Director of Revenue Operations - GoodShip

Who We Are

GoodShip is the AI engine powering modern transportation networks, empowering transportation teams to optimize spend and service while driving seamless collaboration across internal stakeholders and external partners.

GoodShip unifies data from loads, tenders, contracts, real-time tracking, and market benchmarks to deliver a comprehensive, intelligent view of the transportation network. Embedded intelligence proactively recommends the highest-impact opportunities to save money, improve service, and reduce spot exposure.

Teams can act instantly by renegotiating rates, refining routing guide logic, triggering carrier performance alerts, or running off-cycle bids and full-network RFPs through purpose-built procurement tools that blend automation and intelligence. The result is a continuously optimized freight network that stays agile and resilient in a dynamic market.

We're backed by A-list venture firms and founders of industry-leading FreightTech companies, and were recently recognized in the TechCrunch AI Disrupters 60. We're growing fast, and we're looking for a Director of Revenue Operations who wants to build something real: the systems, the forecasts, the enablement engine our sales team runs on, from the ground up.

About the Role

This role reports directly to the VP of Operations, and it's a real opportunity to build the revenue engine at a company hitting its stride. We want a builder who's energized by a blank canvas, someone who'd rather design the systems, forecasts, and enablement programs from scratch than inherit someone else's.

You'll own HubSpot end to end, along with the rest of the RevOps stack, and you'll be the trusted voice in the room when leadership asks "what's actually going to close this quarter." You'll own the numbers and play a real part in building a go-to-market engine that gets stronger every month. This is an individual contributor role, but the scope is real: you'll have the autonomy to build the function the way you think it should work, and the accountability that comes with it.

If you love building things from the ground up, want to be the person leadership turns to for a straight answer, and get real satisfaction from helping sales and marketing teams do their best work, this is your seat.

What You'll Do

Own the Revenue Systems Stack

Take full, hands-on ownership of the RevOps stack, with HubSpot as our CRM: architecture, data hygiene, integrations, and automation. If it touches revenue data, you're the one who knows how it works and why it's built that way.

Own the Data That Feeds Sales and Marketing

Run enrichment and list building as a core part of the job. Build and maintain the enrichment workflows in Clay and HubSpot that keep our database sharp and complete, build targeted prospect and campaign lists against our ICP, and own segmentation, suppression, and database hygiene so every outbound and marketing motion is working from clean, current data.

Build Forecasting That Drives Real Decisions

Design and continuously sharpen our pipeline and revenue forecasting models, using modern, predictive approaches to replace gut-feel with real signal. When you say a number, it holds up.

Build Enablement That Actually Sticks

Build and run enablement programs, onboarding, ongoing training, call coaching, and playbooks, grounded in real signal from call recordings, pipeline patterns, and win/loss data. You're not running generic training. You're giving the team what they need to close more, faster.

Connect Marketing Activity to Revenue

Partner with Marketing to build a clear, measurable path from demand generation to closed revenue. Own lead routing, attribution, and funnel reporting and use that data to understand which campaigns and channels are actually driving pipeline.

Turn Data Into Decisions, Not Just Dashboards

Build the reporting and analysis that gives leadership real-time visibility into pipeline health, rep performance, and revenue risk, and don't stop at the numbers. Tell us what they mean and what to do about it.

Bring the Right Tools Into the Building

Evaluate, pilot, and roll out new technology, including AI-powered tools, across CRM, forecasting, and enablement. Then make sure the sales team actually adopts it and gets better because of it.

Be the Connective Tissue Across the Org

Partner closely with Sales, Marketing, Customer Success, and Finance leadership to align process, definitions, and metrics, so the whole revenue org is working off the same truth.

A Typical Week Might Include

• Building and maintaining HubSpot workflows, automations, and properties, and keeping the data behind them clean
• Running enrichment jobs in Clay and pushing clean data into HubSpot
• Building target account and prospect lists for outbound and marketing campaigns
• Updating the forecast, pressure-testing it with GTM and Ops leadership, and flagging where the quarter is at risk
• Setting up lead routing, lifecycle stages, and campaign tracking for a new marketing program
• Digging into a pipeline or win/loss trend and turning it into a coaching point or a playbook update
• Strategizing with leadership on where the revenue function needs to go next

• 5 to 8 years in Revenue Operations, Sales Operations, or a closely related function, with real experience owning projects or mentoring others, even if you haven't managed a formal team.
• HubSpot admin experience is required. You've been the admin of a HubSpot instance: architecture, workflows, data integrity, automation, integrations, and reporting. You know both Sales Hub and Marketing Hub.
• Fluency in Clay, including building enrichment and data workflows that feed clean, actionable data into the CRM and forecasting process.
• A track record of building and iterating on forecasting models, ideally incorporating predictive or AI-assisted approaches, not static spreadsheets that go stale the day they're built.
• Experience designing and running sales enablement or training programs with a measurable impact on rep ramp time or performance. You can point to results, not just activity.
• Experience supporting marketing with lead routing, lifecycle and funnel reporting, attribution, and campaign data.
• Genuine curiosity about new tools and technology in revenue operations, including AI-powered tools. You go looking for what's next instead of waiting for someone to hand it to you.
• Strong analytical skills paired with the ability to walk into a room with executives and tell them what the data actually means.
• A bias toward ownership and action. You build structure where none exists, and you take initiative without waiting to be asked.
• B2B SaaS experience required. Startup or high-growth environment strongly preferred.

Why GoodShip

• Competitive compensation and meaningful equity ownership.
• 100% employer-paid health benefits.
• Unlimited PTO.
• Company-wide winter break during the December holidays.
• Fully remote work environment.
• Destination team off-sites.