Director of Revenue Operations & Strategy

About the role

We're hiring a Director of Revenue Operations & Strategy to create and own AI-driven systems, data, and processes that connect Sales, Marketing, and Customer Success into a single, predictable revenue engine. This is a strategic leadership role, not a tactical ops seat: you'll set direction, decide what we build, and translate executive strategy into daily execution while running HubSpot as our core revenue platform.

What You Will Do

Revenue Strategy & Planning

• GTM planning: Lead annual and quarterly planning across Sales, Marketing, and CS, including territory design, quota methodology, capacity planning, and market segmentation.
• Resource allocation: Build data-driven models that tie headcount and investment to revenue targets and surface recommendations to leadership.

HubSpot & Tech Stack Ownership

• Own HubSpot end to end through AI-native infrastructure: administration, architecture, workflow automation, lifecycle stages, lead scoring, deal pipelines, reporting, and data hygiene across the full CRM.
• Manage the revenue tech stack: marketing automation, sales engagement, CPQ, and revenue intelligence tools, ensuring clean data flow and eliminating redundant systems.
• Deploy AI-powered tooling: evaluate and implement AI for forecasting, lead scoring, pipeline analysis, and automating manual, spreadsheet-driven work.

Data, Analytics & Forecasting

• Forecasting: build and maintain revenue forecasts targeting under 10% variance from actual results.
• Reporting: develop executive and board-level dashboards, pipeline health scoring, and predictive analytics; enforce data quality standards.

Process Optimization

• Lead-to-cash: design and optimize the full workflow, define handoff protocols between Marketing, Sales, and CS, and run deal desk operations across multiple business units so revenue doesn't leak between stages.

Cross-Functional Leadership

• Partnership: act as the operational connective tissue between GTM leaders, translating strategy into execution and operational reality into executive decisions.
• Operating cadence: establish a shared operating rhythm; recurring pipeline and revenue reviews across Sales, Marketing, and CS. Ensure GTM leaders stay aligned on priorities, forecast, and accountability to common metrics.

What You'll Need To Succeed

• Experience: 7+ years in revenue operations, sales operations, or GTM strategy, including experience leading a function or team, preferably in B2B SaaS.
• HubSpot expertise: deep, hands-on HubSpot ownership (admin-level); certifications a plus. Experience migrating to or scaling on HubSpot is highly valued.
• Analytical depth: fluency with BI tools (via SQL or AI-enabled); able to turn messy data into clear narratives and recommendations.
• Strategic range: proven ability to move from designing the playbook to running it, owning both the vision and the execution.
• AI fluency: hands-on experience evaluating and deploying AI tools within a revenue or ops function.
• Leadership: strong cross-functional communication and the ability to influence senior stakeholders with data.

Success in the First 12 Months

• HubSpot is clean, well-architected, and trusted as the single source of truth for revenue data.
• Forecasts land within 10% of actuals and leadership relies on your dashboards for decisions.
• Handoffs between Marketing, Sales, and CS are defined, measured, and no longer leaking revenue.
• A repeatable annual planning process (territories, quotas, capacity) is in place and running on schedule.