Head of Revenue Operations

About the Role

We’re looking for a senior, cross-functional rev ops leader. This role will work closely with the VP of Finance & Ops and CRO to define and execute our go-to-market (GTM) strategy, aligning sales, marketing, finance, and customer success to drive growth & efficiency. You’ll own the systems, data, and operating rhythm that make our GTM engine predictable, fast, and scalable.

Responsibilities

GTM Strategy Partnership

• Be a strategic partner to the CRO on go-to-market strategy: ICP definition, segmentation, territory design, coverage model
• Own the GTM planning process — quota setting, capacity planning, headcount modeling — in partnership with the CRO and Finance
• Run QBRs and operating reviews; bring the data and the point of view, not just the slides

Revenue Architecture & Systems

• Own and evolve the full AI native RevOps tech stack
• Build the operational plumbing for quote-to-cash: pricing, contracting, order management, invoicing, and revenue recognition hand-offs to finance
• Agentify and automate repeatable workflows — lead routing, pipeline hygiene, renewals, commissions — so the team spends time on decisions, not process

Marketing Operations

• Own the marketing ops layer end-to-end: lead lifecycle, scoring, routing, attribution, and campaign performance tracking
• Ensure clean alignment between marketing and sales on pipeline definitions, SLAs, and hand-off quality
• Partner with marketing on tool consolidation and stack rationalization across the demand gen and dev rel motions

Forecast, Pipeline & GTM Insights

• Own pipeline forecasting and revenue reporting end-to-end; run the weekly forecast call and own the numbers going to Finance and Exec leadership
• Build funnel diagnostics and velocity analytics: where deals stall, where we win, where CPM pricing creates or kills deals
• Surface insights that drive action 

Data & Analytics

• Own the GTM data layer: data model, definitions, hygiene, and single source of truth across sales, marketing, and Finance
• Build and maintain the reporting infrastructure that powers exec-level visibility, board decks, and day-to-day rep performance
• Evaluate and implement AI-powered tools to improve forecasting accuracy, pipeline analysis, and rep productivity
• Define and enforce data governance standards so the CRM and downstream systems stay trustworthy at scale

Sales Compensation & Incentives

• Design and administer comp plans that align rep incentives to ARR, ASP, and product mix goals

Cross-Functional Glue

• Be the connective tissue between sales, marketing, CS, finance, and legal
• Partner with finance on ARR tracking, churn, expansion, and rev rec
• Work with legal on contract operations and non-standard deal structures
• Support complex enterprise and API pricing deals operationally 

Qualifications

• 7–10 years in revenue operations, GTM strategy, or sales operations — at least 3–4 in a leadership role
• Experience at a high-growth B2B SaaS or API/developer infrastructure company; bonus if you’ve worked in AI, search, or usage-based pricing models
• You’ve owned HubSpot (or comparable CRM) end-to-end, not just administered it — you’ve architected it
• Hands-on marketing ops experience: lead lifecycle, attribution modeling, and campaign analytics
• Strong data fundamentals: you can build a clean data model, define revenue metrics from scratch, and make a CRM trustworthy
• Comfortable with CPM or consumption-based pricing mechanics and the deal complexity that comes with it
• Analytically strong: you build the model, find the signal, and tell the story to a CFO or board without needing a translator