Original listing text, shown exactly as published by the company.
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.
- Work with Finance on bookings recognition, ARR tracking, and revenue reporting.
Enablement and Adoption
- Improve CRM adoption and data quality through training, clear documentation, and follow-through.
- Build the playbooks, templates, and automation that take busywork off sellers and solution architects.
- Get new revenue team members up to speed on the systems and the process.
What Success Looks Like
- Leadership trusts the pipeline and forecast numbers in weekly Huddles and QBRs because there is one place to find them.
- The sales team follows one documented process, and so does solutions architecture.
- The forecast lands within an agreed tolerance quarter after quarter, with risk flagged early.
- Deals move from quote to close faster, without cutting corners on approvals.
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.
- Track record of standing up sales processes in high-growth companies with long, multi-stakeholder deal cycles.
- Comfortable building pipeline models, forecasts, and the dashboards leadership actually reads.
- 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.
- Strong cross-functional communicator who works well with sales, finance, legal, and product.
- Self-directed, and at home in a remote-first company with little hierarchy.
- Background in defense technology, GovTech, or selling to the U.S. Department of Defense.
- Working knowledge of government procurement (competitive solicitations, contract vehicles, FAR/DFARS).
- Exposure to product-led and open-source go-to-market models.
- Experience across both direct and channel/partner sales.
- Some exposure to solutions architecture or technical pre-sales.
- A consulting or advisory background (management consulting, GTM/RevOps advisory, Big 4, or a boutique strategy firm) is a real plus. We like operators who can take an ambiguous problem, give it structure, and get it done across a lot of stakeholders.
