Director of Revenue Operations

Accountabilities:: Establish a data-driven revenue operating cadence that gives leadership clear visibility into upcoming revenue performance and the levers available to influence results. Translate business objectives into revenue targets, capacity models, headcount plans, and measurable operational priorities. Identify high-impact opportunities across acquisition, conversion, expansion, and net revenue retention. Partner with Product and Finance to align pricing and packaging with customer lifetime value and market penetration objectives. Collaborate with Marketing and Sales to develop and maintain automation supporting outbound demand-generation motions. Own the revenue forecasting process in partnership with Finance, including improvements to Customer Experience forecasting accuracy. Develop and monitor comprehensive revenue KPIs, identifying risks and opportunities before they materially affect business performance. Establish accountability frameworks across GTM teams using conversion metrics and activity data to clarify the actions required to achieve targets. Provide data-driven guidance in executive discussions, maintaining high standards for data integrity and clearly communicating business implications. Own quarterly business review materials and ensure the accuracy, consistency, and relevance of the data presented. Standardize definitions, service-level agreements, processes, and shared accountability frameworks across GTM functions. Oversee lead qualification, deal attribution, SKU management, pipeline hygiene, and processes supporting a smooth customer journey. Provide strategic oversight of the HubSpot ecosystem and ensure the CRM environment remains scalable and effective for a growing B2B SaaS organization. Set CRM architecture direction and work with technical resources and external consultants to evaluate targeted improvements or broader system changes. Guide the development of an AI-enabled revenue technology stack, including automation for CRM hygiene, lead routing, predictive workflows, and administrative tasks. Establish rigorous data-quality standards and maintain a reliable single source of truth for revenue reporting. Design and document end-to-end processes that reduce friction between Sales, Marketing, and Customer Success. Directly manage and mentor the RevOps Analyst, providing technical guidance, clear ownership, and appropriate escalation paths. Build and develop a high-performing RevOps function that can scale with the organization. Requirements: 7+ years of experience in high-growth Revenue Operations, GTM Strategy, Sales Operations, or a related field, including previous people-management experience. Significant B2B SaaS experience with a strong understanding of revenue operations and scalable CRM environments. Expert knowledge of B2B SaaS metrics, including ARR, LTV/CAC, churn, pipeline velocity, and incentive design. Demonstrated ability to influence C-suite and board-level decisions through data-driven insights and compelling business analysis. Proven experience designing or piloting AI-driven workflows, including agentic automation, predictive lead scoring, or AI-assisted CRM management. Strong familiarity with CRM ecosystems, with HubSpot experience strongly preferred, and the ability to make high-level architectural decisions without needing to be the primary hands-on builder. Strong understanding of revenue technology, automation, data governance, and CRM architecture. Excellent executive presence, with the confidence to defend data integrity, challenge assumptions, and communicate complex information clearly to non-technical stakeholders. Strategic and outcome-oriented mindset, with the ability to connect operational initiatives to broader business objectives. Strong ability to lead through influence rather than authority and build alignment across Sales, Marketing, Customer Experience, Finance, and Product. Pragmatic and tool-agnostic approach, with a focus on business outcomes, data quality, and ensuring technology supports the overall revenue strategy. Comfortable operating in a fast-paced, ambiguous environment and making timely, informed decisions. Ability to live and work full-time in Canada or the United States. Benefits: Remote-first working environment with flexibility to work remotely in Canada or the United States. Minimum of 3 weeks of vacation. 5 sick days and 6 personal/flex days. Company-wide winter holiday shutdown. Health, dental, and vision coverage. Long-term disability coverage. Health Spending Account (HSA). Flexible parental leave benefits, including top-ups. Dedicated work-from-home allowance. Trust- and autonomy-focused working environment. Opportunity to work in a fast-paced B2B SaaS environment with broad strategic responsibility.