Director, RevOps

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Defense Unicorns

WebsiteLinkedInAll Job Openings

51 - 200 employees

🔒 Cybersecurity

💰 Seed Round on 2022-10

Defense • Software • Cybersecurity

Defense Unicorns is a cutting-edge technology company focused on transforming the way the U. S. Department of Defense (DoD) procures and deploys mission-critical software capabilities. Through its Airgap App Store and Unicorn Delivery Service (UDS), Defense Unicorns offers a centralized marketplace of trusted, pre-approved applications designed for rapid, secure, and compliant deployments in the most secure and complex DoD environments. The company emphasizes speed and reliability in software delivery, catering to various missions across domains such as Army, Navy, Air Force, and Space Force. Defense Unicorns meets the unique challenges of DevSecOps for defense systems, ensuring operational adaptability and security in mission-critical software deployments.

📋 Description

• 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. • 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. • 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. • 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. • 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.

🎯 Requirements

• 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 is a real plus.

🏖️ Benefits

• Medical/Dental/Vision • Premiums are 100% Company Paid • Health Savings Account • Life Insurance • Disability Insurance • 401k Retirement Plan • Company Stock Options • Home Office Budget • Flexible Time Off (FTO) • Paid Parental Leave