Director of Revenue Operations

Revenue Architecture & Forecasting:

• Own the integrated GTM plan, quota models, and annual budgeting process in close partnership with the VP, Finance.
• Build and maintain board-level forecasting for Subscription, Payments, and Add-On products, tying marketing pipeline and churn drivers to ARR.
• Deliver blended revenue forecasts with ≤±5% variance and produce scenario-based models that inform decisions to scale toward 2–3x current ARR.

Tech Stack & Data Operations:

• Audit the full revenue tech stack (HubSpot, marketing-automation, payments platform, product analytics, BI) and maintain a rolling optimization roadmap.
• Automate lead-to-cash, renewal, and expansion workflows; own data cleanliness, attribution logic, and compensation engines.
• Rationalize GTM tool spend and lead consolidation initiatives that reduce cost without sacrificing capability.

Funnel & Pipeline Management:

• Map and instrument the PLG → sales-assist → expansion funnel; create common definitions, SLAs, and stage-conversion dashboards.
• Stand up and maintain PQL scoring models, routing highest-intent signals to SDRs with a PQL → SDR SLA of under 5 minutes.
• Drive MQL → SQL and SQL → Closed-Won conversion rate improvements of ≥3 percentage points each year.