Director, RevOps

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

📋 Description

• Develop the revenue operating model for Ent, incorporating standardized definitions for accounts, opportunities, and stages.

• Create streamlined data processes, manage pipeline workflows, forecast accurately, and enhance customer lifecycle management.

• Implement AI technologies to improve data quality, enrichment, call and deal summaries, forecast indicators, renewal risks, and self-service reporting.

• Generate real-time revenue intelligence, provide predictive forecasting data, identify expansion and churn factors, and create scenario models.

• Oversee and optimize the go-to-market systems roadmap, covering CRM, marketing automation, sequencing, conversation intelligence, enrichment, customer success, and analytics.

• Integrate HubSpot and Gong to connect call and deal signals with CRM, reporting, and AI processes.

• Establish deal desk protocols, including pricing and discount guidelines, approval processes, and coordination of quote-to-cash with finance.

• Design territory, quota, capacity, headcount, and commission planning strategies.

• Generate reports for sales representatives, frontline managers, the Chief Revenue Officer (CRO), and the board.

• Develop operational processes for sales development, focusing on BDR activities, conversion reporting, sequencing, routing, capacity, and onboarding.

• Conduct weekly pipeline reviews, forecasting calls, and quarterly business reviews (QBRs).

• Collaborate with sales leadership and product marketing to enhance enablement, create scorecards, and analyze calls and deals for productivity metrics.

• Report directly to the CRO and establish the revenue operations function from the ground up.

⛳️ Requirements

• Proven experience in integrating AI into sales tools, demonstrating measurable ROI.

• Hands-on experience with Claude or similar model tools.

• Background in developing reports for sales representatives, frontline managers, executives, and boards.

• Proven experience in owning and integrating HubSpot and Gong, or similar platforms.

• Experience in sales development operations, including BDR/SDR reporting, routing, and capacity management.

• Demonstrated experience in leading tool rationalization efforts.

• Experience managing revenue or go-to-market operations during rapid growth phases in a startup environment.

• Background in overseeing deal desk operations or enterprise pricing, including approval and quote-to-cash processes.

• Ability to construct territory and quota models, capacity plans, and commission calculations.

• Proficiency in building data models, writing queries, and supporting analyses.

• Bonus: Experience as the first revenue operations hire.

• Bonus: Experience in enterprise security or infrastructure sales with Chief Information Security Officers (CISOs) and technical buyers.

• Bonus: Experience with CRM migration or consolidating a HubSpot-centric tech stack.

• Bonus: Experience in pricing/packaging changes, product launches, or international expansions.

• Bonus: Experience in reporting for renewals and expansions.

🏝️ Benefits

• Significant equity in addition to salary.

• 90% of medical, dental, and vision insurance covered by Ent.

• 75% coverage for dependent family members.

• Flexible paid time off (PTO).

• 12 weeks of fully paid maternity leave.

• 8 weeks of fully paid paternity leave.

• $100 monthly lifestyle account for fitness, wellness, education, and more.

• $500 stipend for home office setup for remote employees.

• A distributed workplace with remote hiring across North America.