Director Of RevOps

This position is listed on behalf of a partner company, who manages all applications and next steps. Our partner is looking for a Director Of RevOps based in the United States.

This role owns the systems, data, and processes that enable a high-performing go-to-market organization to scale efficiently. You will work closely with revenue leadership and commercial teams across the full customer lifecycle, from pipeline creation through close, renewal, and expansion. As a hands-on operator, you will bring structure and visibility to complex sales motions without creating unnecessary friction. You will lead CRM strategy, forecasting, pipeline analytics, deal desk operations, and revenue process optimization. The role also provides an opportunity to shape how Sales, Solutions Architecture, Customer Success, Finance, and other teams collaborate. This is an ideal opportunity for a strategic RevOps leader who enjoys solving ambiguous problems, building scalable systems, and working close to the deals.

Accountabilities:

• Own HubSpot administration, including data integrity, pipeline hygiene, user adoption, workflows, reporting, and automation across the go-to-market organization.
• Maintain and optimize direct opportunity, competitive solicitation, and renewal pipelines with consistent stages, required fields, qualification data, and automation.
• Manage integrations between HubSpot and key business tools, ensuring revenue data remains connected, accurate, and actionable.
• Maintain clean deal data, including naming conventions, MEDDPICC qualification fields, dates, deal review information, product tags, and ARR calculations.
• Lead quarterly forecasting processes between sellers and revenue leadership, identifying pipeline coverage gaps, upside opportunities, and emerging risks.
• Build and maintain forecast models using pipeline stages, probability of winning, deal velocity, historical conversion rates, and other relevant indicators.
• Provide leadership with deal- and portfolio-level analytics covering coverage ratios, pipeline aging, win/loss trends, and overall revenue performance.
• Identify pipeline and deal risks early and provide actionable insights before they impact forecast results.
• Partner with Sales and Solutions Architecture leadership to document and improve the sales process from qualified opportunity through discovery, deal review, scoping, proposal, and close.
• Manage lead routing, territory and account assignments, and handoffs between Sales and Marketing.
• Establish and run the cadence for pipeline reviews, QBRs, annual planning, and other revenue operating rhythms.
• Support competitive solicitations through opportunity tracking, bid/no-bid analysis, and capture management.
• Lead deal desk operations covering pricing, discounting, contract structures, and approval workflows.
• Maintain SKU-level pricing and coordinate with Finance on bookings recognition, ARR tracking, and revenue reporting.
• Improve CRM adoption and data quality through training, documentation, enablement, and ongoing follow-through.
• Develop playbooks, templates, and automation that reduce administrative work for sellers and solutions architects.
• Support onboarding for new revenue team members by helping them understand the organization's systems, processes, and operating standards.

Requirements:

• 7+ years of experience in Revenue Operations, Sales Operations, Business Operations, or a closely related discipline, ideally within GovTech or another complex B2B environment.
• Hands-on experience administering HubSpot, particularly Sales Hub and Operations Hub, including workflow automation, custom objects, data management, and reporting.
• Proven ability to establish and scale sales processes within high-growth organizations with long and multi-stakeholder sales cycles.
• Strong experience developing pipeline models, forecasts, dashboards, and analytics used by senior revenue leadership.
• Experience with deal desk operations, CPQ processes, pricing structures, approval workflows, and revenue tracking.
• Familiarity with structured qualification methodologies such as MEDDPICC and the ability to operationalize them within CRM systems.
• Strong cross-functional communication skills and the ability to work effectively with Sales, Finance, Legal, Product, Solutions Architecture, and other stakeholders.
• Self-directed and comfortable operating within a remote-first environment with limited hierarchy.
• Experience in defense technology, GovTech, or selling to the U.S. Department of Defense is strongly valued.
• Working knowledge of government procurement processes, including competitive solicitations, contract vehicles, FAR, and DFARS.
• Exposure to product-led and open-source go-to-market models is a plus.
• Experience supporting both direct and channel or partner sales motions is beneficial.
• Some experience working with Solutions Architecture or technical pre-sales teams is preferred.
• Consulting or advisory experience in management consulting, GTM/RevOps advisory, Big Four, or boutique strategy environments is a strong advantage.
• Strong problem-solving skills, with the ability to bring structure to ambiguous challenges and drive execution across multiple stakeholders.

Benefits:

• Remote position available across the United States.
• Base compensation range of $204,000-$276,000 USD annually.
• Competitive compensation package based on experience and national market benchmarking.
• Meaningful company equity through stock options.
• Medical, dental, and vision insurance with premiums fully covered by the company.
• Health Savings Account.
• Life and disability insurance.
• 401(k) retirement plan.
• Home office budget.
• Flexible Time Off (FTO), in addition to federal holidays, one week for Thanksgiving, and two weeks covering Christmas and New Year’s.
• Paid parental leave.
• Reimbursement for approved training and professional subscriptions.
• Conference support, including travel, lodging, and fees.
• Approximately 4-12 trips per year for sales training and participation activities.
• Opportunity to work on mission-critical technology serving complex public-sector and enterprise environments.