Director, Revenue Operations

Role Overview

• 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.
• Deep, hands-on HubSpot CRM expertise — Sales Hub, Marketing Hub, and Operations Hub required.
• 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.
• Demonstrated boots-on-the-ground GTM problem-solving.
• 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.