Director of Revenue Operations

About ShipIn ShipIn Systems is redefining how the maritime industry understands, manages, and reduces operational risk. Our AI-powered visual fleet intelligence platform connects onboard video with shore-based teams, turning everyday vessel operations into actionable insight that helps prevent incidents before they accelerate. We work with many of the world’s leading shipowners and operators to bring greater visibility, accountability, and learning into daily operations at sea. The result is safer crews, stronger performance, and smarter decision‑making across global fleets. If you’re drawn to complex, real‑world industries and want to build technology that changes behavior and improves safety at scale, join us. About the role We’re looking for our first Revenue Operations Director to build and own the RevOps function from the ground up. The role includes managing a global team, reporting directly to the CRO, and serving as a strategic partner to the GTM leadership team. This role is ideal for someone who enjoys creating structure, driving cross‑functional alignment, and building the operational foundation that enables the business to scale. Key Responsibilities Team Growth & Leadership Scale and grow our existing global Revenue Operations team as the company expands Manage, mentor, and develop team members, including goal setting and performance management Establish clear priorities, operating rhythms, and accountability frameworks for the team while ensuring consistent execution across regions and functions Revenue process & pipeline Define and govern pipeline stages, qualification criteria, and coverage thresholds Own the full SDR-to-AM handoff process Lead pipeline reviews and forecast meetings Drive territory design, account assignment, and capacity planning Analytics & forecasting Own weekly, monthly, and quarterly revenue forecasting Build and maintain board and investor reporting Track key revenue metrics including ARR, NRR, retention, expansion, and deal velocity Produce QBRs and leadership reporting materials Enablement & playbooks Develop and iterate land‑and‑expand playbooks for AEs and AMs Own competitive battlecards and objection handling frameworks Design and run GTM onboarding programs for new hires Partner with the CRO on GTM messaging and ICP definition Compensation design Architect comp plans, quota models, and SPIFF structures Own quota attainment tracking and reporting Model compensation scenarios as the organization scales AI & automation strategy Define the AI tooling roadmap for the GTM team Lead automation initiatives across GTM systems (including HubSpot) Deploy AI‑assisted forecasting, pipeline intelligence, and rep hygiene workflows Qualifications Must‑haves 5–8 years of RevOps experience in B2B SaaS startups in a hyper‑growth stage (e.g., $5M–$50M ARR) Prior team management experience Proven ownership of revenue forecasting, with experience presenting to boards or investors Experience building sales playbooks from scratch HubSpot power user, with ability to build complex workflows, custom properties, and reporting independently Experience designing or significantly contributing to comp plans and quota models AI‑native, with active use of AI tools in daily workflows and a strategic view on RevOps automation Experience operating in small, high‑ownership teams, balancing strategy and execution Bonus qualifications First or second RevOps hire at a scaling company Familiarity with maritime, logistics, or industrial SaaS Experience with Planhat or similar CS platforms Experience with global sales motions across multiple regions #J-18808-Ljbffr