RevOps Director

Job description

## About Qualitate Qualitate is building the AI-native continuous intelligence platform for enterprises, investment firms, and asset managers. We automate the entire primary research workflow, from study design and expert recruitment through AI-moderated interviews and insight synthesis, replacing weeks of manual research with high output signal in hours. Primary research remains slow and transactional for everyone involved. Investment and corporate strategy teams spend hundreds of hours coordinating intermediaries, scheduling calls, and synthesizing fragmented insights. Experts face repetitive outreach, screener calls, schedule wrangling, and one-off engagements that offer them little control or lasting value. Qualitate transforms this experience with an AI-native expert network platform that gives participants the flexibility to contribute on their own time while enabling research at unprecedented scale. Qualitate’s AI Moderator conducts thousands of conversations with experts each month, capturing forward-looking purchasing plans, competitive displacement, and real-time ROI signals. Our continuous intelligence platform then turns these conversations into quantified, time-series outputs tracking over 10,000 public and private companies, queryable instantly in natural language. Our customers include some of the world's largest enterprises, hedge funds, PE firms, credit investors, and venture capital firms. ## The Role We’re hiring a revops leader to own our CRM, the data, the processes, and the reporting that the entire revenue org runs on. HubSpot is the backbone of our GTM motion, and you’ll be its owner and resident expert. We’ve built the foundation for revops, but you’ll come in to scale and optimize our CRM architecture, governance, and administration, end to end. As our sales team scales from 5 reps to 30+ over the next 18 months, you’ll build the processes to make that growth measurable, forecastable, and clean. This is a hands-on role. If you’re looking for a seat where you set strategy and hand execution to a team, this isn’t it. You’ll be configuring HubSpot on Monday and walking our CEO through pipeline risk on Tuesday. The team is small and the pace is fast. We need someone who can think clearly about what should exist, then go build it. You’ll partner closely with our sales and leadership team, and build the revenue operations function from the ground up. ## What You’ll Own - **HubSpot ownership.** Own our HubSpot instance end to end - object architecture, pipelines and stage definitions, properties, permissions, workflows, and integrations. Set the governance standards that keep it clean as the team scales. - **Forecasting and pipeline visibility.** Instrument the full funnel from first touch through renewal. Build the forecast model, define qualified pipeline and coverage ratios, and run the cadence our leadership and board rely on. - **Data quality and hygiene.** Define and enforce the data standards for the revenue org: deduplication, enrichment requirements, field hygiene, and audit cadences. Decision-quality data is the product of this role. - **Attribution and GTM investment.** Work closely with sales and marketing to build the attribution model: campaign/channel tracking and lead source hygiene. - **Process design and rep ramp.** Design the processes that carry a customer from lead to close to onboarding to renewal, with clean handoffs between sales, post-sales, and finance. Build the ramp and enablement infrastructure that gets new reps productive in under 90 days. - **Quota, comp, and territory.** Build quota, compensation, and territory mechanics as the sales team scales from 4 to 30 reps in the next 18 months. ## Who This Role Is For - **At least 5–8+ years in revenue operations or sales operations** at a high-growth B2B company. You’ve built the function early, ideally as the first RevOps hire supporting a scaling sales team. - **HubSpot expertise.** You’ve owned a HubSpot instance as the admin and architect, and you’ve built the pipelines, properties, and automations yourself. You know HubSpot’s reporting engine cold and have strong opinions about how to keep an instance clean. - **Analytically rigorous.** You can build a forecast model, turn raw funnel data into a clear narrative, and tell a CEO not just what the data says but what to do about it. You don’t wait for someone else to pull the data. - **Governance mindset.** You believe automation built on bad data scales your problems. You bring consistency, accuracy, and cross-team alignment before speed — and you make the case for it. - **Willing to challenge.** You have strong opinions about how RevOps should work and can back them up with data. - **AI fluency.** You already build with AI daily — agents, MCP, skill files — and you know how to turbocharge revops with AI. - **Energized by ambiguity.** You’re good at figuring out what should exist and then making it exist. You communicate proactively, flag problems early, and don’t need to be managed closely. ## What Sets You Apart - You built revenue operations from scratch at a startup. - You’ve led a HubSpot build-out, migration, or re-architecture. - You’ve partnered with a technical GTM or growth engineering function ## Compensation & Benefits - **Base salary:** $140K–$220K depending on experience. - **Bonus:** Cash bonus tied to individual and company performance - **Equity:** Meaningful early-stage grant with upside tied to company growth. - **Benefits:** Health coverage, flexible PTO, paid holidays. - **Location:** Full-time, in-person in New York City. ## What to Expect Working at Qualitate - **Excellence.** You'll be held accountable to an exceptionally high bar for quality and impact. - **High velocity.** Fast-paced work environment in terms of growth, decision making, and time to impact. - **High agency.** Ownership over how you work, not just what you work on. We hire people we trust to figure it out. - **Shared ambition.** A small, early team disrupting the multi-billion dollar market research industry with AI. - **Joy.** We work hard and genuinely enjoy working with each other. Dedication to our work is matched only by our passion for fostering an enjoyable, collaborative work environment.