Director of Revenue Operations

This is a fully remote position, open to applicants in California.

📋 Description

• Develop and oversee the Revenue Operations strategy and operating model, implementing a phased roadmap from foundational elements to comprehensive Rev Ops scope.

• Manage HubSpot as the primary system of record on a daily basis, encompassing its architecture, automation, workflows, lifecycle, governance, and reporting.

• Formulate the go-to-market (GTM) systems strategy in collaboration with revenue leadership.

• Collaborate with Sales, Marketing, and Customer Support on capacity planning, lead management, and conversion rates.

• Enhance and streamline intake and triage processes, establish service level agreements (SLAs), minimize recurring requests, and encourage the team to adopt a proactive approach.

• Co-manage forecasting, reporting, and pipeline hygiene alongside Sales, Finance, and Data departments.

• Partner with the Finance team on compensation operations, quota establishment, and territory design.

• Utilize AI to alleviate operational burdens and provide insights with human oversight while maintaining a safety-first approach.

• Recruit, mentor, and lead a small team focused on Revenue Operations.

• Broaden the scope of Revenue Operations to include Marketing and later Customer Support.

⛳️ Requirements

• Over 10 years of experience in Revenue Operations, Sales Operations, or GTM Strategy.

• A minimum of 5 years in a leadership role overseeing teams.

• Proven experience in establishing or significantly overhauling an operations function or capability.

• Proficient in executing hands-on tasks within a lean team environment.

• Strong understanding of CRM and GTM systems, including their architecture, automation, and governance at scale.

• Demonstrated success in partnering with Sales, Marketing, and Customer Support on capacity planning, lead management, and conversion strategies.

• Extensive experience managing forecasting, pipeline frameworks, revenue predictability, data integrity, and attribution.

• Proficient in revenue and unit economics.

• Experience in applying modern AI/LLM tools to operational tasks and overseeing teams involved in their development.

• Capability to drive initiatives from strategy to execution while effectively communicating with both frontline representatives and executive stakeholders.

• Preferred: familiarity with online marketplaces or multi-sided platforms; knowledge of HubSpot, Braze, and/or Zendesk; experience with data warehousing solutions like Snowflake and contemporary RevOps tools.

🏝️ Benefits

• Accelerated growth and learning opportunities.

• Stipends for home office setup, continuing education, and monthly wellness initiatives.

• Comprehensive health benefits, with the base medical plan fully covered and optional premium buy-up plans available.

• 401K retirement plan.

• Unlimited Paid Time Off.

• Paid maternity/paternity leave and reproductive care leave.

• Special gifts on your birthday and work anniversary.

• Opportunities for domestic travel, including regional team-building events.