Manager Revenue Operations Jobs in Santa Rosa, CA

Location: Manhattan, NY or Bay Area, CA

About Accrete

Accrete is an agentic managed services company: an AI workforce that does high-stakes, judgement-heavy work for government and enterprise clients at the economics of software, not labor.

At the core is Accrete's Knowledge Engine, a dynamic context graph that captures an organization's tacit knowledge, resolves data across silos, and builds a living, auditable ground truth. Expert agents reason against that ground truth to act on complex, high-stakes decisions not just answer questions about them.

From national security to commercial operations, Accrete delivers the work on one platform, with unlimited expert agents and expert judgement.

Accrete is seeking a world-class Chief Revenue Officer to build and scale the commercial engine for a nascent, multi-trillion-dollar opportunity: agentic services.

The AI market is repricing around a single questioncan an autonomous system be trusted to do the work, not just assist with it? The prize is the $6 trillion services-and-labor budget, not the $700B software-tools budgetpart of what we view as a $10 trillion Cognitive Revolution. Almost no one can clear the bar, because autonomy without judgment is a liability, not a product. Accrete's Knowledge Engine clears it: we don't sell a smarter model, we sell grounded judgmentthe ingredient that converts raw intelligence into work an enterprise can trust an agent to do.

This is not a traditional SaaS sales leadership role. We do not sell software seats or advisory hourswe sell outcome-based agentic services priced around the business result delivered, displacing the systems integrators and management consultants enterprises would otherwise hire to implement AI. Because the Knowledge Engine learns each customer's explicit data and tacit knowledge, value compounds over time, creating a switching cost competitors cannot replicate.

The CRO will partner directly with our Founder and executive leadership team to build the repeatable commercial engine that scales agentic services from today's enterprise traction toward $1B+ in commercial ARR, on a platform already validated by the world's most demanding defense and intelligence customers.

• Own company-wide commercial revenue strategy and execution
• Scale a repeatable enterprise go-to-market organization across sales, customer expansion, partnerships, and revenue operations
• Build predictable pipeline generation and enterprise sales execution
• Lead hiring, development, and coaching of a high-performing revenue organization
• Lead Marketing for commercial enterprises

Lead Accrete's commercial strategy across two segments, each matched to how the customer prefers to buy and both built on the same Knowledge Engine platform:

Large enterprises outcome-based agentic services. Sell to organizations that would otherwise hire systems integrators and management consultants to implement AI. Price around outcomes and labor transformation rather than seats, with the Knowledge Engine compounding in value as it learns each customer's explicit and tacit knowledge.

Small and mid-sized businesses secure Knowledge Engine appliances. Scale a pre-installed, highly secure Knowledge Engine on GPU computing appliances, giving SMBs enterprise-grade, in-trust-boundary agentic capability without standing up their own AI infrastructure.

Run a disciplined land-and-expand play: land on high-ROI, validated use cases (ITSM/ITSI, InfoSec, RevOps, Data Management) where agents replace manual knowledge work and deliver measurable savings; expand within the account as the Knowledge Engine learns; and convert pilots into platform ARR (with net revenue retention above 150%).

• Build a land-and-expand motion centered on long-term customer growth
• Increase platform adoption across enterprise accounts
• Drive exceptional customer retention and net revenue expansion
• Partner closely with Customer Success and Product to maximize customer outcomes

• Develop market segmentation and account prioritization strategies
• Build a partner ecosystem of resellers, systems integrators, and strategic technology partners (e.g., New Era, Microsoft) as force multipliers, targeting up to ~30% of commercial ARR sourced through partners
• Scale reach without linear headcount growth via white-labeled / embedded Knowledge Engines and enterprise marketplaces
• Collaborate with Marketing on enterprise account-based strategies

Partner with Finance and Product leadership to evolve commercial pricing around business outcomes rather than traditional software licensing.

Help customers measure ROI based on operational efficiency, labor transformation, and business impact delivered through AI agents.

• Serve as a key member of Accrete's executive leadership team
• Provide market intelligence and customer feedback to Product and Engineering
• Represent Accrete with enterprise executives, strategic partners, investors, and industry events

We're looking for an executive who has successfully built a high-growth enterprise revenue organization through an inflection point.

• 15+ years of enterprise software or AI sales leadership experience
• Experience scaling revenue in a high-growth technology company
• Proven success building enterprise go-to-market organizations from early scale through rapid growth
• Deep experience with consumption-based, land-and-expand, or usage-driven commercial models
• Track record leading complex enterprise sales cycles with Fortune 1000 organizations
• Experience selling highly technical platforms requiring executive and technical stakeholder alignment
• Experience recruiting and leading high-performing enterprise sales organizations

Scaling high-growth enterprise AI or infrastructure companies.

The ideal candidate brings several of the following:

• Enterprise AI go-to-market leadership
• Consumption or outcome-based pricing expertise
• Forward-deployed or solution-led enterprise sales experience; fluency selling outcome-based agentic services or "services-as-software" that displace systems integrators and management consultants
• Experience selling into regulated industries, financial services, healthcare, defense, or government
• Strong understanding of agentic AI, enterprise AI platforms, or modern data infrastructure
• Experience building strategic partnerships and channel ecosystems
• Executive presence with boards, C-suite buyers, and large enterprise customers

You are:

• Customer obsessed
• Commercially rigorous
• Data driven
• Highly technical without needing to be an engineer
• Comfortable selling transformational business outcomes
• Skilled at navigating ambiguity and creating repeatable execution
• Excited to build rather than inherit

Compensation: $500,000 base salary, $800,000-$1,000,000 OTE, plus equity

You take full ownership and accountability for your work, consistently seeing projects through from inception to completion with a strong bias for action. Proactively identifying challenges, you drive solutions rather than waiting for direction, and hold yourself and others to the highest standards for delivering results. With strategic thinking and a problem-solving mindset, you make informed decisions leveraging data and expertise, always looking for ways to improve processes, optimize workflows, and enhance outcomes beyond your immediate responsibilities.

You work seamlessly across teams, prioritizing shared goals and team success over individual credit. Engaged listening and open, candid communication are at the heart of your approach, ensuring alignment and synergy throughout the organization. You value diverse perspectives, seeking input from others to drive better results. By treating colleagues with respect and professionalism, you help build a culture of trust, supporting each other through challenges, celebrating successes, and constructively addressing conflicts to strengthen relationships and improve outcomes.

You are deeply excited about the transformative potential of AI and committed to contributing to a company shaping the future of work. With curiosity and a growth mindset, you continuously seek to learn, adapt, and stay at the forefront of new developments. Your enthusiasm for innovation drives you to explore new ideas, challenge the status quo, and find creative solutions that deliver meaningful impact. You approach your work with energy and a desire to advance both technology and the way we work.

Company Benefits

• Competitive Salary: Aligned with experience and market standards
• Comprehensive Insurance: Health, dental, and vision coverage for you and your family
• 401(k) Plan: Build your financial future with our retirement savings plan
  
• Growth & Development: Access professional learning opportunities and career advancement support
• Onsite Perks: Enjoy catered lunches, snacks, and a fully stocked kitchen
• Team Bonding: Company-sponsored happy hours and social events to connect and unwind

Accrete is an equal opportunity/affirmative action employer. All qualified applicants will receive consideration for employment without regard to sex, gender identity, sexual orientation, race, color, religion, national origin, disability, protected Veteran status, age, or any other characteristic protected by law.