Director of Revenue Operations

Job description

### **Who we are** Our mission at Quandri is to transform insurance into a trusted and delightful experience using AI. We are building the AI operating system for North America’s best insurance agencies and brokerages. For the first time ever, we have the technology to fundamentally change how insurance operates, and the stakes are human. Better insurance means families protected from harm, businesses able to take risks, and communities more resilient when the worst happens. For insurance practitioners, the ability to deliver this level of service finally becomes possible. ### **What we do** Quandri brings deeply specific, vertically-focused AI to the industry’s most critical stakeholders:insurance agencies and brokerages. Agents are the lifeblood of the industry, the place where most property and casualty insurance is sold and serviced. Yet operating an agency is harder than ever. Peak product complexity, accelerating consolidation, a deepening talent crisis, and the AI revolution are all reshaping how agencies work. Quandri sits at the cutting edge of this shift, rebuilding how agencies operate one workflow at a time. We pair a deep understanding of insurance processes, systems, and data with serious technical capability and proprietary models, so the transformation is tangible and operational rather than aspirational. We’re making insurance better for policyholders, while helping insurance brokerages deliver a better client service, grow faster, and harness AI so that they control the future of insurance distribution. ### **Why join us?** You'll join a fast-moving team with real ownership, direct access to leadership, and a genuine hand in shaping the company's next chapter. We are headquartered in beautiful Vancouver, BC, backed by [leading US and Canadian investors](https://www.quandri.io/newsroom/quandri-raises-12m-to-scale-ai-automation-for-insurance), and the recognition has followed: - [LinkedIn’s Top Canadian Startups](https://www.linkedin.com/pulse/linkedin-top-startups-2025-15-canadian-companies-rise-linkedin-news-zbube/) in 2024 & 2025 - [Deloitte’s Fast 50](https://www.quandri.io/newsroom/quandri-named-to-the-deloitte-technology-fast-50) - [CB Insights’ Insurtech 50](https://www.quandri.io/newsroom/quandri-named-to-cb-insights-insurtech-50) and [Fintech 100](https://www.quandri.io/newsroom/quandri-recognized-in-cb-insights-fintech-100) - [The Globe and Mail’s Top Growing Companies in Canada](https://www.quandri.io/newsroom/quandri-ranked-one-of-canadas-top-growing-companies). ### **About the Role:** Quandri is looking for a Director of Revenue Operations to own the systems, processes, and analytics that keep our go-to-market engine running. This role sits at the center of Sales, Business Development, Customer Success, Implementation, and Finance — designing the territory plans, tooling, and processes those teams rely on, and turning data from our GTM tech stack into decisions leadership can act on. It is a hands-on, high-ownership role for someone who is equally comfortable deep in HubSpot's system and in a room with sales leadership shaping next quarter's territory plan. ### **What you’ll do:** **AI-Enabled Operations** - Identify and implement opportunities to use AI tools, to streamline RevOps workflows, documentation, reporting, and process design. - Champion practical AI adoption across GTM teams, building repeatable, well-documented workflows rather than one-off use cases. **GTM Technology Stack Management** - Own administration, configuration, and optimization of the GTM tech stack, with HubSpot as the system of record for the GTM teams. - Manage the dialing and sales-engagement stack (e.g., Nooks Dialer), including setup, integrations, and troubleshooting. - Coordinate with the Product team on Linear as needed to keep GTM-related requests, feedback loops, and issue tracking connected to Product/Engineering workflows. - Evaluate, implement, and integrate new tools as the GTM stack grows, maintaining a coherent, well-documented tech ecosystem and clean data flow between systems. **Process & Systems Architecture Design** - Design and document scalable processes and workflows for BDRs, Account Executives, Implementation Managers, Customer Success Managers, and the Finance Teams, from lead handoff through renewal. - Build and maintain the underlying architecture (HubSpot pipelines, properties, workflows, and automations) that supports those processes. - Identify process gaps and inefficiencies across the customer lifecycle and lead cross-functional projects to resolve them. - Maintain playbooks and process documentation so teams have a single source of truth for how GTM operations run. **Cross-Functional Collaboration** - Act as the connective tissue between Sales, BDR, Customer Success, Implementation, Marketing, Product, and Finance on all things GTM operations. - Partner with Finance on pipeline hygiene, forecasting inputs, commission-relevant data, and revenue reporting accuracy. - Partner with Marketing Operations on lead generation, nurturing, account-based engagement and coverage, and other higher funnel activities that ultimately connect with BDRs and AEs. - Represent Revenue Operations in cross-functional planning (territory, quota, headcount, and process changes) to ensure systems and data can support decisions before they're finalized. **Reporting & Analytics** - Build and maintain dashboards and reports in HubSpot to give leadership real-time visibility into pipeline, forecast, and team performance. - Ensure data integrity across the CRM and downstream reports through regular audits, cleanup, and validation rules. - Translate data into clear, actionable recommendations for Sales, CS, and executive stakeholders. - Co-own with Finance ARR reporting (new business, expansion, contraction, and churn). **Sales Territory Planning & Execution** - Design, model, and maintain sales territory plans, balancing account potential, capacity, and fairness across the go-to-market team. - Partner with Sales leadership on quota setting, book-of-business assignments, and territory realignments, and manage execution of changes in HubSpot. - Monitor territory performance and coverage over time, recommending adjustments as the business and headcount evolve. ### **The right person for this role will have:** - 5+ years of experience in Sales Operations, Revenue Operations, or CX/Customer Operations, in B2B SaaS. - Deep, hands-on HubSpot expertise is required, including pipeline/property configuration, workflows/automation, reporting, and administration. Experience with another CRM (including Salesforce) does not substitute for this requirement. - Demonstrated experience designing and documenting processes for AE, BDR, CSM, and/or Implementation teams. - Strong analytical and reporting skills, with advanced proficiency in Excel and/or Google Sheets alongside HubSpot reporting. - Experience with sales territory design and quota planning. - Experience owning or administering a broader GTM tech stack (sales engagement/dialing tools, and similar systems) beyond the CRM itself. - Proven ability to collaborate effectively across Sales, CS, Implementation, Marketing, Product, and Finance. - Excellent written and verbal communication skills, with the ability to translate data into a clear narrative for both individual contributors and executives. - Experience designing and building AI-driven or automated GTM workflows (e.g., agentic processes, HubSpot- and Claude-based automation) that eliminate manual work, not just experience using off-the-shelf AI features. - Experience operating in a fast-growing or scaling SaaS environment. ### **Bonus points if you have:** - Experience with data enrichment tools (i.e., Clay). - Familiarity with Linear or similar product/engineering issue-tracking tools. - Experience in the insurance industry is a bonus, though not required. ### **Our guiding principles:** - **Customers at the core.** We put the customer at the center of all we do. At a basic level, we believe business success comes down to talking to customers and building something they want. We don’t listen to customers and just take what they say blindly, but we think critically about it and build what they need. Customers are the core of everything we do, and our business exists to serve them. We prioritize their needs over all else within the company. - **Move with urgency.** There are times when we need to move slowly and deliberately, but we default to acting fast and with urgency. We slow down when necessary, but this should be a deliberate choice. Businesses become more lethargic as they grow, this principle is designed to fight this fact. - **Be curious.** We understand the world by being curious and asking why. We aren’t satisfied with surface level understanding, and seek a deeper understanding of why things are the way they are. Don’t take someone’s word for it or the answer “because that’s how we do it.” Understand why and dig deep. - **Excellence in execution.** We know that what separates good from great is a high level of execution. We commit ourselves to excellence in everything that we do, from delivering an amazing product to writing a great email. - **Act like an owner.** We’re all owners of the business and act like it. We follow through on commitments, own our results and think long-term. - **Fight for simplicity.** The law of increasing functional information states that systems evolve to become more complex over time. At Quandri, we believe there is sophistication in simplicity; as such, we intentionally fight for streamlined solutions and are committed to the uncomplicated. - **AI-first.** We believe AI is a fundamental shift in how work gets done, not just a tool we occasionally reach for. At Quandri, we lead with AI, in how we build our product, how we run our operations, and how we think about every process and workflow. This isn't about replacing people; it's about unlocking them to do higher-value work. ### **Compensation and Benefits:** - The range for base pay is $120,000 - $170,000 which is dependent on level of experience - Employee stock options, granted based off experience level upon hire and subject to a standard vesting schedule - Employee stock options based on experience level - Comprehensive health benefits, including $500 Lifestyle Spending Account - Four weeks of paid vacation per year - Work anywhere in the world for 60 calendar days of the year - Parental leave top-ups: 6 months for birthing parents, 8 weeks for non-birthing parents (up to $100,000 annual salary) Quandri is dedicated to fostering a diverse and inclusive workplace. As an equal opportunity employer, Quandri adheres to Canadian labour laws and does not engage in discrimination based on race, national origin, gender, gender identity, sexual orientation, protected veteran status, disability, age, or any other status protected under Canadian law. Don’t let imposter syndrome stop you from applying. Great people sometimes don’t have the “right” experience. If you think that you’ll be amazing at this role then we encourage you to apply.