Head of RevOps

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

📋 Description

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

• Create streamlined data workflows for managing pipelines, forecasting, and the customer lifecycle.

• Implement AI solutions for data hygiene, enrichment, call and deal summarization, forecasting signals, renewal risk assessment, and self-service reporting.

• Generate real-time revenue insights, predictive forecasting inputs, indicators for expansion and churn, and scenario modeling.

• Oversee the GTM systems roadmap covering CRM, marketing automation, sequencing, conversation intelligence, enrichment, customer success, and analytics.

• Optimize the technology stack and simplify workflows.

• Integrate HubSpot and Gong, focusing on CRM data, call and deal signals, reporting, and AI workflows.

• Establish deal desk processes, including pricing and discount guidelines, approval paths, and quote-to-cash operations in collaboration with finance.

• Facilitate operational support for pricing and packaging modifications.

• Create territory and quota models, capacity plans, headcount scenarios, and manage commission administration.

• Develop reporting frameworks for sales representatives, frontline managers, the CRO, and the board.

• Establish sales development operations for BDR activities, conversion reporting, sequencing, routing, capacity, and ramp-up.

• Conduct weekly pipeline inspections, forecast discussions, and quarterly business reviews (QBRs).

• Collaborate with sales leadership and product marketing on enablement, scorecards, call and deal analytics, and productivity metrics.

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

⛳️ Requirements

• Demonstrated hands-on experience in integrating AI within a sales organization’s tools, achieving measurable ROI.

• Familiarity with Claude or similar model tools.

• Proven experience in building reporting structures for representatives, frontline managers, executives, and boards.

• Proficient in managing HubSpot and Gong, or similar tools, along with their integration.

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

• Experience in leading tool rationalization efforts.

• Track record of owning revenue or GTM operations during a startup's rapid growth phase.

• Experience in overseeing deal desk functions or enterprise pricing, approvals, and quote-to-cash processes.

• Knowledge in constructing territory and quota models, capacity plans, and commission calculations.

• Strong proficiency in data modeling, querying, and metric validation.

• Experience supporting enterprise security or infrastructure sales processes is a plus.

• Familiarity with migrating a CRM or consolidating onto a HubSpot-centered stack is an advantage.

• Experience in operationalizing pricing or packaging changes, product launches, or international expansion is a plus.

• Experience managing renewals and expansion reporting is an advantage.

🏝️ Benefits

• Competitive equity in addition to salary.

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

• 75% coverage available for dependents.

• Flexible paid time off (PTO).

• 12 weeks of fully paid maternity leave (for birth, adoption, or foster care).

• 8 weeks of fully paid paternity leave.

• $100 monthly lifestyle allowance for fitness, wellness, learning, and more.

• $500 home office stipend for remote employees.