Director of Revenue Operations

Job Description - Director of Revenue Operations

Reports To: VP of Growth

Department: Sales
Location: Remote

Position Type: Full-Time

Position Summary

The Director of Revenue Operations reports to the VP of Growth and is responsible for the operational and technological foundation of AxisCare's revenue organization. This role combines operational leadership, systems architecture, and strategic advisory responsibilities by designing scalable systems, building an intentional RevOps team, optimizing revenue processes, and leveraging AI and automation to improve sales productivity and forecast accuracy.


This leader will manage a team of Go-To-Market Engineers and Sales Operations Representatives responsible for maintaining pipeline integrity, forecasting accuracy, CRM discipline, sales process standardization, and cross-functional alignment. The role is accountable for building the systems and operating culture that enable AxisCare to scale revenue predictably.


This is an engaged, hands-on leadership role. The Director will build HubSpot workflows, analyze Gong AI call insights to strengthen coaching, design compensation plans, and resolve operational challenges that may impede revenue growth. Success requires both operational execution and systems-level thinking.


AxisCare is building a revenue operations function that uses AI and automation as core growth levers. The Director must remain current on HubSpot AI, Gong intelligence, and emerging RevOps tools. While this role reports to the VP of Growth, its impact extends across Marketing, Customer Success, and Finance. The team will be intentionally structured to complement the Director's strengths and support scalable, AI-forward revenue operations while remaining closely connected to frontline sales needs.


Key Responsibilities

Systems & Process Architecture

• Design and implement scalable sales systems across HubSpot, Gong, Aircall, and related GTM tools. Develop documented processes for the lead-to-close motion across all segments, ensuring consistency and reducing friction.
• Standardize sales process, stage definitions, and deal criteria. Create clear playbooks and documentation that align the team.
• Support enablement by connecting process to training.

Pipeline Health & Funnel Optimization

• Own pipeline coverage modeling. Target 3-4x pipeline coverage by segment and market. Track stage-to-stage conversion rates and identify funnel friction. Validate pipeline entries and maintain data quality. Ensure CRM discipline across the team. Drive consistent stage movement and accurate forecasting.
• Monitor deal velocity, quality, and forecast hygiene.
• Identify process or capability gaps that slow progression. Collaborate with Sales on improvements.

AI & Tool Enablement

• Lead adoption of AI-driven insights and workflows (Gong AI, HubSpot AI, etc.) to improve call performance, rep efficiency, and forecast accuracy. Build workflows that reduce manual work.
• Implement and optimize GTM tools, including HubSpot custom properties, Gong call scoring, Aircall integrations, and automation.
• Remain current on AI capabilities and drive effective adoption across the team.

Forecasting & Analytics

• Build reliable, real-time dashboards that surface pipeline health, conversion rates, forecast accuracy, and performance by segment. Ensure visibility for Sales leadership and Finance.
• Lead weekly and monthly forecasting processes with Sales. Provide detailed revenue reporting aligned with Finance and executive needs.
• Track priority KPIs: pipeline coverage ratio, stage-to-stage conversion, sales cycle length, forecast accuracy, rep productivity, and revenue attainment by segment.

Team Leadership & Cross-Functional Alignment

• Build and lead an intentional RevOps team: GoToMarket Engineer and Sales Operations Rep(s). Develop team members with clear goals, coaching, and accountability.
• Create seamless handoffs with Marketing Ops and Customer Success. Align on shared data definitions, SLAs, and goals. Partner with Finance on revenue tracking and board reporting.
• Build strategic hiring plan for RevOps function aligned with company growth. Forecast future headcount, tool budgets, and resource needs. Secure investment to scale effectively.

What We're Looking For (Minimum Qualifications)

• 7+ years revenue/sales operations experience. 3+ years in a leadership role managing RevOps strategy and execution.
• Track record in $50M+ revenue companies. SaaS experience strongly preferred.
• Advanced HubSpot skills (custom properties, workflows, reporting, automation). Hands-on ability to build complex configs without friction.
• Forward-leaning on AI: Familiar with Gong AI, HubSpot AI, and how AI-driven insights improve sales execution. Excited about automation and AI adoption.
• Strong analytical skills. Comfortable with data modeling, funnel analysis, and translating metrics into strategy.
• Sales compensation design experience. You understand quota mechanics, commission structures, and behavior alignment.
• Excellent communicator. You explain operational strategy to executives, coach your team, and influence without authority.
• Process-minded and detail-oriented. You own projects end-to-end. You sweat the details on critical financial processes.
• Team builder. You've recruited, developed, and scaled operations functions. You build strong culture and retain talent.
• Cross-functional collaborator. You build relationships and drive alignment across Sales, Marketing, CS, and Finance without direct authority.

What We'd Be Excited to Find (Preferred Qualifications)

• Healthcare tech, home care, or adjacent vertical experience.
• Experience with Gong, Aircall, or similar AI-native sales tools.
• Salesforce, Tableau, Looker, or advanced analytics experience.
• PE-backed company experience. You understand board KPIs, financial reporting, and operating metrics.
• Prior Sales or Sales Ops leadership. You understand frontline challenges and rep workflows.

KPI's

• Pipeline Coverage: 3-4x coverage ratio by segment, consistently maintained
• Forecast Accuracy: <5% monthly variance to actual
• Funnel Health:
  Stage-to-stage conversion improving QoQ. Deal velocity increasing.
• CRM Quality:
  95%+ data completeness. 100% usage compliance.
• Revenue Attainment: Sales team hits 100%+ of quota across segments
• AI Adoption: Gong AI insights driving coaching improvement. HubSpot automation reducing rep admin.
• Cross-Functional: Marketing-Sales alignment on leads and SLAs. Marketing/Sales/CS operating as unified revenue engine.
• Team: Direct reports ramped and productive. High retention. Clear evidence of team development.
• Scaling:
  Company scales with confidence because RevOps is proactively removing roadblocks and driving alignment.

Working Conditions

• Manual dexterity required to use desktop computer and peripherals.
• Utilization of software and email to perform job functions.
• Will need to conduct camera-on videoconferencing for customer calls.

Compensation and Benefits

• Competitive salary and comprehensive benefits package.
• Medical insurance premiums are covered in full for the employee (Medical, Dental and Vision)
• 401K.
  with competitive company matching.
• Personal time off, sick leave, and holidays.
• Company will provide laptop and other needed computer equipment.

About AxisCare
According to Pew Research, roughly 10,000 baby boomers turn 65 every day, and the American Society on Aging calculated that an American has a 70% chance of needing help with activities of daily living such as dressing, bathing, hygiene, etc. This has led to an unprecedented increase in Home Care agencies in the U.S. and abroad who strive to help those who have difficulty helping themselves, specifically offering non-medical (also referred to as non-skilled) services to seniors in their homes.


AxisCare was started in 2011 by industry leaders to help meet the demand for a more userfriendly and mobile-compatible solution. Our product is a web-based management platform that helps agencies manage CRM and marketing, Caregiver/Client scheduling, billing, payroll and much more. Headquartered in Waco, TX, AxisCare has clients in all 50 states as well as 7 other countries. We are a fast-growing company seeking high-performing individuals looking for a fast-paced, autonomous working environment.