Director of Revenue Operations & Strategy

This position is listed on behalf of a partner company, who manages all applications and next steps. Our partner is looking for a Director of Revenue Operations & Strategy based in United States. As Director of Revenue Operations & Strategy, you will build and lead the systems, data, and processes that connect Sales, Marketing, and Customer Success into a predictable, scalable revenue engine. This is a strategic leadership role with ownership across revenue planning, technology, analytics, forecasting, process optimization, and cross-functional execution. You’ll serve as the operational bridge between go-to-market leaders and executive leadership, translating strategy into measurable execution. A major part of the role is owning HubSpot as the core revenue platform and ensuring the broader revenue technology stack operates as an integrated system. You’ll also evaluate and deploy AI-powered solutions to improve forecasting, lead scoring, pipeline analysis, automation, and operational efficiency. Success will be measured through data quality, forecast accuracy, aligned GTM processes, and the ability to turn revenue insights into better business decisions. Accountabilities: - Lead revenue strategy and planning: Drive annual and quarterly planning across Sales, Marketing, and Customer Success, including territory design, quota methodology, capacity planning, and market segmentation. - Guide resource allocation: Build data-driven models that connect headcount and investment decisions to revenue targets, providing actionable recommendations to senior leadership. - Own HubSpot end to end: Serve as the primary owner of HubSpot, overseeing administration, architecture, workflow automation, lifecycle stages, lead scoring, deal pipelines, reporting, data hygiene, and the broader CRM experience.

- Manage the revenue technology ecosystem: Oversee marketing automation, sales engagement, CPQ, revenue intelligence, and related systems, ensuring clean data flows, effective integration, and the elimination of redundant technologies. - Deploy AI-powered revenue solutions: Evaluate, implement, and optimize AI tools that can improve forecasting, lead scoring, pipeline analysis, automation, and other revenue operations workflows. - Build accurate forecasts and analytics: Develop and maintain revenue forecasts with a target of keeping variance below 10% compared with actual results. - Develop executive reporting: Create executive- and board-level dashboards, pipeline health scoring, predictive analytics, and reporting frameworks that provide clear visibility into revenue performance and opportunities. - Maintain data quality: Establish and enforce standards that ensure revenue data remains accurate, consistent, actionable, and trusted across the organization. - Optimize the lead-to-cash process: Design and continuously improve workflows across the full revenue lifecycle, establish clear handoff protocols between Marketing, Sales, and Customer Success, and manage deal desk operations across multiple business units. - Strengthen cross-functional alignment: Act as the operational connective tissue between GTM leaders, translating strategic priorities into execution while turning operational insights into clear recommendations for executive decision-making. - Establish a shared operating cadence: Build recurring pipeline and revenue reviews across Sales, Marketing, and Customer Success, ensuring leaders remain aligned on priorities, forecasts, performance, and shared accountability. - Drive measurable operational improvements: Establish repeatable processes for territories, quotas, capacity planning, forecasting, handoffs, and revenue reporting, with clear metrics and accountability. - Deliver first-year outcomes: Establish HubSpot as a clean, well-architected, trusted source of truth; achieve forecast variance within 10% of actuals; eliminate revenue leakage between GTM functions; and implement a repeatable annual planning process.