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About the Role

Revenue Systems & Technology at Exa is about building the operational backbone that powers our entire GTM engine. You'll architect and build Exa's revenue technology stack from the ground up, owning the architecture end-to-end and working closely with GTM teams to turn a greenfield stack into the system that carries Exa through scaling and beyond. This is a builder seat focused on AI-native systems, not a Salesforce-admin role.

Responsibilities

Architect and ship Exa's end-to-end revenue tech stack: CRM (Salesforce), sales engagement, customer success, CPQ/billing, forecasting, conversational intelligence — unified by one extensible data layer.
Integrate the marketing ops (MOPS) stack into the revenue layer for pipeline tracking and intent scoring.
Own the CRM end-to-end: object model, automation, approval workflows, pipeline configuration, forecasting methodology, data hygiene.
Deploy AI agents across the customer journey: lead routing, deal scoring, next-best-action, real-time pipeline risk detection, renewal and expansion signals.
Build the infrastructure that lets those agents run reliably at scale: structured data pipelines, event-driven triggers, API orchestration, feedback loops.
Own build-vs-buy decisions, defaulting to open, composable platforms and adding a middleware layer for clean tool integration.
Maintain a canonical data model across every GTM system for consistent analytics, reporting, and agent operations.
Stand up forecasting and pipeline analytics: stage velocity, conversion, segment health, and leading indicators for business reviews and board reporting.
Build dashboards for Revenue Leadership providing real-time visibility into pipeline, forecast trajectory, and customer health.
Collaborate in building out the Revenue Systems team over time.

Requirements

Architected revenue systems end-to-end (sales ops, rev ops, or GTM systems) at high-growth B2B companies — 10+ years, with 5+ owning the stack yourself.
Deep Salesforce experience: built instances from scratch and scaled them through hypergrowth, thinking in objects, relationships, and automation rules.
Hands-on integration experience with the full GTM stack: CRM, MOPS (Marketo/HubSpot), SEP (Outreach/Salesloft), CSP (Gainsight), CPQ, forecasting (Clari/BoostUp), conversational intelligence (Gong/Chorus).
Experience building for extensibility, data integrity, and composability, with strong opinions on canonical data models and build vs. buy decisions.
Designed and deployed AI-powered, agentic workflows inside GTM systems, architecting custom agent-driven processes.
Comfortable as both architect and builder in a high-velocity startup with shifting priorities.
Experience building GTM systems for companies selling developer tools, APIs, or data infrastructure to engineering-led buyers (Bonus).
Experience supporting both product-led growth and enterprise sales within a single architecture (Bonus).
Knowledge of consumption- or usage-based billing and its complexities (Bonus).
Experience building and scaling revenue systems infrastructure through an IPO or major liquidity event (Bonus).

Skills

Salesforce
CRM
Sales Engagement
Customer Success
CPQ/Billing
Forecasting
Conversational Intelligence
Data Layer Architecture
Marketing Operations (MOPS)
Pipeline Tracking
Intent Scoring
Object Model Design
Automation Workflows
Pipeline Configuration
Forecasting Methodology
Data Hygiene
AI Agents
Lead Routing
Deal Scoring
Next-Best-Action
Pipeline Risk Detection
Renewal Signals
Expansion Signals
Structured Data Pipelines
Event-Driven Triggers
API Orchestration
Feedback Loops
Build vs. Buy Analysis
Open Platforms
Composable Architecture
Middleware Development
Canonical Data Models
Extensibility
Data Integrity
Analytics
Reporting
Stage Velocity
Conversion Analysis
Segment Health
Leading Indicators
Business Reviews
Board Reporting
Dashboards
Real-time Visibility
Pipeline Visibility
Forecast Trajectory
Customer Health Monitoring
Team Building
Marketo
HubSpot
Outreach
Salesloft
Gainsight
Clari
BoostUp
Gong
Chorus
Developer Tools Sales
API Sales
Data Infrastructure Sales
Engineering-Led Buyers
Product-Led Growth (PLG)
Enterprise Sales
Consumption-Based Billing
Usage-Based Billing
Revenue Recognition
IPO Readiness

Location

San Francisco

Work Type

In-person
Full-time

Experience Level

10+ years
5+ years owning the stack

Benefits

Premium healthcare benefits (medical, dental, vision)
Fertility benefits
Monthly wellness stipend

About the Company

Exa is building a search engine for the AI era, transforming an industry disrupted since the 90s.
The Search API currently powers Agents, Fortune 500s, and AI labs.
A team of ~100 from top institutions and companies like Harvard, MIT, Meta, and Google Research.
Raised a $250M Series C led by a16z, with participation from Benchmark, Lightspeed, and YC, valuing Exa at $2.2 billion.
High agency, low-ego culture focused on solving a significant problem.