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Director RevOps

1 month, 1 week ago
United States
Full-time
Lead
Sales Operations
Sales and Business Development
AWS Azure CI/CD GCP GitOps Helm HubSpot Kubernetes Notion Pulumi Terraform
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DefenseUnicorns

DefenseUnicorns

DefenseUnicorns specializes in providing continuous software delivery solutions tailored for national security missions, focusing on simplifying and securing the development and deployment of software and AI technologies for government operations.

Internet Software & Services
51-250
Founded 2021
$1M raised
View All Jobs 16

Description

  • Own HubSpot administration, including data integrity, pipeline hygiene, and adoption across the go-to-market team.
  • Maintain deal pipelines with consistent stages, required fields, and automation.
  • Manage integrations between HubSpot and connected tools such as Slack, Google Workspace, Notion, and LinkedIn Sales Navigator.
  • Keep deal data clean and usable, including naming conventions, MEDDPICC fields, milestone dates, DRB data, product feature tags, and ARR calculations.
  • Run the quarterly forecast process with sellers and revenue leadership and surface coverage gaps and upside.
  • Maintain forecast models based on pipeline stage, PWIN, deal velocity, and historical conversion rates.
  • Provide leadership with deal-level and portfolio-level analytics, including coverage ratios, pipeline aging, and win/loss patterns.
  • Work with sales and solutions architecture leadership to document and improve the sales process from qualified opportunity through close.
  • Set up lead routing, territory and account assignment, and clean handoffs between sales and marketing.
  • Run the cadence for pipeline reviews, QBRs, annual planning, and competitive solicitation support.
  • Operate the deal desk for pricing, discounting, contract structure, and approvals.
  • Maintain SKU-level pricing and work with Finance on bookings recognition, ARR tracking, and revenue reporting.
  • Improve CRM adoption and data quality through training, documentation, and follow-through.
  • Build playbooks, templates, and automation that reduce busywork for sellers and solution architects.
  • Onboard new revenue team members to the systems and processes they need to use.

Requirements

  • 7+ years of experience in revenue operations, sales operations, or business operations, ideally in GovTech.
  • Hands-on HubSpot experience, including Sales Hub, Operations Hub, workflow automation, custom objects, and reporting.
  • Track record of building sales processes in high-growth companies with long, multi-stakeholder deal cycles.
  • Ability to build pipeline models, forecasts, and dashboards used by leadership.
  • Deal desk or CPQ experience, including pricing and approval workflows.
  • Familiarity with MEDDPICC or a similar structured qualification methodology.
  • Strong cross-functional communication skills with sales, finance, legal, and product teams.
  • Self-directed and comfortable working in a remote-first company with little hierarchy.
  • Background in defense technology, GovTech, or selling to the U.S. Department of Defense is preferred.
  • Working knowledge of government procurement, including competitive solicitations, contract vehicles, and FAR/DFARS, is preferred.
  • Exposure to product-led and open-source go-to-market models is preferred.
  • Experience across both direct and channel/partner sales is preferred.
  • Some exposure to solutions architecture or technical pre-sales is preferred.
  • A consulting or advisory background, such as management consulting, GTM/RevOps advisory, Big 4, or a boutique strategy firm, is a plus.

Benefits

  • Competitive pay with a stated remote-USA salary range of $204,000 to $276,000 USD.
  • Meaningful equity and company stock options.
  • Full health benefits, including medical, dental, and vision coverage.
  • Company-paid premiums, plus HSA, life insurance, and disability insurance.
  • 401(k) retirement plan.
  • Flexible Time Off plus all Federal Holidays, one week for Thanksgiving, and two weeks for Christmas and New Year’s.
  • Paid parental leave.
  • Home office budget and reimbursement for approved trainings/subscriptions, conferences, travel, lodging, and fees.

Interested in this position?

Apply directly on the company website

Apply Now

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