Director RevOps (SMSO046)

About this role

<h1><strong>Role Description</strong></h1> <p>Defense Unicorns gets mission-critical software to the warfighter faster and more securely. Revenue Operations is what keeps the go-to-market team moving at that speed without losing track of the details.</p> <p>As Director of Revenue Operations, you own the systems, data, and processes our sales, solutions architecture, and customer success teams rely on every day. This is a hands-on role, not a reporting desk. You will sit close to revenue leadership and the deals themselves, from first pipeline through close, renewal, and expansion, and you will bring order to a fast-growing environment without getting in its way.</p> <h1><strong>Responsibilities</strong></h1> <h2><strong>CRM and Revenue Systems</strong></h2> <ul> <li>Own HubSpot as primary administrator: data integrity, pipeline hygiene, and adoption across the go-to-market team.</li> <li>Maintain the deal pipelines (Direct Opportunities, Competitive Solicitations, Renewals) with consistent stages, required fields, and automation.</li> <li>Manage integrations between HubSpot and the tools around it (Slack, Google Workspace, Notion, LinkedIn Sales Navigator, and others).</li> <li>Keep deal data clean and usable: naming conventions, MEDDPICC qualification fields (Metrics, Economic Buyer, Decision Criteria, Decision Process, Paper Process, Identify Pain, Champion, Competition), D&F dates, DRB data, product feature tags, and ARR calculations.</li> </ul> <h2><strong>Pipeline Analytics and Forecasting</strong></h2> <ul> <li>Run the quarterly forecast process between sellers and revenue leadership, and surface where coverage is thin and where the upside is.</li> <li>Maintain forecast models built on pipeline stage, PWIN, deal velocity, and past conversion rates.</li> <li>Give leadership the analytics they need at the deal and portfolio level: coverage ratios, pipeline aging, and win/loss patterns.</li> <li>Flag pipeline and deal risk early, before it shows up in the number.</li> </ul> <h2><strong>Go-to-Market Process</strong></h2> <ul> <li>Work with sales and solutions architecture leadership to document and sharpen the sales process, from qualified opportunity through Focused Discovery, Deal Review Board (DRB), scoping, proposal, and close.</li> <li>Set up lead routing, territory and account assignment, and clean handoffs between sales and marketing.</li> <li>Run the cadence for pipeline reviews, QBRs, and annual planning.</li> <li>Support competitive solicitations: opportunity tracking, bid/no-bid analysis, and capture management.</li> </ul> <h2><strong>Quoting, Pricing, and Revenue Tracking</strong></h2> <ul> <li>Run deal desk operations covering pricing, discounting, contract structure, and approvals.</li> <li>Maintain SKU-level pricing across UDS Premium, Application Licenses, Edge Node Licenses, Software Factory, SRE Operations, PaaS, and training and services.</li> <li>Work with Finance on bookings recognition, ARR tracking, and revenue reporting.</li> </ul> <h2><strong>Enablement and Adoption</strong></h2> <ul> <li>Improve CRM adoption and data quality through training, clear documentation, and follow-through.</li> <li>Build the playbooks, templates, and automation that take busywork off sellers and solution architects.</li> <li>Get new revenue team members up to speed on the systems and the process.</li> </ul> <h1><strong>What Success Looks Like</strong></h1> <ul> <li>Leadership trusts the pipeline and forecast numbers in weekly Huddles and QBRs because there is one place to find them.</li> <li>The sales team follows one documented process, and so does solutions architecture.</li> <li>The forecast lands within an agreed tolerance quarter after quarter, with risk flagged early.</li> <li>Deals move from quote to close faster, without cutting corners on approvals.</li> </ul> <h1><strong>Preferred Experience and Qualifications</strong></h1> <ul> <li>7+ years in revenue operations, sales operations, or business operations, ideally in GovTech.</li> <li>Hands-on HubSpot experience (Sales Hub, Operations Hub), including workflow automation, custom objects, and reporting.</li> <li>Track record of standing up sales processes in high-growth companies with long, multi-stakeholder deal cycles.</li> <li>Comfortable building pipeline models, forecasts, and the dashboards leadership actually reads.</li> <li>Deal desk or CPQ experience, including pricing and approval workflows.</li> <li>Familiarity with a structured qualification methodology like MEDDPICC, and the discipline to make it stick in the CRM.</li> <li>Strong cross-functional communicator who works well with sales, finance, legal, and product.</li> <li>Self-directed, and at home in a remote-first company with little hierarchy.</li> <li>Background in defense technology, GovTech, or selling to the U.S. Department of Defense.</li> <li>Working knowledge of government procurement (competitive solicitations, contract vehicles, FAR/DFARS).</li> <li>Exposure to product-led and open-source go-to-market models.</li> <li>Experience across both direct and channel/partner sales.</li> <li>Some exposure to solutions architecture or technical pre-sales.</li> <li>A consulting or advisory background (management consulting,…