Director of Revenue Operations & Strategy

The position is listed on behalf of a partner company who manages all applications and next steps. They are seeking a Director of Revenue Operations & Strategy based in the United States.

About the role

This is a strategic revenue leadership role focused on building a connected, predictable, and AI-enabled revenue engine across Sales, Marketing, and Customer Success. You will own the systems, data, processes, and operating rhythms that turn go-to-market strategy into measurable execution. The role combines revenue planning, forecasting, analytics, CRM leadership, and process optimization.

Responsibilities

• Lead annual and quarterly go-to-market planning across Sales, Marketing, and Customer Success, including territory design, quota methodology, capacity planning, and market segmentation.
• Own HubSpot end to end, including administration, architecture, workflow automation, lifecycle stages, lead scoring, deal pipelines, reporting, and CRM data quality.
• Manage and optimize the broader revenue technology stack, including marketing automation, sales engagement, CPQ, and revenue intelligence platforms, ensuring reliable data flows and reducing unnecessary system overlap.
• Evaluate and deploy AI-powered solutions for forecasting, lead scoring, pipeline analysis, automation, and the replacement of manual or spreadsheet-driven processes.
• Build and maintain revenue forecasts with a target of keeping actual results within approximately 10% of forecasted performance.
• Develop executive- and board-level dashboards, pipeline health scoring, predictive analytics, and reporting frameworks that enable data-driven decisions.
• Establish and enforce data quality standards so revenue teams can rely on consistent, accurate information.
• Design and optimize the end-to-end lead-to-cash process, including handoffs between Marketing, Sales, and Customer Success, as well as deal desk operations across multiple business units.
• Establish a shared operating cadence with recurring pipeline, revenue, and performance reviews that keep GTM leaders aligned on priorities, forecasts, and accountability.
• Serve as the operational connector between GTM leadership teams, translating strategic priorities into execution plans and operational insights into executive recommendations.

Requirements

• 7+ years of experience in Revenue Operations, Sales Operations, GTM Strategy, or a related function, ideally within a B2B SaaS environment, including experience leading a function or team.
• Deep, hands-on HubSpot expertise at the administrator level, with experience scaling, architecting, or migrating revenue operations onto HubSpot; relevant certifications are a plus.
• Strong analytical capabilities and fluency with BI tools, SQL, and/or AI-enabled analytics, with the ability to transform complex or messy data into clear insights and recommendations.
• Demonstrated experience owning both revenue strategy and execution, with the ability to develop operating models and then put them into practice.
• Hands-on experience evaluating and implementing AI tools within revenue operations, sales operations, or related business functions.
• Strong understanding of revenue planning, forecasting, pipeline management, territory and quota planning, capacity modeling, and cross-functional GTM processes.
• Experience managing CRM architecture, revenue technology integrations, workflow automation, data governance, and reporting.
• Strong business acumen and the ability to connect operational metrics with broader revenue and company objectives.
• Excellent communication and stakeholder management skills, with the ability to influence senior leaders through data, structured thinking, and clear recommendations.
• Comfortable operating independently in a fast-moving environment, managing competing priorities, and taking ownership from strategy through execution.

Benefits

• Competitive compensation package aligned with experience and role responsibilities.
• Remote opportunity based in the United States.
• Opportunity to lead a strategic, high-impact revenue operations function across Sales, Marketing, and Customer Success.
• Significant ownership over HubSpot, the revenue technology ecosystem, AI adoption, and operational strategy.
• Opportunity to shape annual planning, forecasting, GTM processes, and the organization's revenue operating model.
• Work in an environment focused on data-driven decision-making, automation, and continuous process improvement.
• Equal employment opportunity and consideration for qualified applicants regardless of protected characteristics.
• Reasonable accommodations available throughout the application and interview process.
• Work visa sponsorship is not available for U.S. positions.