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.

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