Head Of RevOps

Job description

**This position is listed on behalf of a partner company, who manages all applications and next steps. Our partner is looking for a Head of RevOps based in the United States.** The Head of Revenue Operations will own the systems, data, and processes that enable high-performing sales, solutions architecture, and customer success teams to scale efficiently. This is a hands-on leadership role focused on bringing structure, visibility, and predictability to the entire revenue lifecycle. You will work closely with revenue leadership and deal teams, overseeing everything from pipeline creation and forecasting through close, renewal, and expansion. The role combines CRM ownership, pipeline analytics, deal desk operations, go-to-market process design, and revenue tracking. You will help establish scalable processes while ensuring teams have the data, automation, and tools needed to move opportunities forward. Success requires strong commercial judgment, technical systems expertise, analytical thinking, and the ability to turn ambiguous challenges into practical solutions. This is an opportunity to shape revenue operations in a fast-growing, mission-driven technology environment with complex, multi-stakeholder sales cycles. ### Accountabilities - Own and administer HubSpot as the primary customer relationship management platform, ensuring data integrity, pipeline hygiene, automation, reporting, and adoption across the go-to-market organization. - Maintain Direct Opportunities, Competitive Solicitations, and Renewal pipelines with consistent stages, required fields, qualification criteria, and automated workflows. - Manage integrations between HubSpot and supporting tools such as Slack, Google Workspace, Notion, LinkedIn Sales Navigator, and other revenue technologies. - Maintain accurate deal data, including naming conventions, MEDDPICC qualification fields, decision dates, deal review information, product feature tags, annual recurring revenue calculations, and related commercial data. - Lead the quarterly forecasting process between sellers and revenue leadership, identifying pipeline coverage gaps, upside opportunities, and emerging risks. - Develop and maintain forecast models using pipeline stage, probability of winning, deal velocity, historical conversion rates, and other relevant indicators. - Provide deal- and portfolio-level analytics covering coverage ratios, pipeline aging, win/loss trends, and other metrics used for revenue decision-making. - Identify pipeline and deal risks early and ensure appropriate actions are taken before they materially affect forecast performance. - Partner with sales and solutions architecture leadership to document, refine, and operationalize the end-to-end sales process from qualified opportunity through discovery, deal review, scoping, proposal, and close. - Establish lead routing, territory and account assignment, and effective handoffs between sales and marketing. - Manage the operating cadence for pipeline reviews, Quarterly Business Reviews, annual planning, and other revenue management activities. - Support competitive solicitations through opportunity tracking, bid/no-bid analysis, and capture management. - Lead deal desk operations, including pricing, discounting, contract structures, and approval workflows. - Maintain product and service pricing at the appropriate SKU level and ensure pricing information remains accurate and accessible. - Partner with Finance on bookings recognition, annual recurring revenue tracking, and revenue reporting. - Improve CRM adoption and data quality through training, documentation, process reinforcement, and ongoing support. - Develop playbooks, templates, workflows, and automation that reduce administrative work for sellers and solutions architects. - Support onboarding for new revenue team members by training them on systems, processes, qualification methodology, and operating practices. - Establish scalable revenue operations practices that improve forecast accuracy, accelerate deal progression, and create a reliable source of truth for leadership. ### **Requirements** - 7+ years of experience in revenue operations, sales operations, business operations, or a related field, ideally within GovTech or another complex B2B technology environment. - Hands-on experience administering HubSpot, particularly Sales Hub and Operations Hub, including workflow automation, custom objects, reporting, and CRM data management. - Demonstrated success establishing and scaling sales processes within high-growth organizations with long and complex multi-stakeholder sales cycles. - Strong experience building pipeline models, forecasts, dashboards, and analytics that support executive and commercial decision-making. - Experience with deal desk operations, CPQ processes, pricing structures, discounting, and approval workflows. - Familiarity with structured sales qualification methodologies such as MEDDPICC and the ability to operationalize them effectively within a CRM. - Strong understanding of go-to-market processes spanning sales, marketing, solutions architecture, customer success, finance, legal, and product. - Excellent cross-functional communication and stakeholder management skills, with the ability to influence teams and drive process adoption without relying on formal authority. - Strong analytical, organizational, problem-solving, and process-design capabilities. - Self-directed and comfortable operating in a remote-first, low-hierarchy environment with significant ownership and autonomy. - Experience in defense technology, GovTech, or selling to the U.S. Department of Defense is highly desirable. - Working knowledge of government procurement processes, including competitive solicitations, contract vehicles, Federal Acquisition Regulation, and Defense Federal Acquisition Regulation Supplement requirements. - Exposure to product-led and open-source go-to-market models is a plus. - Experience supporting both direct and channel or partner sales motions. - Some exposure to solutions architecture or technical pre-sales environments. - Consulting or advisory experience in management consulting, go-to-market or revenue operations advisory, Big Four consulting, or boutique strategy firms is a strong advantage. - Ability to take ambiguous business challenges, create structure, align stakeholders, and drive solutions through implementation. - Must be authorized to work lawfully in the United States; certain federal contract requirements may require U.S. citizenship or specific eligibility conditions. - Ability to obtain and maintain required government security credentials or clearances where applicable. ### **Benefits** - Competitive compensation ranging from **$204,000–$276,000 USD**, with final compensation based on experience and other relevant factors. - Meaningful company equity through stock options. - Fully paid medical, dental, and vision insurance premiums. - Health Savings Account. - Company-provided life insurance. - Disability insurance. - 401(k) retirement plan. - Home office budget. - Flexible Time Off for full-time employees. - Federal holidays, plus an additional week for Thanksgiving and two weeks covering Christmas and New Year’s. - Paid parental leave. - Reimbursement for approved training and professional subscriptions. - Conference opportunities, including travel, lodging, and registration fees. - Opportunity to lead revenue operations across complex technology and government-focused sales cycles. - Regular collaboration with sales, solutions architecture, finance, legal, product, and executive leadership. - Travel approximately **4–12 times per year** for sales training and participation activities.