Director Of RevOps (SMSO046)

Job Overview

Defense Unicorns gets mission-critical software to the warfighter faster and more securely. Revenue Operations is what keeps the go-to-market team moving at that speed without losing track of the details.

As Director of Revenue Operations, you own the systems, data, and processes our sales, solutions architecture, and customer success teams rely on every day. This is a hands-on role, not a reporting desk.

Job Description

Maintain forecast models built on pipeline stage, PWIN, deal velocity, and past conversion rates. Give leadership the analytics they need at the deal and portfolio level: coverage ratios, pipeline aging, and win/loss patterns.

Flag pipeline and deal risk early, before it shows up in the number.

Key Responsibilities

• You will sit close to revenue leadership and the deals themselves, from first pipeline through close, renewal, and expansion, and you will bring order to a fast-growing environment without getting in its way.
• Responsibilities CRM and Revenue Systems Own HubSpot as primary administrator: data integrity, pipeline hygiene, and adoption across the go-to-market team.
• Manage integrations between HubSpot and the tools around it (Slack, Google Workspace, Notion, LinkedIn Sales Navigator, and others).
• Pipeline Analytics and Forecasting Run the quarterly forecast process between sellers and revenue leadership, and surface where coverage is thin and where the upside is.
• Give leadership the analytics they need at the deal and portfolio level: coverage ratios, pipeline aging, and win/loss patterns.
• Go-to-Market Process Work with sales and solutions architecture leadership to document and sharpen the sales process, from qualified opportunity through Focused Discovery, Deal Review Board (DRB), scoping, proposal, and close.
• Set up lead routing, territory and account assignment, and clean handoffs between sales and marketing.
• Support competitive solicitations: opportunity tracking, bid/no-bid analysis, and capture management.

Required Skills and Qualifications

• Maintain the deal pipelines (Direct Opportunities, Competitive Solicitations, Renewals) with consistent stages, required fields, and automation.
• Keep deal data clean and usable: naming conventions, MEDDPICC qualification fields (Metrics, Economic Buyer, Decision Criteria, Decision Process, Paper Process, Identify Pain, Champion, Competition), D&F dates, DRB data, product feature tags, and ARR calculations.
• Preferred Experience and Qualifications 7+ years in revenue operations, sales operations, or business operations, ideally in GovTech.
• Hands-on HubSpot experience (Sales Hub, Operations Hub), including workflow automation, custom objects, and reporting.
• Deal desk or CPQ experience, including pricing and approval workflows.
• Familiarity with a structured qualification methodology like MEDDPICC, and the discipline to make it stick in the CRM.
• Working knowledge of government procurement (competitive solicitations, contract vehicles, FAR/DFARS).
• Experience across both direct and channel/partner sales.

Benefits and Perks

• Compensation & Benefits We offer competitive pay, meaningful equity, and full benefits.
• What We Work On Kubernetes Cloud Environments (AWS/GCP and Azure) Infrastructure-as-code (like Terraform/Pulumi) Continuous Delivery and automation tooling GitOps Containers CNCF projects and open source products and packages Helm/Kustomize-Value Stream Mapping Building and improving security delivery Building Kubernetes and cloud native applications Benefits Our Unicorns Enjoy Health: Medical/Dental/Vision Premiums are 100% Company Paid Health Savings Account Life Insurance Disability Insurance Financial: 401k Retirement Plan Company Stock Options Home Office Budget Leave: We offer all full-time Unicorns Flexible Time Off (FTO) plus all Federal Holidays, one week for Thanksgiving, and two weeks for Christmas and New Year’s Paid Parental Leave Learning: Reimbursement for approved trainings/subscriptions Conferences (travel, lodging, and fees) Don’t have all the preferred experience or qualifications?

Work Location and Schedule

This role is listed as Remote USA with location information shown as Remote USA. The employment type is Full Time.

About the Company

Defense Unicorns is the organization connected with this listing. USA Jobs Today displays this opportunity for job discovery only, so applicants should verify company details, application instructions, and eligibility on the official employer website.