Director RevOps (SMSO046)
Defense Unicorns
<h1><strong>Role Description</strong></h1> <p>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.</p> <p>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. 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.</p> <h1><strong>Responsibilities</strong></h1> <h2><strong>CRM and Revenue Systems</strong></h2> <ul> <li>Own HubSpot as primary administrator: data integrity, pipeline hygiene, and adoption across the go-to-market team.</li> <li>Maintain the deal pipelines (Direct Opportunities, Competitive Solicitations, Renewals) with consistent stages, required fields, and automation.</li> <li>Manage integrations between HubSpot and the tools around it (Slack, Google Workspace, Notion, LinkedIn Sales Navigator, and others).</li> <li>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&amp;F dates, DRB data, product feature tags, and ARR calculations.</li> </ul> <h2><strong>Pipeline Analytics and Forecasting</strong></h2> <ul> <li>Run the quarterly forecast process between sellers and revenue leadership, and surface where coverage is thin and where the upside is.</li> <li>Maintain forecast models built on pipeline stage, PWIN, deal velocity, and past conversion rates.</li> <li>Give leadership the analytics they need at the deal and portfolio level: coverage ratios, pipeline aging, and win/loss patterns.</li> <li>Flag pipeline and deal risk early, before it shows up in the number.</li> </ul> <h2><strong>Go-to-Market Process</strong></h2> <ul> <li>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.</li> <li>Set up lead routing, territory and account assignment, and clean handoffs between sales and marketing.</li> <li>Run the cadence for pipeline reviews, QBRs, and annual planning.</li> <li>Support competitive solicitations: opportunity tracking, bid/no-bid analysis, and capture management.</li> </ul> <h2><strong>Quoting, Pricing, and Revenue Tracking</strong></h2> <ul> <li>Run deal desk operations covering pricing, discounting, contract structure, and approvals.</li> <li>Maintain SKU-level pricing across UDS Premium, Application Licenses, Edge Node Licenses, Software Factory, SRE Operations, PaaS, and training and services.</li> <li>Work with Finance on bookings recognition, ARR tracking, and revenue reporting.</li> </ul> <h2><strong>Enablement and Adoption</strong></h2> <ul> <li>Improve CRM adoption and data quality through training, clear documentation, and follow-through.</li> <li>Build the playbooks, templates, and automation that take busywork off sellers and solution architects.</li> <li>Get new revenue team members up to speed on the systems and the process.</li> </ul> <h1><strong>What Success Looks Like</strong></h1> <ul> <li>Leadership trusts the pipeline and forecast numbers in w