Director of Revenue Operations & Strategy

Accountabilities:: Lead revenue strategy and planning: Drive annual and quarterly planning across Sales, Marketing, and Customer Success, including territory design, quota methodology, capacity planning, and market segmentation. Guide resource allocation: Build data-driven models that connect headcount and investment decisions to revenue targets, providing actionable recommendations to senior leadership. Own HubSpot end to end: Serve as the primary owner of HubSpot, overseeing administration, architecture, workflow automation, lifecycle stages, lead scoring, deal pipelines, reporting, data hygiene, and the broader CRM experience. Manage the revenue technology ecosystem: Oversee marketing automation, sales engagement, CPQ, revenue intelligence, and related systems, ensuring clean data flows, effective integration, and the elimination of redundant technologies. Deploy AI-powered revenue solutions: Evaluate, implement, and optimize AI tools that can improve forecasting, lead scoring, pipeline analysis, automation, and other revenue operations workflows. Build accurate forecasts and analytics: Develop and maintain revenue forecasts with a target of keeping variance below 10% compared with actual results. Develop executive reporting: Create executive- and board-level dashboards, pipeline health scoring, predictive analytics, and reporting frameworks that provide clear visibility into revenue performance and opportunities. Maintain data quality: Establish and enforce standards that ensure revenue data remains accurate, consistent, actionable, and trusted across the organization. Optimize the lead-to-cash process: Design and continuously improve workflows across the full revenue lifecycle, establish clear handoff protocols between Marketing, Sales, and Customer Success, and manage deal desk operations across multiple business units. Strengthen cross-functional alignment: Act as the operational connective tissue between GTM leaders, translating strategic priorities into execution while turning operational insights into clear recommendations for executive decision-making. Establish a shared operating cadence: Build recurring pipeline and revenue reviews across Sales, Marketing, and Customer Success, ensuring leaders remain aligned on priorities, forecasts, performance, and shared accountability. Drive measurable operational improvements: Establish repeatable processes for territories, quotas, capacity planning, forecasting, handoffs, and revenue reporting, with clear metrics and accountability. Deliver first-year outcomes: Establish HubSpot as a clean, well-architected, trusted source of truth; achieve forecast variance within 10% of actuals; eliminate revenue leakage between GTM functions; and implement a repeatable annual planning process. Requirements Revenue operations experience: 7+ years of experience in revenue operations, sales operations, or go-to-market strategy, including experience leading a function or team; B2B SaaS experience is preferred. HubSpot expertise: Deep, hands-on, administrator-level HubSpot experience, with certifications considered a plus; experience migrating to or scaling HubSpot is highly valued. Revenue technology knowledge: Strong understanding of marketing automation, sales engagement, CPQ, revenue intelligence, CRM architecture, workflow automation, and related revenue technology. Analytical capabilities: Strong analytical depth and fluency with BI tools, SQL, and/or AI-enabled analytics, with the ability to transform complex or imperfect data into clear narratives and actionable recommendations. Forecasting and planning: Demonstrated experience developing revenue forecasts, pipeline analytics, executive reporting, territory planning, quota methodologies, capacity models, and resource allocation frameworks. AI fluency: Hands-on experience evaluating and deploying AI tools within a revenue operations, sales operations, or broader business operations function. Strategic and operational range: Ability to move between high-level strategy and hands-on execution, owning both the operating vision and the practical implementation. Process optimization: Experience designing and improving lead-to-cash processes, cross-functional handoffs, operating cadences, and revenue workflows. Leadership and influence: Strong cross-functional communication skills and the ability to influence senior stakeholders using data, analysis, and well-structured recommendations. Business judgment: Ability to connect operational metrics and technology decisions to broader revenue objectives, resource allocation, customer lifecycle performance, and business growth. Ownership mindset: Comfortable taking full ownership of complex initiatives, identifying gaps proactively, and building scalable systems and processes in a fast-moving environment. Work authorization: Candidates must meet applicable U.S. work authorization requirements; visa sponsorship is not available for this position. Benefits Remote Work: Remote position within the United States. Strategic Leadership Scope: Opportunity to own the revenue operations and strategy function across Sales, Marketing, and Customer Success. Technology Ownership: End-to-end ownership of HubSpot and the broader revenue technology ecosystem. AI Innovation: Direct opportunity to evaluate and deploy AI-powered tools across forecasting, lead scoring, pipeline analysis, automation, and revenue operations. Executive Visibility: Build dashboards, forecasts, and recommendations that directly support executive and board-level decision-making. Cross-Functional Influence: Work closely with senior GTM leaders and shape the operating rhythm, processes, and accountability of the revenue organization. High-Impact Environment: Directly influence forecast accuracy, revenue efficiency, planning, customer lifecycle processes, and the organization’s ability to scale. Professional Growth: Broad strategic and operational exposure across revenue strategy, analytics, technology, AI, and go-to-market execution.