Head of RevOps

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

📋 Description

• Take the lead in defining and updating our Ideal Customer Profile (ICP) from start to finish — partnering with leadership, Sales, Marketing, and Account Management to continually refine our approach and identify new buying signals to enhance our outbound strategy.

• Develop the foundational ICP framework utilizing firmographic, technographic, behavioral, and intent data, combined with insights gathered from Sales, Professional Services, and Product teams.

• Establish a win/loss framework and reporting system to inform sales and go-to-market strategies.

• Conduct regular ICP reviews (at least quarterly) to integrate win/loss patterns, market changes, and product developments.

• Convert the ICP into practical criteria that can be implemented across the CRM, outbound sequences, paid campaigns, and content strategies.

• Develop tiered ICP scoring models that enable teams to dynamically prioritize accounts and contacts.

• Keep ICP documentation up to date and ensure clear communication of updates across go-to-market teams so everyone is aligned and following the same strategy.

• Support a growing go-to-market organization and manage a tech stack that includes Salesforce and HubSpot.

• Design and implement comprehensive go-to-market workflows that minimize friction throughout the sales funnel — from initial contact to closed-won.

• Automate outbound sequences, lead routing, enrichment processes, and handoff procedures using tools such as Clay, Apollo, HubSpot, Salesforce, Zapier, and n8n.

• Optimize the revenue technology stack to guarantee clean data flow and maximize signal capture.

• Create internal tools and integrations to address go-to-market challenges at scale.

• Collaborate with technical support to develop efficient and automated RevOps strategies - leveraging Salesforce, Slack, and automated customer data insights (you’ll guide the strategic direction rather than being hands-on).

• Construct dynamic segmentation models based on ICP criteria that drive personalized outreach, prioritized pipelines, and targeted campaigns.

• Identify signals for expansion, churn risk indicators, and whitespace opportunities within current accounts.

• Assist Sales in refining their account strategies for existing clients and guide go-to-market leadership in focusing C-level outreach on high-value prospects.

⛳️ Requirements

• Extensive experience and in-depth understanding of sales methodologies and go-to-market strategy; this is a strategic position, not an operational one.

• Proven track record of owning or leading ICP development — rather than merely contributing to it.

• Practical experience with the modern go-to-market technology stack (CRM, enrichment tools, sequencing platforms, data warehouses).

• Strong communication skills — you will be tasked with translating complex data insights into clear guidance for Sales, Marketing, and leadership teams.

• A proactive approach to building automation and effective tools: if a task is repeated, you should create a system to manage it.

• Familiarity with broader revenue tools including Clay, Apollo, Clearbit, ZoomInfo, or similar enrichment/prospecting platforms, as well as Salesforce and HubSpot as CRM/marketing solutions.

• Prior experience in a B2B SaaS environment, particularly in a high-growth setting.

• High level of comfort with AI/LLM tools for go-to-market applications and collaborating with go-to-market teams to embrace automation and tooling (personalization, scoring, research automation).

🏝️ Benefits

• Opportunity to shape and influence the go-to-market strategy.

• Collaborative work environment with cross-functional teams.

• Access to advanced tools and technologies to support your initiatives.

• Potential for professional growth in a dynamic, high-growth company.