Director of Revenue Operations & Strategy

The Opportunity

We're hiring a Director of Revenue Operations & Strategy to create and own AI-driven systems, data, and processes that connect Sales, Marketing, and Customer Success into a single, predictable revenue engine. This is a strategic leadership role, not a tactical ops seat: you'll set direction, decide what we build, and translate executive strategy into daily execution while running HubSpot as our core revenue platform.

What You Will Do

Revenue Strategy & Planning

• GTM planning: Lead annual and quarterly planning across Sales, Marketing, and CS, including territory design, quota methodology, capacity planning, and market segmentation.

• Resource allocation: Build data-driven models that tie headcount and investment to revenue targets and surface recommendations to leadership.

HubSpot & Tech Stack Ownership

• Own HubSpot end to end through AI-native infrastructure: administration, architecture, workflow automation, lifecycle stages, lead scoring, deal pipelines, reporting, and data hygiene across the full CRM.

• Manage the revenue tech stack: marketing automation, sales engagement, CPQ, and revenue intelligence tools, ensuring clean data flow and eliminating redundant systems.

• Deploy AI-powered tooling: evaluate and implement AI for forecasting, lead scoring, pipeline analysis, and automating manual, spreadsheet-driven work.

Data, Analytics & Forecasting

• Forecasting: build and maintain revenue forecasts targeting under 10% variance from actual results.

• Reporting: develop executive and board-level dashboards, pipeline health scoring, and predictive analytics; enforce data quality standards.

Process Optimization

• Lead-to-cash: design and optimize the full workflow, define handoff protocols between Marketing, Sales, and CS, and run deal desk operations across multiple business units so revenue doesn't leak between stages.

Cross-Functional Leadership

• Partnership: act as the operational connective tissue between GTM leaders, translating strategy into execution and operational reality into executive decisions.

• Operating cadence: establish a shared operating rhythm; recurring pipeline and revenue reviews across Sales, Marketing, and CS. Ensure GTM leaders stay aligned on priorities, forecast, and accountability to common metrics.

What You'll Need to Succeed

• Experience: 7+ years in revenue operations, sales operations, or GTM strategy, including experience leading a function or team, preferably in B2B SaaS.

• HubSpot expertise: deep, hands-on HubSpot ownership (admin-level); certifications a plus. Experience migrating to or scaling on HubSpot is highly valued.

• Analytical depth: fluency with BI tools (via SQL or AI-enabled); able to turn messy data into clear narratives and recommendations.

• Strategic range: proven ability to move from designing the playbook to running it, owning both the vision and the execution.

• AI fluency: hands-on experience evaluating and deploying AI tools within a revenue or ops function.

• Leadership: strong cross-functional communication and the ability to influence senior stakeholders with data.

Success in the First 12 Months

• HubSpot is clean, well-architected, and trusted as the single source of truth for revenue data.

• Forecasts land within 10% of actuals and leadership relies on your dashboards for decisions.

• Handoffs between Marketing, Sales, and CS are defined, measured, and no longer leaking revenue.

• A repeatable annual planning process (territories, quotas, capacity) is in place and running on schedule.

We do no accept unsolicited resumes from recruitment/search firms.

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Supplier.io is an Equal Employment Opportunity employer. All qualified applicants will receive consideration for employment without regard to race color, religion, sex, sexual orientation, gender identity, national origin, disability, or veteran status.

Supplier.io is unable to sponsor work visas (e.g., H-1B, TN, OPT, etc.) for US positions.

If you require reasonable accommodation to complete the application or interview process, please contact the Human Resources department at [email protected] or 978-843-5747.