Own revenue operations end-to-end: define the problem, propose options, drive decisions, and roll up your sleeves to execute — whether that means personally fixing a broken process, re-segmenting a territory, or coaching a team through a new workflow.
Build work that holds up in a trust-first environment: reliability, defensibility, and auditability matter here — our buyers are regulated, and our internal operations should reflect the same standard.
Partner with Sales, Marketing, Customer Success, and Finance to deliver outcomes that scale without chaos.
Operate with a "signal over noise" mindset — prioritize what moves the business and customers forward.
Raise the bar on the quality of our systems, reporting, and operational execution.
Communicate clearly and close loops — especially across a distributed team (Austin ↔ Manchester).
Contribute to a culture of ownership: when something breaks, we fix it.
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.
Manage integrations between HubSpot and the revenue tech stack (Gong, Outreach, ZoomInfo, billing/ERP systems) and evaluate new tools as the GTM org scales.
Own AI orchestration and automation strategy: determine which workflows to automate via Claude + MCP integrations, validate AI outputs for accuracy, and manage the human-machine boundary across the revenue stack.
Own the annual and quarterly planning process: territory design, quota setting, capacity modeling, and compensation plan administration.
Build and maintain revenue forecasting models and provide data-driven insights to the CRO and executive team.
Design and enforce standardized lead-to-cash processes across the full customer lifecycle — lead routing, pipeline stages, deal progression, handoffs, and renewal workflows.
Own marketing operations infrastructure including lead scoring, MQL/SQL definitions, campaign attribution, and the contact-to-campaign-to-deal model that connects marketing activity to pipeline — not as a support function but as a core RevOps accountability.
Define and enforce pipeline stage architecture — including entry/exit criteria, required fields at each stage, and automated validation — so that pipeline data is trustworthy, forecasting is grounded in stage reality, and conversion analysis is meaningful.
Design and implement ICP-based routing and segmentation logic — tier definitions, territory assignment rules, SLA enforcement, and exception handling — so that inbound and outbound leads reach the right rep at the right time with zero manual triage.
Drive data hygiene, governance, and enrichment initiatives so that reporting is trustworthy and decision-making is grounded in clean data.
Own the customer and prospect data architecture — including required fields, enrichment sources, and the segmentation model that feeds territory design, routing, scoring, and ABM execution.
Analyze the data, turn it into insights with a data-based narrative and present to the Executive Leadership Team with action-oriented advice.
Requirements
8+ years in Revenue Operations, Sales Operations, or Marketing Operations within a B2B SaaS environment.
Must include meaningful time operating inside a GTM motion — not just supporting one from a reporting function.
Proven track record building scalable processes and systems in a high-growth environment where things are moving fast and not everything is figured out yet.
Experience building lead scoring models and target account lists using firmographic, technographic, behavioral, and intent data — including source prioritization, enrichment vendor selection, and integration into CRM routing and territory assignment.
Multi-touch attribution experience — understands influence-based vs. source-based attribution, has 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 proficiency in Excel/Google Sheets.
Experience with CPQ, billing integrations, or lead-to-revenue process design.
Ability to move fast without sacrificing standards — you're comfortable being accountable for outcomes, not just activity.
Clear communicator who can simplify complexity and drive decisions across Sales, Marketing, CS, and Finance.
AI-first working style. Regularly uses AI tools (Claude, ChatGPT, Copilot, or similar) for data analysis, report generation, and workflow design.
Tech Stack
ERP
SQL
Tableau
Benefits
Competitive Compensation — Base salary + performance bonus commensurate with experience.
Equity Appreciation Rights (EAR) — Share in MirrorWeb's success through our equity incentive program.
Comprehensive Health Coverage — Premium medical, dental, and vision plans.
Life Assurance — Financial peace of mind for you and your loved ones.
401(k) with 3% Non-Elective Contribution — MirrorWeb contributes 3% regardless of whether you contribute. No match games.
Generous Paid Time Off — 20 days PTO, plus a day off on your birthday and paid sick leave.
Enhanced Family Leave — Extra support for life's most important moments.
Flexible Lifestyle Benefits — $100 monthly Juno allowance for health, wellness, learning, or whatever matters most to you.