Director of Strategy & Operations
This is the employer's own posting, not a copy on a job board.
What we know
Is it still open?
Confirmed still open
Last checked 1h ago — checked against the employer's own applicant tracking system, which is the company answering directly.
We re-read the employer's own applicant tracking system and the posting was still there. That is the company answering directly.
How old is it?
Posted 10h ago
The date the source published, not the day we noticed it (2026-11-03). Last seen at its source 2h ago.
Is it remote?
The listing says yes
The location field doesn't say remote, so our assessment is based on the title or the description. Read the listing before applying.
Who may apply?
Europe
The description states no restriction of its own. This is the source's own tag.
Pay not stated
Similar roles pay $150k–237.5k/yr
Middle 50% of 13 listings that do state pay — Operations · Head · Europe · USD/year. This employer has published no salary; this is what comparable listings we hold disclose, never converted between currencies or periods. How this is calculated.
Skills named in the ad
Recognised terms only, from a fixed vocabulary — this is what CV matching compares against.
Carried by 1 source
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Greenhouse employer's own board first seen 2h ago · last seen 2h ago
The listing
About Toloka
At Toloka AI we create data that powers leading GenAI models and innovations. We work with frontier labs, big tech, renowned AI startups, enterprises and non-profit research organizations worldwide. We use a combination of Experts + Crowd + Tech Platform to teach AI models to reason and evaluate their efficacy and safety. We have experts in more than 50 different domains—from doctors and lawyers to physicists and engineers—and boast one of the most diverse global crowds, representing over 100 countries and speaking 40+ languages. We are a well-funded startup with an enviable portfolio of clients including Anthropic, Amazon, Microsoft, Poolside, Recraft, and Shopify.
Recently, we secured strategic investment led by Bezos Expeditions and Nebius Group with participation from Mikhail Parakhin, CTO of Shopify and board advisor to leading GenAI companies, who now serves as our Chairman of the Board. Our remote-first team is globally distributed around the world: USA, UK, the Netherlands, Serbia, and more.
About the position
You'll be the CSO's main partner on how Toloka goes to market. The job has three parts: decide what we sell and to whom, get new commercial processes running across teams, and give the exec team revenue reporting they can rely on.
This is not a support role. You'll own the analysis behind major commercial decisions and see them through to execution.
What you'll do
GTM strategy and offerings
- Own the strategic view of our GTM offerings: what we sell, to whom, and at what price.
- Run the market and competitor research behind it.
Cross-functional process launches
- Launch new commercial processes across Sales, Delivery, Legal and Finance, and make sure people actually use them.
Revenue reporting for executives
- Build and own exec revenue reporting: bookings, revenue, pipeline, forecast and margin.
- Run the weekly, monthly and quarterly business reviews with the CSO.
Advisor to the CSO
- Prepare the CSO for board and exec discussions, and push back when needed.
- Help the CSO decide where to put people and budget: which deals, offerings and markets get them.
What success looks like in your first 6 months
- The exec team uses one revenue report every week, and nobody argues about whose numbers are right.
- Leadership has agreed on a clear map of our GTM offerings: what we sell, to whom, and at what price.
- At least two new cross-functional processes are live and in use by Sales, Delivery, Legal and Finance.
What we're looking for
Must have
- Several years in Strategy & Operations, BizOps, RevOps or GTM strategy, ideally in B2B tech with enterprise sales.
- You've built revenue reporting that execs relied on, and launched processes across teams that stuck.
- Strong with numbers. You build your own models.
- Solid understanding of AI and how models are trained and evaluated.
- Quantitative degree: engineering, computer science, maths, physics or similar.
Nice to have
- Startup or founder experience.
- Background in an AI or data company.