Director of Revenue Operations & Strategy

Accountabilities:

• • Lead annual and quarterly go-to-market planning across Sales, Marketing, and Customer Success, including territory design, quota methodology, capacity planning, and market segmentation.
  • Build data-driven resource allocation models that connect headcount and investment decisions to revenue targets and provide actionable recommendations to leadership.
  • Own HubSpot end to end, including administration, architecture, workflow automation, lifecycle stages, lead scoring, deal pipelines, reporting, and CRM data quality.
  • Manage and optimize the broader revenue technology stack, including marketing automation, sales engagement, CPQ, and revenue intelligence platforms, ensuring reliable data flows and reducing unnecessary system overlap.
  • Evaluate and deploy AI-powered solutions for forecasting, lead scoring, pipeline analysis, automation, and the replacement of manual or spreadsheet-driven processes.
  • Build and maintain revenue forecasts with a target of keeping actual results within approximately 10% of forecasted performance.
  • Develop executive- and board-level dashboards, pipeline health scoring, predictive analytics, and reporting frameworks that enable data-driven decisions.
  • Establish and enforce data quality standards so revenue teams can rely on consistent, accurate information.
  • Design and optimize the end-to-end lead-to-cash process, including handoffs between Marketing, Sales, and Customer Success, as well as deal desk operations across multiple business units.
  • Establish a shared operating cadence with recurring pipeline, revenue, and performance reviews that keep GTM leaders aligned on priorities, forecasts, and accountability.
  • Serve as the operational connector between GTM leadership teams, translating strategic priorities into execution plans and operational insights into executive recommendations.

  Requirements:

  • 7+ years of experience in Revenue Operations, Sales Operations, GTM Strategy, or a related function, ideally within a B2B SaaS environment, including experience leading a function or team.
  • Deep, hands-on HubSpot expertise at the administrator level, with experience scaling, architecting, or migrating revenue operations onto HubSpot; relevant certifications are a plus.
  • Strong analytical capabilities and fluency with BI tools, SQL, and/or AI-enabled analytics, with the ability to transform complex or messy data into clear insights and recommendations.
  • Demonstrated experience owning both revenue strategy and execution, with the ability to develop operating models and then put them into practice.
  • Hands-on experience evaluating and implementing AI tools within revenue operations, sales operations, or related business functions.
  • Strong understanding of revenue planning, forecasting, pipeline management, territory and quota planning, capacity modeling, and cross-functional GTM processes.
  • Experience managing CRM architecture, revenue technology integrations, workflow automation, data governance, and reporting.
  • Strong business acumen and the ability to connect operational metrics with broader revenue and company objectives.
  • Excellent communication and stakeholder management skills, with the ability to influence senior leaders through data, structured thinking, and clear recommendations.
  • Comfortable operating independently in a fast-moving environment, managing competing priorities, and taking ownership from strategy through execution.

  Benefits:

  • Competitive compensation package aligned with experience and role responsibilities.
  • Remote opportunity based in the United States.
  • Opportunity to lead a strategic, high-impact revenue operations function across Sales, Marketing, and Customer Success.
  • Significant ownership over HubSpot, the revenue technology ecosystem, AI adoption, and operational strategy.
  • Opportunity to shape annual planning, forecasting, GTM processes, and the organization's revenue operating model.
  • Work in an environment focused on data-driven decision-making, automation, and continuous process improvement.
  • Equal employment opportunity and consideration for qualified applicants regardless of protected characteristics.
  • Reasonable accommodations available throughout the application and interview process.
  • Work visa sponsorship is not available for U.S. positions.