Revenue Operations Lead

Forecasting & Pipeline

• Design and lead a rigorous weekly forecast process built on real data — stage definitions that mean something, deal hygiene standards that hold, and coverage analysis that drives decisions
• Build pipeline reporting that gives leadership a clear, current, and honest view of deal health across the full commercial portfolio
• Proactively surface pipeline risks and opportunities early — not after the quarter is over
• Identify patterns in pipeline data and accelerate variance analysis to sharpen forecast accuracy over time

GTM Process & Playbooks

• Assess current GTM processes across the full sales cycle and drive targeted improvements that increase speed, consistency, and conversion
• Define and operationalize stage entry/exit criteria, cross-functional handoff protocols, and deal desk processes calibrated for complex enterprise transactions
• Partner with Sales, Marketing, CS, and Implementation to ensure process design reflects operational reality — and that it gets followed
• Accelerate playbook development and surface process gaps that manual review would miss

Reporting & Analytics

• Optimize reporting through AI toolsets to reduce time-to-insight and free capacity for higher-order analysis
• Own the commercial reporting layer — pipeline by stage, velocity metrics, win/loss analysis, rep-level performance — and keep it grounded in accurate data
• Translate analytics into clear, decision-ready insights for the Head of Commercial Sales and executive leadership
• Build dashboards in HubSpot and Excel that people actually use to run the business

HubSpot Administration

• Own pipeline configuration, lifecycle stages, automation workflows, and data model integrity in HubSpot
• Proactively identify and close tooling gaps — recommend additions to the GTM stack when the operational case is clear

Requirements

• 5+ years in a Revenue Operations, Sales Operations, or GTM Operations role — ideally in B2B SaaS
• Direct experience supporting enterprise or complex deal cycles requiring multi-stakeholder coordination and longer sales motions
• A track record of taking ownership of GTM operations end-to-end
• Strong HubSpot proficiency across pipeline management, workflow automation, and reporting
• Fluency in AI tools, used as regular practice, not novelty, and with a clear point of view on where they create real leverage in a RevOps context
• Experience with deal desk design, multi-stakeholder deal processes, or contract review workflows
• Advanced Excel skills for analysis, modeling, and reporting
• Operates well as a team of one — thinks strategically, executes hands-on, and holds a high bar for the work regardless of the level of oversight
• Communicates directly and early — surfaces issues when they can still be acted on, not after the fact

Nice to Have

• Experience in compensation plan administration or quota modeling