally comfortable advising the CEO in the boardroom and rolling up your sleeves in Salesforce to unblock a campaign or sales process. Your work will directly influence company growth, retention, and organizational efficiency, making you a key driver of Shelf’s trajectory toward market leadership.
If you're a high-impact operator with a track record of scaling SaaS revenue motions, we want to hear from you.
Key Responsibilities
- Strategic Executive Partnership
- Act as a trusted partner to the CEO in translating company goals into cross-functional execution.
- Coordinate strategic initiatives across Marketing, Sales, Product, and Customer Success.
- Ensure executive alignment with leadership priorities.
- Funnel Operations & GTM Architecture
- Design and manage full-funnel GTM processes from lead generation to expansion.
- Define lifecycle stages, SLAs, territory rules, and segmentation strategies.
- Eliminate friction in the buyer journey and increase funnel efficiency.
- Revenue Reporting Intelligence & Forecasting
- Own and evolve KPI frameworks, dashboards, and reporting infrastructure.
- Drive pipeline forecasting accuracy, transparency, and executive-level insights.
- Lead ROI modeling and performance tracking for GTM programs.
- GTM Systems, Data, and Automation
- Oversee and optimize the GTM tech stack (Salesforce, Pardot, ZoomInfo, etc.).
- Drive system integration, data hygiene, and automation initiatives.
- Collaborate with engineering and analytics to maintain unified GTM data.
- Program & Project Management
- Lead cross-functional growth initiatives with strong project rigor.
- Track outcomes, manage blockers, and communicate across stakeholders.
- Create and maintain documentation and project artifacts for operational clarity.
- Enablement, Planning & Alignment
- Lead annual and quarterly planning (territories, quotas, goals).
- Partner with Sales Enablement and Marketing Ops to deliver insights and tools.
- Ensure consistent GTM alignment through structured enablement and feedback loops.
Success Metrics (First 12 Months)
- Increase funnel conversion and velocity by 20–30%.
- Improve sales forecasting accuracy to within 5–10%.
- Reduce CAC by 15–25% through process and system optimization.
- Launch full lifecycle dashboards with clear attribution and reporting standards.
- Drive consistent GTM data quality and process adoption across functions.
What You Bring
- 5–7+ years in Revenue/GTM Operations, Strategy, or Executive Enablement in B2B SaaS.
- Experience scaling revenue motions and GTM systems in high-growth environments.
- Deep expertise in Salesforce and GTM tooling (Pardot, ZoomInfo, etc.).
- Strategic thinker with a strong sense of execution and operational rigor.
- Excellent written and verbal communication; strong documentation mindset.
- Comfortable working with executive stakeholders and cross-functional teams.
- Bachelor’s degree in Business or related field required; MBA/graduate degree a plus.
Ready to architect the next phase of growth in a fast-scaling SaaS company? Let’s talk.
What We Offer:
- Competitive salary: $150,000 - $180,000
- Generous equity grant in the form of company stock options
- Open PTO
- Comprehensive health and wellness packages
Location:
NYC Metro Area or SF Metro Area. Job is remote with flexibility to meet onsite in Stamford, CT as needed
Why Shelf:
- GenAI will be at least a $4 Trillion market by 2032 and Shelf is a core infrastructure that enables GenAI to be deployed at scale
- Our Leadership Team has deep knowledge management and AI domain expertise and enterprise SaaS background to execute this plan
- We've been helping our customers prevent knowledge mismanagement since our founding in 2017
- We have raised over $60 million in funding and our investors include Tiger Global, Insight Partners, Connecticut Innovations, and others
- We have high velocity growth powered by the most innovative product in our category, 3X growth for 3 years in a row
- We now have over 100 employees in multiple U.S. states and European countries, and we have ambitious hiring goals over the next few months
Our Values:
Quality - We’re united by our focus on world‑class Quality. Quality in all things – starting with everything that leaves your desk. Everything you touch – every email, report, campaign, and piece of code – should be outstanding. Your work product should blow people away. Having people look at what you’ve done and say, “Wow.” That’s the standard here. Remember that how you do anything is how you do everything. Focus on craftsmanship—your ability to make things better.
Momentum - for us means that you should know that the things you’re responsible for are moving forward. When you look around and see something that’s stalled, get it moving again. We pride ourselves on “ball movement.” When your boss or team leaves you with something, they should return to see measurable progress. Small, continuous movement is our recipe for success. Constantly look for how to make the work around you move forward. We want you to initiate solutions, ideas, and progress. Don’t wait for it to come to you—reach out and create movement. All the time.
Accountability - We expect every team member to feel that they are accountable for more than anyone might normally expect. Each of us should feel real responsibility for things even at the edge of our control. We consistently share and align on expectations, give each other open and respectful feedback, and use those two drivers to ensure that every agreement we make with one another is clear and complete.
Hard Work - We’re here to do something difficult together. We care intensely about the mission and we expect that from our teammates. That care means that we work hard here. Hard work comes with long hours, extra effort…and real opportunity at Shelf. Your passion for creating and sustaining output is a part of our DNA. Support each other, cheer each other on, drive the mission forward. Great teams sustain intense effort together to win.
Learning Agility - We’re innovating in one of the fastest‑moving spaces in history at a time of accelerating global change. That’s incredibly exciting and requires each of us to commit fully to learning each and every day so that we can be the best at what we do. None of us know everything. All of us can learn anything. Staying open and constantly curious is a key success driver at Shelf. It also requires humility. We prize people who are consistently humble and open to making mistakes and growing from them. Recognize also that learning itself is a skill…we need you to be really good at it. Keep dialing in your own understanding about how you learn best and push yourself to keep growing.
Adapt and Thrive - Overcoming challenges lives deep in our DNA. We have a proud history of understanding and living the reality that obstacles are our opportunities…they’re the key to our success. Change is a constant in our business and fighting change is counterproductive. We need you to be good at being uncomfortable and understand that discomfort is the key to growth. Cultivate your own ability to adapt and know that struggling well is something you’ll share with every team you’re on at Shelf. Our company stories are about thriving through real difficulty…together.
Win Together - We win or lose as a team. Always. Everything you do here is connected to the rest of the organization. Part of our shared team environment demands full honesty…real candor and directness with one another. We expect you to constantly be thinking about how to support your teammates and the company, always acting in service to our shared mission and what’s best for the organization as a whole.
