Director of Revenue Operations

Responsibilities

• Own HubSpot as primary administrator, including data integrity, pipeline hygiene, and automation
• Manage integrations between HubSpot and tools like Slack, Google Workspace, Notion, and LinkedIn Sales Navigator
• Maintain deal pipelines and ensure data cleanliness using MEDDPICC qualification fields
• Run quarterly forecast processes and maintain models based on pipeline stage and deal velocity
• Provide leadership with analytics on coverage ratios, pipeline aging, and win/loss patterns
• Document and sharpen the sales process from opportunity through close
• Manage deal desk operations including pricing, discounting, and contract structure
• Improve CRM adoption through training and documentation

Requirements

• 7+ years in revenue operations, sales operations, or business operations
• Hands-on HubSpot experience (Sales Hub, Operations Hub)
• Experience standing up sales processes in high-growth companies
• Proficiency in building pipeline models and forecasts
• Experience with deal desk or CPQ workflows
• Familiarity with MEDDPICC or similar qualification methodologies
• Strong cross-functional communication skills
• Ability to work effectively in a remote-first environment

Preferred Qualifications

• Background in GovTech, defense technology, or selling to the U.S. Department of Defense
• Working knowledge of government procurement (FAR/DFARS, contract vehicles)
• Experience with product-led or open-source go-to-market models
• Exposure to solutions architecture or technical pre-sales
• Consulting or advisory background (Management Consulting, Big 4)

About the Company

Defense Unicorns delivers mission-critical software to the warfighter faster and more securely. We create and deliver secure solutions for continuous software integration and delivery, supporting defense and civil agencies across the U.S. government.