Director of Revenue Operations

• Own and maintain sales math covering dials to connections, connections to meetings, meetings to enrollments, and engagement to revenue-generating accounts
• Hold accountability for marketing and sales performance across SMB, Mid Market, and Enterprise, including pipeline coverage, stage conversion, velocity, and forecast accuracy
• Build reporting and operating cadences that turn funnel movement into decisions
• Define and enforce rules of engagement between SMB, Mid Market, and field teams
• Co‑own territory design with the Head of Customer Success using modeling, routing logic, and rep-level impact analysis
• Own lead routing end to end
• Lead, coach, and grow the Rev Ops team and own its request queue
• Reduce the service‑level agreement from 5–6 business days to 2 business days
• Own the due diligence process end to end
• Partner with the Senior CRM Administrator on Hub Spot architecture
• Write SQL against SQL Server when Hub Spot reporting is insufficient
• Optimize Clay for enrichment and list building, Appcues for in‑product engagement, and Hub Spot as the source of truth
• Manage the Manager of Pricing, Team Lead of Revenue Operations, and Senior Marketing Operations Analyst, with the due diligence team joining in a second phase

• 7+ years in revenue, sales, or marketing operations
• 2+ years leading people
• Experience at a company running more than one go-to-market motion
• Strong SQL is strongly preferred: ability to write queries against a transactional database and catch incorrect numbers
• Hub Spot administrator capability, including lifecycle stages, custom objects and properties, workflow architecture, routing, permissions, and native reporting limitations
• Ability to build, audit, and repair Hub Spot workflows, properties, lifecycle logic, and integrations
• Proven ability to drive accountability without formal authority
• Fluency in funnel math and conversion ratios
• Experience co‑owning territory, routing, or rules-of-engagement changes alongside a sales leader
• Experience in consumer or patient financing, lending, or another regulated finance environment is a plus, not a requirement

Demonstrates expertise in revenue operations, including sales math, Hub Spot administration, and SQL query writing. Proven ability to lead teams, optimize processes, and drive accountability in a multi-channel go-to-market environment.

• Revenue Operations Management
• SQL Query Writing
• Hub Spot Administration
• Team Leadership
• Funnel Math Expertise

• Sales Math
• SQL
• Hub Spot Workflows
• Data Analysis
• Pipeline Management
• Forecast Accuracy
• Lead Routing
• Engagement Metrics
• Territory Design
• Reporting

• Accountability
• Coaching
• Collaboration
• Decision-Making
• Problem‑Solving

• Revenue Generation
• Sales Performance
• Marketing Operations
• Consumer Financing
• Regulated Finance

• Hub Spot
• SQL Server
• Clay
• Appcues