• Partner with sales, marketing, and product leaders to define and prioritize go-to-market (GTM) revenue operations business intelligence (BI) needs, including AI-enabled KPIs and performance metrics across the full funnel. • Analyze CRM and marketing automation data accuracy and integrity, partnering with sales and marketing teams to maintain and continually improve data quality, hygiene, and governance. • Formulate and institute revenue, sales, and marketing KPIs and dashboards, leveraging AI and predictive analytics, to monitor and improve pipeline health, funnel conversion, and overall go-to-market performance. • Analyze lead-to-revenue data by dimension (market segment, product line, territory, channel) to assess sales velocity, pipeline mix, marketing-sourced and -influenced contribution, and conversion rates, informing planning and improving forecast accuracy. • Build and maintain AI-powered sales forecast and deal-scoring models (e.g., Salesforce Einstein, Clari, or comparable predictive tools) to support pipeline progression, sales velocity, and recurring subscription and renewal forecasting. • Analyze direct and indirect transactional and marketing attribution data to determine optimal channel mix and ROI across sales and marketing investments. • Study sales and marketing funnel trends by segment and solution set to inform territory planning, pipeline coverage, and seller/marketer capacity needs. • Evaluate, pilot, and help scale emerging AI tools, including generative AI for conversation intelligence, sales engagement, lead scoring, and marketing automation, to improve rep and marketer productivity. • Design and implement compelling visualizations, dashboards, and reports that translate AI-generated insights into clear KPI narratives for sales, marketing, and executive stakeholders. • Analyze market, customer, and competitive trends, incorporating AI-assisted research tools where useful, to support evidence-based decisions and track market and account share on an ongoing basis. • Collaborate across sales, marketing, customer success, and finance to understand workflows, troubleshoot process issues, and continually improve quote-to-order and lead-to-revenue processes. • Train sales and marketing teams on systems, AI tools, and processes to improve adoption, efficiency, and data quality. • Drill down on team, seller, and campaign performance using AI-driven analytics, enabling managers to proactively address performance and process gaps. • Consult with internal stakeholders to identify, analyze, refine, and document business processes and functional requirements for revenue operations systems and automation. • Gather requirements for sales operations projects, test and evaluate new and existing technologies, and work closely with internal stakeholders to manage and execute projects. • Contribute to the development of strategic, operating, quarterly and monthly sales plans and forecasts. • Be proficient in identifying problems and presenting scalable, AI-enabled solutions to resolve them.

• Serve as the primary administrator for HubSpot, managing the platform’s overall health, structure, and optimization. • Build, maintain, and improve HubSpot reports, dashboards, workflows, sequences, lists, views, and automation to support sales, marketing, customer success, and operational processes. • Manage user permissions, field/property configuration, data hygiene, lifecycle stages, pipeline setup, and process documentation within HubSpot. • Partner with internal stakeholders to identify opportunities to streamline workflows, improve system adoption, and enhance reporting capabilities. • Troubleshoot system issues and proactively identify improvements to data integrity, usability, and process efficiency. • Develop and maintain reporting and dashboards that provide clear visibility into performance across Revenue, Finance, and Operations. • Deliver regular and ad hoc analysis on pipeline performance, funnel conversion, forecasting inputs, revenue trends, and operational KPIs. • Translate business questions into scalable reporting frameworks and actionable insights for leadership teams. • Ensure consistency and accuracy in core reporting definitions, metrics, and dashboards across teams. • Support leadership with monthly, quarterly, and annual business reporting needs. • Partner with Revenue leadership to optimize lead flow, pipeline management, sales process adherence, and GTM performance tracking. • Collaborate with Finance and Operations leadership to align reporting, improve data visibility, and support planning and forecasting efforts. • Help design and refine business processes that improve operational rigor and create better alignment across departments. • Support strategic initiatives, including process automation, data cleanup, system enhancements, and operational reporting improvements.

Role Description We are seeking a dynamic and results-driven Director of Revenue Operations to join our growing team. This is a leadership role that sits at the intersection of strategy, process, and execution. The ideal candidate will own the full revenue operations function while placing a strong emphasis on proposal development, management, and strategy. You will serve as a critical driver of pipeline efficiency, revenue predictability, and deal velocity across Sales, Marketing, and Customer Success. This role requires a rare combination of analytical rigor, cross-functional leadership, and exceptional written and strategic communication skills — particularly as it relates to building compelling, winning proposals. Responsibilities - Manage, mentor, and grow a team of revenue operations professionals - Lead the end-to-end proposal development lifecycle, including RFP/RFI/RFQ responses, unsolicited proposals, and capability statements - Build and manage a centralized proposal repository, including a robust content library of templates, case studies, bios, and reusable assets - Develop and enforce a repeatable, scalable proposal process that ensures high-quality, on-time submissions - Collaborate with Sales, Solutions, Finance, Legal, and Subject Matter Experts (SMEs) to gather inputs and craft compelling, tailored proposal narratives - Serve as the primary editor and quality assurance lead for all outgoing proposals, ensuring alignment with client requirements, brand voice, and win themes - Conduct competitive analysis and win/loss reviews to continuously refine proposal strategy and improve win rates - Establish and track proposal-specific metrics, including win rate, submission volume, response time, and revenue influenced - Train and coach Sales and Solutions team members on proposal best practices and effective written communication - Drive compliance with proposal submission requirements, including formatting, deadlines, and mandatory documentation - Optimize the end-to-end revenue operations function, including pipeline management, forecasting, territory planning, and revenue reporting - Partner closely with Sales, Marketing, Finance, and Customer Success leadership to align on revenue goals and operational priorities - Identify and eliminate bottlenecks across the revenue funnel through data analysis and process improvement initiatives Qualifications - 8+ years of progressive experience in Revenue Operations, Sales Operations, or a related field - Demonstrated experience leading proposal development or bid management functions - Strong proficiency with CRM platforms (Salesforce preferred) and revenue intelligence tools (e.g., Clari, Gong, ZoomInfo) - Proven track record of building and optimizing revenue processes that drive measurable business outcomes - Exceptional written communication and storytelling skills with a keen eye for detail - Experience working cross-functionally with Sales, Marketing, Finance, Legal, and Executive stakeholders - Demonstrated experience managing and developing high-performing teams - Ability to operate effectively in a fast-paced, remote, and globally distributed environment - Experience with proposal management platforms (Responsive) - Familiarity with B2B SaaS, technology, or professional services environments - Experience working with global teams across multiple time zones Requirements - Strategic thinking with strong operational execution capabilities - Exceptional project management and ability to manage multiple high-priority deadlines simultaneously - Strong leadership presence with the ability to influence without authority - High attention to detail and commitment to quality - Data-driven decision-making mindset - Excellent verbal and written communication skills in English - Collaborative team player with a proactive, solutions-oriented attitude Benefits - Competitive salary and performance-based incentives - Comprehensive health and wellness benefits - Flexible remote work environment - Generous paid time off and company holidays - Learning and development budget - Opportunity to work with a global, high-growth organization - Clear career growth path within the Revenue and Operations leadership track

• Own and evolve Global Revenue Operations metrics, delivering data-driven insights for executive visibility • Build advanced Excel models to forecast inventory positions and optimize excess and EOL inventory strategies • Analyze large, complex datasets to identify risks and opportunities impacting revenue and inventory performance • Develop scalable reporting frameworks and KPIs to monitor inventory health and revenue outcomes • Partner cross-functionally with PLM, Supply Chain, and Route-to-Market teams on product transitions and demand shaping • Drive automation and process improvements through advanced Excel, analytics tools, and AI