Define how revenue is generated, measured, and improved across Marketing, Sales, and Customer Success
Establish unified definitions, stage logic, and conversion accountability across the full funnel
Build clean handoffs and consistent execution across the revenue cycle
Own the forecasting model end-to-end; drive trust through accuracy
Ensure pipeline integrity (pipeline as a signal, not a debate)
Partner directly with the CFO on revenue planning, ARR modeling, quota construction, and board-level performance tracking
Own and explain GDR, NRR, and Rule of 35 metrics
Lead AI-native reinvention in team execution
Identify and deploy agentic automation across lead routing, rep workflows, renewal signals, and health scoring
Stand up and run a cross-functional Deal Desk
Drive CPQ evaluation and implementation
Lead a ~5-person Sales Ops + Marketing Ops team; elevate from execution to strategic impact
Own and optimize core systems: Salesforce, HubSpot, and Gong

8–12+ years experience in RevOps, GTM ops, or FP&A
B2B SaaS background required; vertical SaaS or PE-backed experience a strong plus
AI-native operator — you've deployed LLMs or agentic tools in a GTM workflow
Forecasting fluency — you've built forecasting models leadership has actually trusted
Full-stack GTM tech: Salesforce, HubSpot, Gong, BI tools
CPQ experience or willingness to own the evaluation
Executive credibility — comfortable presenting to and pushing back on CRO, CFO, and CEO
Builder mentality — you've started from a whiteboard
Relationship capital — you can earn trust with a CRO you don't report to and hold the line with Finance when needed

Head of RevOps

Key skills