Variable Operations Director Jobs in Washington, DC

About Alethea
Founded in 2019, Alethea is a technology company dedicated to detecting and mitigating online risks, disinformation, and social media manipulation. We help our clients successfully navigate today's complex digital landscape, protecting their brands, reputations, employee safety, and financial outcomes through industry-leading investigation and mitigation services.

Role Overview
Aletha is scaling from to $20M in ARR, and this is our first dedicated Revenue Operations hire. The role exists to build the operational backbone underneath sales, marketing, and customer success — systems, data, forecasting, and enablement — that today lives across executives' plates rather than with a single owner.
This is a foundational, hands-on role. You will both build the function and personally execute within it day to day. As we add headcount and capacity, you'll help define what the broader RevOps team looks like and may lead it.

Systems & Data Infrastructure

• Own CRM configuration end to end — sales stages, entry/exit criteria, account and vertical ownership, opportunity and lead logging discipline.
• Own the broader GTM tech stack: evaluate, consolidate, and manage the tools sales and marketing rely on day to day, with a constant eye on cost and actual utilization.
• Make sure account ownership and handoff structures between sales and customer success are reflected accurately in systems, not just in policy.

Analytics, Reporting & Forecasting

• Build and own the recurring reporting cadence — pacing, pipeline, renewals, expansion, top-of-funnel — in a format that's fast to produce and easy to act on.
• Own pipeline and revenue forecasting. This is a forward-looking function: you're expected to surface risk and opportunity early, not just report on what already happened.
• Establish baseline metrics and dashboards so we can measure whether process changes are actually working, rather than relying on anecdotes.

Process, Documentation & Enablement

• Document and maintain the core operating processes across sales, marketing, and customer-success operations — call-prep standards, campaign workflows, pipeline hygiene, rules of engagement between teams.
• Own the enablement backbone: make sure onboarding materials, content, and sales assets are organized and easy to find.
• Act as the connective tissue across sales ops, marketing ops, and revenue ops so process stays consistent instead of fragmenting by function.

Compensation & Finance Partnership

• Own compensation plan design and administration for revenue-generating roles, including incentive programs.
• Serve as the primary link between the Growth org and Finance on headcount planning, budget tracking, and cost discipline across the GTM tech stack.

AI-Driven Continuous Improvement

• Serve as the Growth org's hands-on AI practitioner — identifying and shipping AI-driven improvements to reporting, forecasting, content operations, and enablement.
• This is a core requirement, not a bonus: we're looking for a genuine, active user of AI tools who can point to real workflows they've built or improved, not just familiarity with the trend.
  

• 5+ years in Revenue, Sales, or Marketing Operations, ideally at a growth-stage B2B company.
• Deep, hands-on CRM experience (Salesforce or equivalent) — you configure systems, you don't just use them.
• Strong analytical and forecasting background; comfortable building the model yourself, not just reading someone else's.
• Experience owning or closely partnering on sales compensation design.
• A genuine, active AI user with real examples of AI-assisted workflows you've built.
• Energized by building in an early-stage, still-forming function — there's no existing playbook to inherit here.
• Strong cross-functional communicator; this role works directly with the CEO, Finance, and every go-to-market function.

• Reporting cadence standardized and taking materially less time to produce.
• CRM configuration reflects our actual sales process and sales/CS ownership split.
• A real forecasting model in place, with an early track record of flagging risk or opportunity ahead of time.
• Full GTM tech stack inventoried, with a clear keep/cut/consolidate recommendation delivered.
• At least one AI-driven workflow improvement shipped and in active use by the team.
  

• Be part of a mission-driven team tackling one of today's most pressing challenges: disinformation and online risk.
• Work at the intersection of technology, analysis, and strategic risk management.
• Grow professionally through leadership opportunities, mentorship, and collaboration with cross-functional teams.

Compensation and Benefits

• Salary, variable comp, and stock options are negotiated based on the candidate's skills, experience, and qualifications. The salary range for this position is $160,000 to $220,000 per year. This role is also eligible for a 15-25% variable compensation component tied to company revenue performance. In addition to cash compensation, this role is eligible for a stock option grant.
• Healthcare at the gold-tier level, dental, and vision is fully funded by the employer. 50% of dependent coverage is provided by the employer. Additional benefits include employer-provided life and AD&D insurance and an Employee Assistance Program with a variety of services, including generous Mental Wellbeing support.
• Flexible vacation, sick leave, including office closure between Christmas and New Year's.
• Employees may also participate in an Employer sponsored 401k, after their 6-month anniversary, with a 3% match. Health Savings (HSAs) and flexible spending accounts (FSAs) are also offered.
• Remote work is an option, as well as a hybrid work environment with 3 days per week required in office in Washington, D.C or New York for employees located in those cities.