Head of Revenue Systems & Technology

Exa is building a search engine for the AI era. Our Search API currently powers Agents, Fortune 500s and AI labs as we transform an industry that hasn't been disrupted since the 90s. We're a largely SF-based team of ~100 from Harvard, MIT, Meta, Google Research, ex-founders & dropouts alike. Revenue Systems & Technology at Exa is about building the operational backbone that powers our entire GTM engine — from first touch to renewal. You'll architect and build Exa's revenue technology stack from the ground up: CRM, marketing ops, sales engagement, customer success, forecasting, conversational intelligence, and the data layer that ties them together. We're hiring someone to build this shoulder-to-shoulder with the GTM team so we can scale faster and operate sharper. You'll own the architecture end-to-end, working closely with Sales, Marketing, CS, Finance, and Engineering to turn a greenfield stack — no legacy debt, no inherited Frankenstein — into the system that carries Exa from early scaling through IPO. This is a builder seat, not a Salesforce-admin role. Expect to operate with autonomy on the systems you own — and to build them with an AI-native mindset, not stitch together point solutions.

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, even as MOPS itself sits with the marketing team.; 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. Default to open, composable platforms; add a middleware layer so new tools plug in cleanly instead of piling up tech debt.; Keep a canonical data model across every GTM system so analytics, reporting, and agents all run off one source of truth.; Stand up forecasting and pipeline analytics: stage velocity, conversion, segment health, and the leading indicators that feed weekly business reviews and board reporting.; Build the dashboards that give Revenue Leadership real-time visibility into pipeline, forecast trajectory, and customer health.; Collaborate in building out the Revenue Systems team over time.

Requirements

You've 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: you've built instances from scratch and scaled them through hypergrowth. You think in objects, relationships, and automation rules, not admin screens.; You've integrated the full GTM stack hands-on: CRM, MOPS (Marketo/HubSpot), SEP (Outreach/Salesloft), CSP (Gainsight), CPQ, forecasting (Clari/BoostUp), conversational intelligence (Gong/Chorus).; You build for extensibility, data integrity, and composability, with strong opinions on canonical data models and when to build vs. buy.; You've designed and deployed AI-powered, agentic workflows inside GTM systems — architecting custom agent-driven processes, not just toggling vendor features.; You're comfortable as both architect and builder in a high-velocity startup where priorities shift regularly: design a system, ship it yourself, and scale a team around it.

Nice to have

You've built GTM systems for companies selling developer tools, APIs, or data infrastructure to engineering-led buyers.; You've supported both product-led growth (self-serve API adoption, usage-based pricing) and enterprise sales within a single architecture.; You know consumption- or usage-based billing and the complexity it introduces across CRM, CPQ, and revenue recognition.; You've built and scaled revenue systems infrastructure through an IPO or major liquidity event.

Benefits

Premium healthcare benefits (medical, dental, vision); Fertility benefits; Monthly wellness stipend; International visa sponsorship (STEM OPT, OPT, H1B, O1, E3)