7+ years of experience in revenue operations or GTM strategy, preferably in B2B SaaS.
Deep, hands-on expertise in HubSpot administration; certifications preferred.
Fluency in BI tools and SQL, capable of transforming complex data into actionable insights.
Proven track record in both designing strategies and executing on them effectively.
Demonstrated experience evaluating and implementing AI tools in a revenue context.
Strong cross-functional communication skills and ability to influence senior stakeholders.
Responsibilities
Lead and execute annual and quarterly GTM planning for Sales, Marketing, and Customer Success.
Build data-driven models linking resources to revenue targets and present findings to leadership.
Oversee end-to-end HubSpot administration, ensuring optimal automation and data hygiene.
Manage a diverse revenue tech stack, including marketing automation and sales engagement tools.
Implement AI tools to enhance forecasting, lead scoring, and pipeline analysis.
Create and maintain revenue forecasts with less than 10% variance from actual results.
Design and optimize the lead-to-cash workflow to prevent revenue loss during deal stages.
Benefits
Opportunity to shape and own a strategic revenue function at the company.
Work in a dynamic and influential leadership role that bridges multiple departments.
Access to cutting-edge AI and technology tools within revenue operations.
Gain experience in a leading B2B SaaS environment with a focus on continuous learning and growth.
Full Job Description
The Opportunity
We're hiring a Director of Revenue Operations & Strategy to create and own AI-driven systems, data, and processes that connect Sales, Marketing, and Customer Success into a single, predictable revenue engine. This is a strategic leadership role, not a tactical ops seat: you'll set direction, decide what we build, and translate executive strategy into daily execution while running HubSpot as our core revenue platform.
What You Will Do
Revenue Strategy & Planning
GTM planning: Lead annual and quarterly planning across Sales, Marketing, and CS, including territory design, quota methodology, capacity planning, and market segmentation.
Resource allocation: Build data-driven models that tie headcount and investment to revenue targets and surface recommendations to leadership.
HubSpot & Tech Stack Ownership
Own HubSpot end to end through AI-native infrastructure: administration, architecture, workflow automation, lifecycle stages, lead scoring, deal pipelines, reporting, and data hygiene across the full CRM.
Manage the revenue tech stack: marketing automation, sales engagement, CPQ, and revenue intelligence tools, ensuring clean data flow and eliminating redundant systems.
Deploy AI-powered tooling: evaluate and implement AI for forecasting, lead scoring, pipeline analysis, and automating manual, spreadsheet-driven work.
Data, Analytics & Forecasting
Forecasting: build and maintain revenue forecasts targeting under 10% variance from actual results.
Reporting: develop executive and board-level dashboards, pipeline health scoring, and predictive analytics; enforce data quality standards.
Process Optimization
Lead-to-cash: design and optimize the full workflow, define handoff protocols between Marketing, Sales, and CS, and run deal desk operations across multiple business units so revenue doesn't leak between stages.
Cross-Functional Leadership
Partnership: act as the operational connective tissue between GTM leaders, translating strategy into execution and operational reality into executive decisions.
Operating cadence: establish a shared operating rhythm; recurring pipeline and revenue reviews across Sales, Marketing, and CS. Ensure GTM leaders stay aligned on priorities, forecast, and accountability to common metrics.
What You'll Need to Succeed
Experience: 7+ years in revenue operations, sales operations, or GTM strategy, including experience leading a function or team, preferably in B2B SaaS.
HubSpot expertise: deep, hands-on HubSpot ownership (admin-level); certifications a plus. Experience migrating to or scaling on HubSpot is highly valued.
Analytical depth: fluency with BI tools (via SQL or AI-enabled); able to turn messy data into clear narratives and recommendations.
Strategic range: proven ability to move from designing the playbook to running it, owning both the vision and the execution.
AI fluency: hands-on experience evaluating and deploying AI tools within a revenue or ops function.
Leadership: strong cross-functional communication and the ability to influence senior stakeholders with data.
Success in the First 12 Months
HubSpot is clean, well-architected, and trusted as the single source of truth for revenue data.
Forecasts land within 10% of actuals and leadership relies on your dashboards for decisions.
Handoffs between Marketing, Sales, and CS are defined, measured, and no longer leaking revenue.
A repeatable annual planning process (territories, quotas, capacity) is in place and running on schedule.
