Director, Revenue Operations

About Dockwa

Dockwa is the leading software platform for marinas and the boating community. We help thousands of marinas manage their daily operations and we connect over 500,000 boaters to destinations across North America. We're growing to $100M in ARR and we're building the team that powers that growth.

Revenue Operations is the backbone of how Dockwa goes to market. The function designs the process, builds the systems, and produces the analytics and strategic recommendations that let Sales, Customer Success, Implementation, and Support work cleanly. Today, this work is distributed across multiple people. This role pulls it together under one strong builder, strategic thinker, and analytical leader.

About the role

You own the funnel, identify where it degrades, build the analysis that proves it, and translate that into specific changes our GTM leaders can act on. You are the analytical voice in every forecast call, pipeline review, and GTM planning conversation.

You will also own the systems and reporting that make that analysis possible. Your first major operational deliverable is leading the Salesforce → Hub Spot migration to completion with our migration agency (New Breed). After cutover, Hub Spot becomes the source of truth and the platform you run your funnel analytics off of.

You also manage our CRM Platform Owner, who handles most of the configuration work so your time can stay on analysis and strategy. This role is heavier on analytical judgment than on system administration, but we still need you to be fluent in what good looks like from a reporting and automation standpoint.

While this role is anchored in our B2B revenue engine, Dockwa also earns revenue directly from boaters through Dockwa+, trip insurance, and new consumer products on our roadmap. The boater revenue funnel has no analytical owner today. The dream state for this role is that it grows to own boater revenue systems and analytics alongside our B2B products.

What you'll do

• Own the analytical view of revenue. Identify where pipeline degrades, where conversion can move, where we're under-investing, and where our ICP definition needs to sharpen. Bring specific recommendations to the CEO, CFO, and Director of Sales weekly.
• Build the forecast. Run the weekly cadence with the CEO and Sales Lead. Hold a defensible point of view on the number. Track forecast accuracy quarter over quarter and own moving it.
• Build the sales and CS analytics stack: win rate by segment, conversion by stage, cycle time, ramp curves, retention drivers, expansion patterns. Deliver weekly to Director of Sales and monthly to the executive team.
• Translate analysis into GTM action. Partner with Sales and CS leadership to redesign motion, territories, segmentation, and comp where the data says we should.
• Finish the Salesforce → Hub Spot migration to completion with New Breed. Own scope, timeline, hygiene standards, and cutover. Decommission Salesforce.
• Design the sales process inside Hub Spot: stages, automations, required fields, lead routing, exit criteria. Hold the team to it.
• Extend Rev Ops coverage to boater revenue over time; define what good looks like for the consumer revenue funnel as new boater products launch.
• Support compensation design and analysis in partnership with Finance and HR. Build the models. Pressure-test the plans.

What we look for

Required

• 5+ years in Revenue Operations, Sales Operations, or GTM Strategy & Operations at a B2B SaaS company, with analytics as a primary part of the job.
• Strong analytical chops. You build pipeline analyses, segmentation models, and funnel diagnostics from raw data. You can defend the methodology and the conclusion. SQL fluency, or equivalent comfort working directly with data in BI tools, not just consuming pre-built dashboards.
• Track record of insight to action. Concrete examples of analysis that changed how a GTM team operated and moved a revenue metric as a result.
• Has owned forecast accuracy as a metric, not just attended forecast calls. Can point to a specific number on how much they moved it.
• Fluent in both Salesforce and Hub Spot as a power user or admin. Can debug workflow automation in either.

Preferred

• Backgro…