Director of Revenue Operations

Director of Revenue Operations

As the Director of Revenue Operations, you'll report to the VP of Growth and own the operational and technological backbone of AxisCare's revenue engine. You'll be equal parts operator, architect, and advisor—designing scalable systems, building an intentional RevOps team, optimizing our revenue processes, and leveraging AI and automation to drive rep productivity and forecast accuracy.

You'll lead a team of GoToMarket Engineer and Sales Operations Rep(s) to maintain pipeline integrity, forecasting accuracy, CRM discipline, sales process standardization, and cross-functional alignment. Your job is to build the systems and culture that let AxisCare scale revenue predictably.

This is not a hands-off leadership role. You'll be in HubSpot building workflows, analyzing Gong AI call insights to improve coaching, designing comp plans, and solving operational problems that block revenue. You'll think like an operator and architect simultaneously.

We're building a revenue operations function that uses AI and automation as core levers for growth, not as afterthoughts. You'll need to stay current on HubSpot AI, Gong intelligence, and emerging RevOps tools. You'll report to the VP of Growth, but your impact stretches across Marketing, Customer Success, and Finance. Your team will be small but intentional - people hired specifically to complement your strengths. If you want to build scalable, AI-forward RevOps while staying connected to the frontline sales challenges, this is the role.

Key Responsibilities

• Design and implement scalable sales systems across HubSpot, Gong, Aircall, and related GTM tools. Build documented processes for lead-to-close motion across all segments. Ensure consistency and reduce 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.
• Build and maintain territory models, quota structures, and compensation plans. Design systems that drive desired rep behaviors and align incentives with revenue goals.
• Own pipeline coverage modeling. Target 3-4x pipeline coverage by segment and market. Track stage-to-stage conversion rates and identify funnel friction.
• Monitor deal velocity, quality, and forecast hygiene. Identify process or capability gaps that slow progression. Collaborate with Sales on improvements.
• Validate pipeline entries and maintain data quality. Ensure CRM discipline across the team. Drive consistent stage movement and accurate forecasting.
• 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 like HubSpot custom properties, Gong call scoring, Aircall integration, automation. Stay current on AI capabilities and drive adoption across the team.
• Drive automation initiatives that eliminate rote admin work, let reps focus on selling, and improve data quality. Use technology to scale without adding headcount.
• 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.
• 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.