Head of Sales & Business Operations

Orbital Copilot Revenue Operations ManagerWe're on a mission to make real estate transactions smarter, faster, and friction-free. Real estate is the world's largest asset class, yet the legal processes and tools behind it remain slow, manual, and underinvested. Lawyers must review dense documents line by line and piece together information across silos, all while clients demand faster, more transparent due diligence.Orbital Copilot is the AI assistant built exclusively for commercial real estate law. Developed with former practicing real estate lawyers, it accelerates complex due diligence by up to 70% while delivering legal-grade precision.We're trusted by leading firms like Goodwin and BCLP to remove the busywork so legal teams can focus on what they do best: applying sharp legal judgment, delivering standout client service, and getting deals over the line faster.Working at Orbital means joining a team that's reimagining how real estate transactions get done - moving fast, working collaboratively, and giving people the ownership to make a real impact from day one.Role OverviewYou'll be one of two Revenue Operations Managers scaling our GTM engine. You'll own the shared core (HubSpot, reporting, stack, process) alongside your counterpart, and go deeper on sales operations, partnering directly with Sales leadership on compensation, territory, AE enablement, and forecasting. This is the revenue generation seat in our RevOps function: you'll be measured on how predictably and efficiently Stage 1 pipeline converts to closed revenue, and how reliably existing customers renew and expand. We're looking for T-shaped generalists: you should be comfortable across the full GTM motion, but bring real depth in sales operations. We're an AI company selling AI to law firms, and we expect the GTM engine to be just as AI-native as the product. We want someone who treats AI as a structural lever for how RevOps gets done, not a side project. This role is ideal for someone who has lived inside a sales org, knows how to make AEs more productive, and wants to keep building depth in sales ops while staying connected to the full GTM picture.What You'll OwnGTM Systems & HubSpot AdministrationOwn and optimize the full GTM tech stack (HubSpot, Apollo, Jiminny, Clay, Nook, and others)Design, build, and maintain HubSpot workflows, automation, and routing logicProactively resolve system issues, inefficiencies, and data gapsIdentify, select, and onboard new AI-powered GTM tools as the company scalesReporting & AnalyticsDeliver accurate, consistent reporting across pipeline, funnel, bookings, conversion, and GTM performancePartner with stakeholders to define metrics, KPIs, and reporting requirementsTranslate data into actionable insights for Sales, Marketing, and LeadershipData Hygiene & Process DesignMaintain HubSpot as a clean, reliable source of truth across GTM teamsDesign scalable processes that grow with the businessDrive operational excellence across the revenue orgAI in the RevOps FunctionMake RevOps itself AI-native: rework data hygiene, reporting, and internal research workflows so the function operates at a higher leveragePartner with Sales, Marketing, and CS leadership to make their teams more AI-fluent, not just more AI-equippedGTM Compensation & PlanningSales compensation planning and administration, including quota and commission trackingPartner with Finance and Sales leadership to ensure compensation accuracy and transparencyModel and analyze compensation plan changesIdentify the drivers and incentives that shift AE behaviorAccount Executive SupportAct as a trusted operational partner to AEs by resolving CRM issues and improving workflowsSupport lead/account routing, pipeline hygiene, and opportunity managementProvide coaching and operational excellence to help AEs close deals fasterTerritory & Account ManagementSupport territory design and management, including account segmentation and assignmentPartner with Sales leadership on territory changes, coverage models, and capacity planningEnsure territories and account ownership are accurately reflected in HubSpotPipeline & ForecastingOwn pipeline hygiene standards and opportunity stage definitionsDeliver accurate forecasting and pipeline reporting to Sales leadershipAI in Sales OpsRedesign the day-to-day workflows that AE's run, embedding AI where it changes how the work gets doneDeploy and tune conversation intelligence (e.g. Jiminny, Gong) so that call data flows back into coaching, deal inspection, and pipeline reviewsUse AI to sharpen pipeline inspection and forecast accuracy: deal risk scoring, next-best-action prompts, automated hygiene checksBuild AI-assisted enablement that helps AEs prep, follow up, and progress deals fasterEvaluate AI for comp modelling, territory design, and quota analytics where it materially beats manual workRequirements5+ years of experience in Revenue Operations, Sales Operations, Marketing Operations, or Business Operations at a B2B SaaS companyComfortable operating across Sales, Marketing and Customer Success, willing to learn the side you're less deep inWhat Success Looks LikeHubSpot is trusted as a clean, reliable source of truth for the Sales orgSales leadership has clear, accurate pipeline and forecast reportingAEs spend less time on operational friction and more time sellingCompensation, territories, and account ownership are accurate and well-managedSales processes scale smoothly as the company growsBenefits & Compensation:Competitive salary rangeEquity options in a fast-growing startup25 days holiday plus bank holidaysFlexible working hours and locationPersonal development budget and learning opportunitiesFree lunch on Wednesdays and Deliveroo budget for late nightsCycle-to-work schemeSecurity is everyone's responsibility at Orbital. We ask all team members to follow our security policies, complete regular awareness training, and handle sensitive data with care in line with ISO 27001 standards. Reporting risks or incidents quickly helps us maintain the strong culture of security and compliance we all depend on.At Orbital, we're committed to building a diverse and inclusive team. We especially welcome applications from people who are traditionally underrepresented in tech. Pay is based on several factors, which may include job-related knowledge, skills, experience, and business requirements.