--- title: 'Revenue Operations Lead at fonio' canonical: 'https://feeny.ai/job/revenue-operations-lead-fonio-vienna-z70ss5yb4mg6' type: 'job' last_seen: '2026-09-10' --- # Revenue Operations Lead at fonio - **Company:** fonio - **Location:** Vienna, Austria - **Compensation:** €75k–€110k - **Employment:** full-time - **Work type:** onsite - **Posted:** 2026-08-25 - **Last confirmed live:** 2026-09-10 - **Apply:** https://jobs.ashbyhq.com/fonio/55474963-5796-4ee9-9f1d-c506d172d7ca ## Job description ## About fonio We grew from $1M to $10M ARR in under 12 months and now serve 10,000+ customers. Fonio is Europe’s market leader for AI phone agents for SMBs. Now we’re expanding globally and into new products. We move fast, take ownership, give direct feedback, and avoid politics and unnecessary meetings. Join one of Europe’s fastest-growing companies. ## Your Role As Revenue Operations Lead, you’re the analytical engine behind our revenue organization — and the closest thing our CCO has to a co-pilot. You’ve done this before at a B2B SaaS scaleup. You know what happens to funnel definitions, forecasts, and reporting when a company multiplies revenue in a year — and you know how to keep the numbers true while everything around them changes. That’s exactly the situation here. This is not a back-office function. You work directly with the CCO, you own the numbers behind every major GTM decision — channel mix, market expansion, headcount, pricing — and you’re expected to bring a view, not just a dashboard. When we ask “is France working?”, “where does our funnel leak?”, or “which partner actually drives revenue?” — you don’t guess. You know, and you already have a recommendation. If you want to run analyses in peace, two layers away from the decisions, this is the wrong job. If you want your numbers to set the agenda in the room where decisions are made, it’s the right one. ## What You’ll Do - Revenue performance: Own revenue performance across all channels and every funnel stage — direct sales, partnerships, self-serve, from first touch to closed-won and expansion. You define what we measure, how stages and pipelines work, and what “good” looks like. A dedicated ops team executes the changes in HubSpot — your time goes into analysis and decisions, not building workflows. - Headcount & revenue planning: Partner with the CCO on revenue and headcount planning — capacity models, ramp curves, quota coverage, and per-market hiring needs. When we decide how many reps a market gets next quarter, your model is the starting point. - Reporting & forecasting: Build and run the dashboards leadership actually uses — MRR, conversion rates per stage and rep, pipeline coverage, forecasts. Turn “we feel behind” into “here’s exactly what changed and why.” - International performance: Own the numbers for our expansion markets end-to-end. Track direct-sales performance per market and per rep, spot what’s working in one country and roll it out to the next. - Partnership performance: Build the reporting and operating cadence for our reseller and partner business — partner-sourced pipeline, activation, revenue attribution — and work directly with our Partnership team to double down on what performs. - AI-first operations: We don’t scale RevOps with headcount, we scale it with agents. You’ll build and run AI-powered reporting and analysis workflows (Claude, MCP integrations, automation) so a lean team operates like a big one. - GTM experiments: Partner with the CCO and country leads on pricing, comp, territory, and funnel experiments — and be the one who tells us, fast, whether they worked. ## What you bring - 3+ years in Revenue Operations, Sales Operations, or a data-heavy GTM role in B2B SaaS — ideally through a scaleup phase where revenue multiplied fast and you kept the numbers true while everything changed. High-velocity SMB motion strongly preferred. - Deep CRM understanding (HubSpot ideally) — you’ve built reports, workflows, and data models hands-on before, so you can spec exactly what our ops team should build and challenge it when it’s wrong. You direct execution; you don’t sit in the ticket queue. - Strong analytical backbone: you’re fluent in funnel metrics, cohort thinking, and forecasting, and you communicate numbers so clearly that decisions follow. - Genuine excitement for AI tooling — you already use LLMs and automation in your daily work and want to push that much further. - Experience with international or multi-market GTM setups is a big plus; partnership/channel experience even more so. - Fluent English; German is a plus. - You run your area like it’s your company. ## What you get - €75.000–€110.000 depending on experience - Equity - you build it, you should own a piece of it - Direct collaboration with the CCO and both founders - A seat at the table for every major GTM decision - your numbers set the agenda - Modern high-end equipment, central office in Vienna’s 7th district with a big roof terrace, relocation support if you’re not based here Hiring Process - 15 min intro call - 45 min skills interview - Culture call with our founders ## About fonio ## Company Overview - **One-liner**: fonio is a European AI platform that provides AI phone assistants and omnichannel customer communication solutions for small and medium-sized businesses. - **Entity Type**: Private (Seed stage) - **Headquarters**: Vienna, Austria - **Founded**: 2024 - **Founders**: Daniel Keinrath (CEO) and Matthias Gruber (CTO) ## Core Business - **Primary industry**: AI-powered customer communication / Telecommunications - **Target customers**: B2B, primarily small and medium-sized businesses (SMBs) with high volumes of customer calls - **Mission or purpose statement**: To ensure no lead, customer, or opportunity is missed by providing 24/7 AI-powered communication across phone, WhatsApp, email, and chat. ## Products & Services - **AI Phone Assistant**: An AI agent that handles inbound and outbound calls, capable of scheduling appointments, answering inquiries, processing orders, and transcribing conversations. It features speech recognition for difficult dialects, turn-detection for natural conversation flow, and real-time emotion recognition. It can be set up in under 10 minutes with no coding required. - **Omnichannel Platform**: Expanding beyond voice to include WhatsApp (already live), with email and chatbot support to follow. The platform integrates with CRMs, calendar tools, and databases via native integrations and APIs. - **Proprietary Calendar**: An AI-native calendar tool that is already live as part of the platform. - **Proprietary CRM**: A CRM purpose-built for AI-driven customer interactions, expected to launch by the end of Q3 2026. ## Market Standing - **Valuation/Market Cap**: $140 million valuation (as of June 2026, per seed round) - **Key Metric**: Total funding of over $20 million, including a $17 million seed round led by 20VC (June 2026) and a €3 million angel round (December 2025). - **Notable Investors/Partners**: 20VC (lead), with participation from founders and executives of Synthesia, HubSpot, and Revolut. Previous angel investors include early backers of Facebook and Airbnb. - **Growth Signals**: - Over 7,000 customers across nine markets (Austria, Germany, Switzerland, France, Italy, Poland, Brazil, UK, USA) - Automates over 2 million calls per month - Growing at roughly 40% month-over-month - Acquired competitor fluently in September 2025 - Added $1 million in ARR in April 2026 alone, targeting a 5x increase by year-end - Opening offices in New York, Munich, Milan, Paris, London, Warsaw, and Barcelona ## Competitive Advantages - **Proprietary European Infrastructure**: Develops its own orchestration layer and models (speech recognition, turn-detection, emotion recognition), ensuring all data remains in the EU on servers in Nuremberg, Germany. This differentiates them from competitors who white-label US services. - **High End-to-End Resolution Rate**: In roughly 90% of cases, the AI agent conducts a fully human-like conversation and resolves the inquiry without needing to route it to a human. - **Builder-Heavy Team**: Over half the team are former founders, operations leaders, or people who have scaled products at companies like Canva. ## Strategic Focus - **Omnichannel Expansion**: Moving beyond voice to become a full omnichannel platform (WhatsApp, email, chat). - **International Expansion**: Establishing physical offices in key markets (New York, Munich, Milan, Paris, London, Warsaw, Barcelona) after recent launches in the UK and US. - **Building an AI-Native Tool Ecosystem**: Developing a proprietary calendar and CRM to create a complete, integrated platform for customer communication. ## Why Work Here - **Rapid Growth & Impact**: The company is in a phase of hypergrowth (40% MoM), and employees are "still early enough that your work will genuinely shape the culture, the product, and the company." [fonio.ai/en/careers](https://www.fonio.ai/en/careers) - **Culture**: Described as fast, committed, and in-office by default. The team emphasizes moving fast and having fun. Most roles are Vienna-based, with the expectation of being in the office most days. - **Remote Options**: Engineering roles are fully remote (within ±3 hours of CET). For other roles, there is a temporary relocation to Vienna for onboarding (1-3 months), followed by relocation to the target market. - **Relocation Support**: The company sponsors travel and accommodation in Vienna for the onboarding period and offers full relocation support for moving to target markets. - **Team Size**: Around 40-50 people, with plans to double by the end of the year. - **Hiring Process**: A 3-4 step process: 15-minute intro call, 30-45 minute skills interview (sometimes with a case study), potentially a deeper skills or leadership interview, and a final 20-minute culture call with both founders. [fonio.ai/en/careers](https://www.fonio.ai/en/careers) ## Sources 1. [fonio.ai - Product Page](https://www.fonio.ai/en) 2. [fonio.ai - Careers Page](https://www.fonio.ai/en/careers) 3. [fonio.ai - Press Section](https://www.fonio.ai/en/press) 4. [fonio.ai - Seed Funding Press Release](https://www.fonio.ai/en/news-cool-stuff/pr-14mio-seed-funding-20vc) 5. [LinkedIn - fonio.ai](https://at.linkedin.com/company/fonio-ai) ## Other roles at fonio - [Social Media & Community Manager](https://feeny.ai/job/social-media-community-manager-fonio-vienna-vd3p93hhvnwj) — Vienna, Austria - [Growth Engineer](https://feeny.ai/job/growth-engineer-fonio-remote-8xeajdkg6n6r) - [Marketing Engineer](https://feeny.ai/job/marketing-engineer-fonio-vienna-eqy8jk8et4f8) — Vienna, Austria - [Performance Marketer](https://feeny.ai/job/performance-marketer-fonio-vienna-d1ney0xvz97a) — Vienna, Austria - [Mid-Market Account Executive (Brazil)](https://feeny.ai/job/mid-market-account-executive-brazil-fonio-campinas-gd50q16287dh) — Campinas, Brazil - [Social Media Creator (Brazil)](https://feeny.ai/job/social-media-creator-brazil-fonio-campinas-2j6xk1wvkeqj) — Campinas, Brazil - [Sales Development Representative (US)](https://feeny.ai/job/sales-development-representative-us-fonio-new-york-30bef24m6djx) — New York, NY - [Forward Deployed Engineer (Polish)](https://feeny.ai/job/forward-deployed-engineer-polish-fonio-warsaw-wrrkmre8zjen) — Warsaw, Poland - [Partner Manager (Polish)](https://feeny.ai/job/partner-manager-polish-fonio-warsaw-ywysek0a4qjw) — Warsaw, Poland - [Head of Finance](https://feeny.ai/job/head-of-finance-fonio-vienna-7e73x580a574) — Vienna, Austria