Director Of RevOps (SMSO046)

About this role

Role Description 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.

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. Maintain the deal pipelines (Direct Opportunities, Competitive Solicitations, Renewals) with consistent stages, required fields, and automation.

Manage integrations between HubSpot and the tools around it (Slack, Google Workspace, Notion, LinkedIn Sales Navigator, and others). 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. 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.

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. 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. Run the cadence for pipeline reviews, QBRs, and annual planning. Support competitive solicitations: opportunity tracking, bid/no-bid analysis, and capture management. Quoting, Pricing, and Revenue Tracking Run deal desk operations covering pricing, discounting, contract structure, and approvals. Maintain SKU-level pricing across UDS Premium, Application Licenses, Edge Node Licenses, Software Factory, SRE Operations, PaaS, and training and services.