Director, RevOps

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

📋 Description

• Serve as the primary administrator for HubSpot, ensuring data integrity, pipeline cleanliness, and user adoption across the go-to-market team.

• Oversee the deal pipelines (Direct Opportunities, Competitive Solicitations, Renewals) by maintaining consistent stages, required fields, and automation processes.

• Manage the integrations between HubSpot and associated tools such as Slack, Google Workspace, Notion, LinkedIn Sales Navigator, and others.

• Ensure the cleanliness and usability of deal data through established naming conventions, MEDDPICC qualification fields (Metrics, Economic Buyer, Decision Criteria, Decision Process, Paper Process, Identify Pain, Champion, Competition), D&F dates, DRB data, product feature tags, and ARR calculations.

• Facilitate the quarterly forecasting process between sellers and revenue leadership, identifying areas with thin coverage and potential upside.

• Maintain forecasting models based on pipeline stages, PWIN, deal velocity, and historical conversion rates.

• Provide leadership with the necessary analytics at both the deal and portfolio levels, including coverage ratios, pipeline aging, and win/loss patterns.

• Identify pipeline and deal risks proactively, before they are reflected in the numbers.

• Collaborate with sales and solutions architecture leadership to document and enhance the sales process, from qualified opportunities through Focused Discovery, Deal Review Board (DRB), scoping, proposal, and closure.

• Establish lead routing, territory and account assignments, and ensure seamless handoffs between sales and marketing.

• Manage the schedule for pipeline reviews, quarterly business reviews (QBRs), and annual planning sessions.

• Support competitive solicitations by tracking opportunities, conducting bid/no-bid analyses, and managing capture efforts.

• Oversee deal desk operations including pricing, discounting, contract structuring, and approval processes.

• Maintain SKU-level pricing for UDS Premium, Application Licenses, Edge Node Licenses, Software Factory, SRE Operations, PaaS, as well as training and services.

• Collaborate with Finance on bookings recognition, ARR tracking, and revenue reporting.

• Enhance CRM adoption and data quality through effective training, comprehensive documentation, and diligent follow-through.

• Develop playbooks, templates, and automations to alleviate busywork for sellers and solution architects.

• Onboard new revenue team members on systems and processes.

⛳️ Requirements

• A minimum of 7 years in revenue operations, sales operations, or business operations, preferably within the GovTech sector.

• Practical experience with HubSpot (Sales Hub, Operations Hub), encompassing workflow automation, custom objects, and reporting functionalities.

• Proven history of establishing sales processes in high-growth organizations with lengthy, multi-stakeholder deal cycles.

• Proficient in building pipeline models, forecasts, and relevant dashboards that leadership utilizes.

• Experience in deal desk or CPQ roles, including knowledge of pricing and approval workflows.

• Familiarity with structured qualification methodologies such as MEDDPICC, along with the ability to implement these practices within the CRM.

• Excellent cross-functional communication skills, effectively collaborating with sales, finance, legal, and product teams.

• Self-motivated and comfortable in a remote-first work environment with minimal hierarchy.

• Background in defense technology, GovTech, or sales to the U.S. Department of Defense is advantageous.

• Understanding of government procurement processes (competitive solicitations, contract vehicles, FAR/DFARS).

• Experience with product-led and open-source go-to-market strategies.

• Background in both direct and channel/partner sales environments.

• Some exposure to solutions architecture or technical pre-sales activities.

• A background in consulting or advisory roles is considered a significant advantage.

🏝️ Benefits

• Medical/Dental/Vision coverage

• 100% Company Paid Premiums

• Health Savings Account

• Life Insurance

• Disability Insurance

• 401k Retirement Plan

• Company Stock Options

• Home Office Budget

• Flexible Time Off (FTO)

• Paid Parental Leave