GTM tech stack architecture. HubSpot at the core, plus Clay, Apollo, ZoomInfo, Gong, ABM platforms, dialers, and the emerging AI tooling landscape. Evaluate, integrate, govern.
Revenue forecast. Build and run the weekly, monthly, quarterly forecast the CRO and Board rely on — methodology, data quality, accuracy tracking.
Pipeline generation and velocity. Design and drive the drumbeats — inbound, outbound, ABM, events — that keep pipeline coverage ahead of plan.
Sales methodology and best practices. Own the playbook — qualification, stages, exit criteria, handoffs — and embed it in the stack so it’s lived, not slideware.
Enablement and training. Design best-in-class onboarding and ongoing training: methodology, product, discovery, negotiation, AI-tooling fluency.
AI-enabled GTM architecture. Rebuild the engine with AI agents and automation at the core — scoring, routing, enrichment, research, drafting, forecasting, coaching.
CRO initiatives and Board comms. Run strategic projects alongside the CRO; prepare the revenue readouts that go in front of the Board.

4–8 years in Revenue Operations, GTM Ops, or Sales Ops at a fast-growing B2B SaaS.
Operator-level fluency with HubSpot and the modern GTM stack (Clay, Apollo, ZoomInfo, Gong, ABM, sequencers).
AI-native. Claude Code, Claude Projects, and modern AI tools are your daily working environment — you build agents and automations, not just use them.
Strong grip on sales cadences, pipeline motions, and forecast methodology. You can read a pipeline and know what’s real.
Credible with reps and with the Board. You speak both languages.
Ambitious, curious, allergic to “the way we’ve always done it.” English fluent; German or Spanish a plus.

A forecast the CRO trusts and the Board accepts — documented methodology, accuracy tracking, no surprises.
The GTM stack consolidated, instrumented, and governed — tool map, data model, ownership matrix, all visible.
Sales methodology shipped and lived — playbook, stages, exit criteria, qualification embedded in the stack.
A first wave of AI-enabled GTM workflows in production and measurably moving the number.

Head of Revenue Operations

Key skills