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Salary: USD 120,000 - 145,000 / annual
OTTO SPORT AI is seeking a Director of Revenue Operations to build and own the systems, data, and process infrastructure that powers the company's go-to-market motion. This is a foundational build role at a Series A-backed sports technology company scaling across three business units.
You will sit at the intersection of Sales and Marketing, reporting directly to the CRO, and partner with executive leadership to transform a fast-growing GTM organization into a predictable revenue engine. Key responsibilities include:
**Revenue Strategy & GTM Maturity**: Partner with the CRO and CMO to define GTM strategy across business units. Build and own revenue forecasting models, pipeline health metrics, and board-level reporting. Identify funnel gaps and drive cross-functional initiatives. Establish clear rules of engagement and SLAs between Sales, Marketing, and Customer Success.
**HubSpot & Tech Stack Ownership**: Own and optimize the HubSpot CRM—data integrity, pipeline configuration, automation workflows, and integrations. Evaluate and manage the broader RevOps tech stack, recommending additions or consolidations that drive ROI. Ensure clean, consistent data across systems.
**AI-Driven Operations**: Champion AI tool adoption across the GTM team, from prospecting to call intelligence and forecasting. Identify repetitive workflows and automate them with AI. Stay current on the AI tooling landscape and bring forward-thinking recommendations.
**Sales & Marketing Enablement**: Build and maintain sales dashboards, rep scorecards, and leaderboards. Partner with Marketing on attribution modeling and lead scoring. Support onboarding and enablement for AEs, SDRs, and AMs. Facilitate weekly sales meetings and quarterly business reviews.
You'll start as an individual contributor with the opportunity to build a team as the function scales. This role has real latitude to design the RevOps foundation and direct visibility with executive leadership on results.
Required: 6+ years in Revenue Operations or Sales Operations with end-to-end function ownership; 3+ years of hands-on HubSpot expertise; B2B SaaS experience at a growth-stage company, ideally supporting multi-product or multi-business-unit GTM; strong cross-functional collaboration skills; analytical mindset; demonstrated appetite for AI tools; bachelor's degree or equivalent; ability to work onsite in Minneapolis 2–3 days per week.
Preferred: Experience building a RevOps function as a first or early hire; supporting multiple business units; familiarity with sales tech stack (PandaDoc, Gong, Outreach, Salesloft, Apollo); background in sports technology, media, or data industries.
