At a glance: The Director of Revenue Operations:

• Decides on business objectives and strategies to drive revenue
• Creates processes to encourage collaboration between the sales, marketing, customer success teams
• Picks the technology needed for the teams above, helping employees understand how to use tools (think: CRM) at each stage of the customer journey
• Looks at business analytics and data across departments to make decisions
• Your role: As the Director of Revenue Operations, you will be tasked with bringing a data-driven framework to help guide the direction of our organization in every facet of the design and execution of our go-to-market strategies.
• Reporting to the CMO, you will lead and grow a RevOps team and support them in designing the strategy, choosing the technology, building and maintaining the infrastructure, and overseeing the analytics and optimization of our go-to-market organization, which includes over 60 people in Sales, and Marketing.
• You will not only ensure we have the best tools and processes in place to maximize efficiency through a strong operating rhythm but also work collaboratively across virtually every function to create alignment and identify the biggest opportunity for revenue-generating optimizations.
• As the “go-to” for sales and marketing you will be a core part of the Go-To-Market team, tasked with bringing a data-driven framework to help guide the direction of our organization.
• Key responsibilities include:
• Lead a team responsible for sales and marketing planning, execution, forecasting, reporting, pipeline management, compensation, and strategic analysis with expectations of high levels of quality, accuracy, and process consistency.
• Own all systems and tools related to our sales and marketing processes with Hubspot as our central hub. You will be responsible for the evaluation, improvement, and implementation of all tools and software.
• Responsible for Hubspot operations and coaching on using our tech stack (Outreach, Zoom, Zapier, Google G-Suite, etc.)
• Develop and implement policies and procedures to ensure data integrity and cleanliness of the CRM, and proper revenue attribution
• Responsible for workflow automation across departments to increase throughput and reduce administrative tasks in our operations
• Ensure the integrity of data and data flows in Hubspot, and other sales and marketing support tools and how they interact with our other systems
• Own the sales lead handoff process and actively manage the intersection of marketing and sales as they traverse the Buyer’s journey.
• Develop and report on accurate SaaS/revenue metrics to key stakeholders (e.g. performance, ramp times, CAC, productivity, pipeline health, conversion rates, win rates, etc.), creating a narrative supported by compelling analysis and dashboards
• Perform capacity modeling and revenue line planning to ensure that the growth teams deploy resources effectively
• Support and partner with marketing and sales on lead/pipeline generation, and assist in building systems to drive automation
• Create and maintain reliable forecasting processes and assure adherence to those processes from Sales Leadership
• Drive annual planning process for Sales and Marketing including budget goals, headcount models, territory planning, quota, and compensation design and management in close partnership with Finance and other leaders
• Support leadership in the understanding of pipeline, forecasts, retention, and other KPIs while bringing best in class sales/marketing strategy & planning techniques to support leadership in maximizing sales and revenue retention
• Deliver and execute on strategic projects and serve as the primary conduit for cross-functional work.

• 5+ years of work experience in revenue operations, sales operations, or marketing operations in a high growth SaaS environment
• 2+ years of experience leading an ops team and recognized leadership skills to build and develop a high performance team
• Proven proficiency in identifying, diagnosing, and resolving problems while prioritizing critical issues and mapping long-term departmental needs.
• Excellent analytical skills to compile large amounts of data into an understandable format for decision-making. Ability to simplify
• Effective interpersonal and communication skills, collaboration, and cross-functional team leadership
• Demonstrated fluency with SaaS reporting and KPIs and end-to-end revenue management best practices in SaaS operating model. Fluency with a BI tool (Tableau or other) is a plus
• Extensive experience (3+ years) working with Hubspot and associated sales and marketing tools. While we have an experienced team you should have a strong understanding of all Hubspot features and capabilities
• Strong working proficiency with marketing automation systems strongly preferred.