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Defense Unicorns is seeking a Director of Revenue Operations to own the systems, data, and processes that power the go-to-market function. This is a hands-on leadership role reporting to revenue leadership, sitting close to deals from pipeline through close, renewal, and expansion.
You will own HubSpot as primary administrator, maintaining data integrity, pipeline hygiene, and adoption across sales, solutions architecture, and customer success teams. Responsibilities include managing deal pipelines (Direct Opportunities, Competitive Solicitations, Renewals) with consistent stages and automation; integrating HubSpot with tools like Slack, Google Workspace, Notion, and LinkedIn Sales Navigator; and keeping deal data clean using MEDDPICC qualification fields, D&F dates, DRB data, and ARR calculations.
On the analytics side, you will run the quarterly forecast process, maintain forecast models based on pipeline stage, PWIN, deal velocity, and conversion rates, and provide leadership with deal and portfolio-level analytics including coverage ratios, pipeline aging, and win/loss patterns. You will flag pipeline and deal risk early.
You will work with sales and solutions architecture leadership to document and sharpen the sales process from qualified opportunity through Focused Discovery, Deal Review Board, scoping, proposal, and close. You will set up lead routing, territory and account assignment, and clean handoffs between sales and marketing. You will run cadences for pipeline reviews, QBRs, and annual planning, and support competitive solicitations with opportunity tracking and capture management.
Additionally, you will run deal desk operations covering pricing, discounting, contract structure, and approvals; maintain SKU-level pricing across multiple product lines; work with Finance on bookings recognition and revenue reporting; and drive CRM adoption through training, documentation, and playbook development.
Ideal candidates have 7+ years in revenue operations, sales operations, or business operations, preferably in GovTech or defense tech. You should have hands-on HubSpot experience (Sales Hub, Operations Hub) including workflow automation, custom objects, and reporting. Experience standing up sales processes in high-growth companies with long, multi-stakeholder deal cycles is essential. You should be comfortable building pipeline models, forecasts, and dashboards; have deal desk or CPQ experience; and be familiar with structured qualification methodologies like MEDDPICC. Background in defense technology, GovTech, or selling to the U.S. Department of Defense is strongly preferred, along with working knowledge of government procurement, competitive solicitations, contract vehicles, and FAR/DFARS compliance.
