other
Posted 2 hours agoDirector RevOps
Remote
Responsibilities
- Own HubSpot as primary administrator: data integrity, pipeline hygiene, and adoption across the go-to-market team.
- Maintain the deal pipelines (Direct Opportunities, Competitive Solicitations, Renewals) with consistent stages, required fields, and automation.
- Manage integrations between HubSpot and the tools around it (Slack, Google Workspace, Notion, LinkedIn Sales Navigator, and others).
- Run the quarterly forecast process between sellers and revenue leadership, and surface where coverage is thin and where the upside is.
- Maintain forecast models built on pipeline stage, PWIN, deal velocity, and past conversion rates.
- Set up lead routing, territory and account assignment, and clean handoffs between sales and marketing.
- Run the cadence for pipeline reviews, QBRs, and annual planning.
- Support competitive solicitations: opportunity tracking, bid/no-bid analysis, and capture management. Quoting, Pricing, and Revenue Tracking
- Run deal desk operations covering pricing, discounting, contract structure, and approvals.
- Maintain SKU-level pricing across UDS Premium, Application Licenses, Edge Node Licenses, Software Factory, SRE Operations, PaaS, and training and services.
- Improve CRM adoption and data quality through training, clear documentation, and follow-through.
- Build the playbooks, templates, and automation that take busywork off sellers and solution architects.
- Track record of standing up sales processes in high-growth companies with long, multi-stakeholder deal cycles.
- responsibilities are not exhaustive; additional
Requirements
- Revenue Operations is what keeps the go-to-market team moving at that speed without losing track of the details.
- Keep deal data clean and usable: naming conventions, MEDDPICC qualification fields (Metrics, Economic Buyer, Decision Criteria, Decision Process, Paper Process, Identify Pain, Champion, Competition), D&F dates, DRB data, product feature tags, and ARR calculations.
- Flag pipeline and deal risk early, before it shows up in the number. Go-to-Market Process
- Deal desk or CPQ experience, including pricing and approval workflows.
- Familiarity with a structured qualification methodology like MEDDPICC, and the discipline to make it stick in the CRM.
- Background in defense technology, GovTech, or selling to the U.S. Department of Defense.
- Working knowledge of government procurement (competitive solicitations, contract vehicles, FAR/DFARS).
- Exposure to product-led and open-source go-to-market models. •
- Experience across both direct and channel/partner sales.
- experience delivering technology programs across the federal market. What We Do
- We proudly support defense and civil agencies across the U.S. government and we work closely with the creators of leading-edge software solutions to deliver value to the mission-owner by improving the security and consumability of commercial software products. What We Work On Kubernetes
- Cloud Environments (AWS/GCP and Azure)
- Infrastructure-as-code (like Terraform/Pulumi)
- Building Kubernetes and cloud native applications
Experience
- 7+ years in revenue operations, sales operations, or business operations, ideally in GovTech. Hands-on HubSpot
Benefits
- We like operators who can take an ambiguous problem, give it structure, and get it done across a lot of stakeholders. Compensation & Benefits
- We offer competitive pay, meaningful equity, and full benefits. [Insert salary range; required for postings in several states.]
- Full compensation packages are based on candidate experience.
- Compensation ranges are established using national benchmarking data and apply across all geographic locations within the United States.
- Remote - USA $204,000 — $276,000 USD Who We Are
- We share a vision of freedom and security for the advancement of progress and innovation.
- Our commitment to this vision, and to our mission-driven customers, means a commitment to speed, user
- Medical/Dental/Vision
- Premiums are 100% Company Paid
- Health Savings Account Life Insurance
- Disability Insurance Financial:
- 401k Retirement Plan
- Home Office Budget Leave:
- We offer all full-time Unicorns Flexible Time Off (FTO) plus all Federal Holidays, one week for Thanksgiving, and two weeks for Christmas and New Year’s
- Paid Parental Leave Learning:
Additional details
- Defense Unicorns gets mission-critical software to the warfighter faster and more securely.
- As Director of Revenue Operations, you own the systems, data, and processes our sales, solutions architecture, and customer success teams rely on every day.
- You will sit close to revenue leadership and the deals themselves, from first pipeline through close, renewal, and expansion, and you will bring order to a fast-growing environment without getting in its way.
- Give leadership the analytics they need at the deal and portfolio level: coverage ratios, pipeline aging, and win/loss patterns.
- Work with sales and solutions architecture leadership to document and sharpen the sales process, from qualified opportunity through Focused Discovery, Deal Review Board (DRB), scoping, proposal, and close.
- Work with Finance on bookings recognition, ARR tracking, and revenue reporting. Enablement and Adoption
- Get new revenue team members up to speed on the systems and the process. What Success Looks Like
- Leadership trusts the pipeline and forecast numbers in weekly Huddles and QBRs because there is one place to find them.
- The sales team follows one documented process, and so does solutions architecture.
- The forecast lands within an agreed tolerance quarter after quarter, with risk flagged early.