Director Revops Jobs in California (NOW HIRING)

About Fulcrum

The $1.5 trillion insurance industry is powered by brokers. Every business needs insurance, and the brokerage industry is hamstrung by account management capacity. Account managers are constantly pulled in multiple directions—keying information into systems, chasing documents, doing mundane work—rather than focusing on the client interactions that actually matter. Most brokerages either outsource this work or grind through it manually.

We're building an AI platform to automate this insurance drudgery. Our platform already saves customers thousands of hours and millions of dollars every year. Our customers love the product— we have deep penetration within enterprise brokerages and genuinely enjoy making our customers' lives better. We just raised our Series A and are just getting started.

Why Fulcrum

• Rocket-ship growth. We’ve achieved multiple seven figures in ARR in just over a year, serving large enterprise clients including 30% of the top 50 brokers in the country.

• Extreme ownership. You’ll work directly with enterprise users and ship end-to-end products that save them hours every week.

• Bleeding-edge problems, real impact. Tackle tough AI and product challenges whose wins show up immediately in customer workflows.

• In-person collaboration. Join a lean, staff-level team (ex-Affirm, Uber, DoorDash, McKinsey) working side-by-side in San Francisco; we believe the best ideas are fostered in an in-person environment.

• Top-of-market rewards. Competitive base salary plus meaningful equity.

About the Role

This is Fulcrum's second full-time RevOps hire. You'll report directly to the Head of RevOps and work across Sales and Customer Success to build the operational infrastructure that lets a fast-scaling GTM team perform at its best.

The pipeline is growing, the team is growing, and the systems haven't kept up. Your first job is to fix that — audit what's broken, rebuild what needs rebuilding, and put in place the processes and data foundations that will support 8–12 AEs by end of year. From there, you'll own forecasting, sales process design, rules of engagement, SDR measurement, and the early foundations of deal desk.

This is an IC role today. As the team scales, there's a clear path to managing individual contributors or contractors and other aspects of Fulcrum’s GTM engine.

If you've been the second or third ops hire at a Series A or B company before — and you know what it means to build a system and make it work — this role was built for you.

What You'll Own

Pipeline Integrity & Forecasting

• Rebuild Fulcrum's forecast methodology from the ground up — stage definitions, data hygiene, rep behavior, and the model itself

• Own weekly pipeline data quality; identify and fix CRM hygiene issues at the source

• Support the Head of RevOps with pipeline review prep, coverage analysis, and forecast variance tracking

Sales Process & Rules of Engagement

• Partner with Head of Sales to document and operationalize the sales process end-to-end

• Define and enforce rules of engagement across Sales, SDR, and CS — territory, handoff, escalation

• Establish initial deal desk parameters: discount governance, approval workflows, and Salesforce enforcement

SDR Operations

• Own the SDR process and measurement framework: sequencing hygiene, SLA enforcement, conversion tracking, and handoff quality

• Build the reporting infrastructure that lets leadership see what's working and what isn't

Salesforce & GTM Stack

• Direct and collaborate with the Salesforce admin contractor on builds, backfills, and data integrity work

• Own the GTM tech stack roadmap as Fulcrum scales — evaluate, implement, and integrate new tools as needed

• Build and maintain the reporting layer: SFDC reports, dashboards, and lightweight BI as the data matures

Planning & Cross-Functional Support

• Support quarterly and annual planning cycles — capacity modeling, quota setting, territory design

• Enable future CS and Sales leaders on operational processes as those functions scale

• Own the operational side of AE onboarding: playbook documentation, CRM training, process enforcement

What We're Looking For

• 5-8+ years in B2B SaaS RevOps or SalesOps — ideally at a company that scaled through Series A or B

• You've been an early ops hire before and know what it means to build with limited resources and no playbook

• You've personally owned a forecast process end-to-end — not just maintained one someone else built

• You're a Salesforce power user who can build reports, audit data, and direct an admin without being one

• You've done real CRM hygiene and data quality work — you can diagnose a broken pipeline, not just describe one

• You're analytically rigorous: comfortable building models in Sheets/Excel, QA-ing data, and owning a reporting layer

• You're an opinionated collaborator who can earn credibility with senior stakeholders

What We Offer

• Competitive salary ($170,000-$210,000) + meaningful equity.

• Full health, dental & vision.

• High-ownership, high-trust culture with lightning-fast executors.

• Regular team off-sites, dinners, and an office stocked for builders.