Own the full revenue operations function: systems, data, process, and planning
Serve as the strategic owner of HubSpot CRM (Sales Hub, Marketing Hub, Service Hub, Operations Hub): architecture, workflows, lead scoring, custom objects, sequences, and reporting
Own the annual and quarterly planning process: territory design, quota setting, capacity modelling, and compensation plan administration
Build and maintain revenue forecasting models and provide data-driven insights to the CRO and executive team
Design and enforce standardised lead-to-cash processes across the full customer lifecycle — lead routing, pipeline stages, deal progression, handoffs, and renewal workflows
Own marketing operations infrastructure: lead scoring, MQL/SQL definitions, campaign attribution, and the contact-to-campaign-to-deal model that connects marketing activity to pipeline
Own AI orchestration and automation strategy: determine which workflows to automate, validate AI outputs for accuracy, and manage the human-machine boundary across the revenue stack
Drive data hygiene, governance, and enrichment so that reporting is trustworthy and decision-making is grounded in clean data
Present data-backed insights and action-oriented advice to the Executive Leadership Team

8+ years in Revenue Operations, Sales Operations, or Marketing Operations in a B2B SaaS environment, with meaningful time operating inside a GTM motion
Deep, hands-on HubSpot CRM expertise across Sales Hub, Marketing Hub, and Operations Hub: you've architected and scaled it, not just administered it
Proven track record building scalable processes in a high-growth environment where things are moving fast and not everything is figured out yet
Specific examples of identifying a revenue problem (conversion drop, broken handoff, forecast miss) and personally driving the cross-functional fix
Experience building lead scoring models and target account lists using firmographic, technographic, behavioural, and intent data
Multi-touch attribution experience: you've implemented a consistent model that both Finance and GTM trust, and can produce pipeline reports that connect marketing activity to closed revenue
Strong analytical skills with experience in BI tools (Looker, Tableau, or Power BI) and advanced Excel or Google Sheets proficiency
AI-first working style: you actively use AI tools (Claude, ChatGPT, Copilot, or similar) for data analysis, report generation, and workflow design — not just awareness of them
SaaS financial fluency: ARR, NRR, CAC payback, unit economics. You can build models that satisfy PE investors and a board

Comprehensive health coverage: medical, dental, and vision
401(k) with 3% non-elective employer contribution
20 days PTO, plus your birthday off and paid sick leave
Enhanced family leave
$100/month Juno flexible lifestyle allowance (wellness, learning, or whatever matters to you)
Equity Appreciation Rights: share in what we're building
Life assurance

Director of Revenue Operations

Key skills