Note: The job is a remote job and is open to candidates in USA. three+one is seeking a Director of Revenue Operations to serve as the CRO’s operational and analytical partner across its go-to-market organization. The role owns revenue systems, data, reporting, forecasting, analytics, and cross-functional processes, with hands-on administration and development in HubSpot.
Responsibilities
- Serve as the CRO’s primary operational and strategic partner across all GTM functions, proactively identifying opportunities, performance gaps, and emerging risks, and then building solutions
- Own HubSpot as the hands-on administrator and builder. Personally configure and maintain workflows, custom properties, and deal stages, and develop the reports and dashboards leadership relies on. Evaluate and manage integrations and other revenue tools as the business scales
- Own pipeline health and data quality. Define and maintain stage criteria, work directly with Business Development Officers and sales leaders to keep records accurate, flag stalled opportunities, and reinforce consistent CRM usage and forecasting discipline. Escalate gaps to the CRO and sales leadership, who own pipeline results
- Partner with the CRO to translate company growth and GTM objectives into revenue plans. Build the forecasting models, ARR projections, and capacity analyses that inform targets and performance measurement
- Lead revenue analytics and executive reporting, including dashboards, financial and revenue models, and board reporting support. Ensure Revenue and Finance are aligned on key metrics
- Support territory and account planning with market analysis, customer segmentation, district tiering, and opportunity prioritization, working with the CRO, who makes assignment decisions
- Partner with Client Services and Account Management on expansion. Build the processes, tracking, and reporting for identifying and converting growth opportunities within existing accounts, while those teams own the motion
- Drive cross-functional alignment among Marketing, Sales, Account Management, Client Services, Product, Partnerships, and Finance through shared definitions, processes, and feedback loops, connecting the customer journey from first touch through renewal and expansion
- Diagnose operational friction across the revenue lifecycle, identify root causes, implement improvements, and document the standards and governance that help the team scale
- Own the systems and process side of sales enablement, including onboarding workflows, sales process documentation, and tool training, partnering with Sales, Marketing, and Product on holistic sales enablement
Skills
- Bachelor's degree plus a minimum of eight (8) years of relevant experience in Revenue Operations, Sales Operations, GTM Operations, or a closely related function
- Expert-level HubSpot experience, including hands-on administration of workflows, custom properties, pipeline configuration, reporting, and integrations
- Demonstrated experience owning a Revenue Operations function, including strategy, systems, processes, and operating infrastructure, ideally as a primary or sole RevOps owner
- Advanced analytical skills with hands-on experience building revenue models, forecasting methodologies, executive reporting, and pipeline analytics
- Proven experience improving CRM data quality and pipeline discipline across sales teams
- Proven experience partnering across Marketing, Sales, Account Management, Client Services, Product, and Finance
- Strong business judgment and the ability to prioritize independently based on revenue impact
- Ability to influence senior stakeholders and drive decisions and follow-through without direct authority
- Self-starter who is comfortable as a team of one, builds rather than delegates, and takes initiative without waiting to be asked
- Experience supporting a B2B organization within SaaS, fintech, financial services, or another technology-enabled environment is preferred
Benefits
- Full-time employment opportunities include Health, Dental, Vision, Basic Life, and SDBL benefits; offerings may vary by location and employment status.
- Full-time employment opportunities include a 401K Plan; offerings may vary by location and employment status.
- Full-time employment opportunities include flexible PTO, sick leave, and paid holidays; offerings may vary by location and employment status.
- Full-time employment opportunities include cell phone reimbursement; offerings may vary by location and employment status.
- May be based in the Rochester, NY office or work remotely in the U.S.
Company Overview