Director Of RevOps (SMSO046)

We are representing a confidential GovTech organization that delivers mission-critical software with speed and security. Our talent team is seeking a Director of Revenue Operations to bring structure and discipline to a fast-growing go-to-market operation.

This is a hands-on role—not a reporting desk. You will own the systems, data, and processes that sales, solutions architecture, and customer success teams depend on every day. You will sit close to revenue leadership and the deals themselves, from first pipeline through close, renewal, and expansion.

Responsibilities

CRM and Revenue Systems

• Own HubSpot as primary administrator: data integrity, pipeline hygiene, and adoption across the go-to-market team
• Maintain deal pipelines with consistent stages, required fields, and automation
• Manage integrations between HubSpot and surrounding tools (Slack, Google Workspace, Notion, LinkedIn Sales Navigator, and others)
• Keep deal data clean and usable: naming conventions, MEDDPICC qualification fields, dates, product tags, and ARR calculations

Pipeline Analytics and Forecasting

• Run the quarterly forecast process between sellers and revenue leadership
• Maintain forecast models built on pipeline stage, PWIN, deal velocity, and past conversion rates
• Provide leadership with analytics at the deal and portfolio level: coverage ratios, pipeline aging, and win/loss patterns
• Flag pipeline and deal risk early

Go-to-Market Process

• Work with sales and solutions architecture leadership to document and sharpen the sales process from qualified opportunity through discovery, deal review, scoping, proposal, and close
• Set up lead routing, territory and account assignment, and clean handoffs between sales and marketing
• Run the cadence for pipeline reviews, QBRs, and annual planning
• Support competitive solicitations: opportunity tracking, bid/no-bid analysis, and capture management

Quoting, Pricing, and Revenue Tracking

• Run deal desk operations covering pricing, discounting, contract structure, and approvals
• Maintain SKU-level pricing across product lines and services
• Work with Finance on bookings recognition, ARR tracking, and revenue reporting

Enablement and Adoption

• Improve CRM adoption and data quality through training, clear documentation, and follow-through
• Build the playbooks, templates, and automation that take busywork off sellers and solution architects
• Get new revenue team members up to speed on the systems and the process

What We're Looking For

Required Qualifications:

• 7+ years in revenue operations, sales operations, or business operations
• Hands-on HubSpot experience (Sales Hub, Operations Hub), including workflow automation, custom objects, and reporting
• Track record of standing up sales processes in high-growth companies with long, multi-stakeholder deal cycles
• Comfortable building pipeline models, forecasts, and dashboards leadership actually reads
• Deal desk or CPQ experience, including pricing and approval workflows
• Familiarity with a structured qualification methodology like MEDDPICC
• Strong cross-functional communicator who works well with sales, finance, legal, and product
• Self-directed, and at home in a remote-first company with little hierarchy

Preferred Qualifications:

• Experience in GovTech or selling to the U.S. Department of Defense
• Working knowledge of government procurement (competitive solicitations, contract vehicles, FAR/DFARS)
• Exposure to product-led and open-source go-to-market models
• Experience across both direct and channel/partner sales
• Some exposure to solutions architecture or technical pre-sales
• Consulting or advisory background (management consulting, GTM/RevOps advisory, Big 4, or boutique strategy firm)

Success in This Role Means:

• Leadership trusts the pipeline and forecast numbers because there is one place to find them
• The sales team follows one documented process
• The forecast lands within an agreed tolerance quarter after quarter, with risk flagged early
• Deals move from quote to close faster, without cutting corners on approvals

Travel: 4 to 12 times per year for sales training and participation activities

Location: Remote - USA

How We Work With You

Candidates apply directly through Get A Job.ai. Our recruiting team will screen your application and conduct an initial interview. If we believe you're a strong match, we will submit your profile to our client for consideration. Please do not contact the client directly—we manage all communications and coordinate the interview process on your behalf.

Pay

Our client offers competitive compensation based on experience. The range for this role is $204,000–$276,000 USD. Full details on equity, benefits, and total compensation will be shared during the interview process.

Get A Job.ai is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or protected veteran status.