Director, RevOps

🕒 June 25

🇺🇸 United States – Remote

💵 $204k - $276k / year

⏰ Full Time

🔴 Lead

💹 Revenue Operations

👻 Ghost score 41%

What it means: how likely this posting is sitting open without active hiring.How to read it: 60% or higher means we think this is a ghost. Lower scores are less of a worry.How we score it: age, reposts, open roles vs team size, how fast jobs close, and whether pay is listed.Fine print: an estimate from public data, not a judgment of the company. Real jobs can score high, so treat it as a hint, not a fact.

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Defense Unicorns

WebsiteLinkedInAll Job Openings

51 - 200 employees

💼 Consulting

📦 Logistics

🎖️ Defense

💰 Seed Round on 2022-10

Consulting • Logistics • Defense

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 administration, data integrity, pipeline hygiene, and go-to-market adoption • Maintain Direct Opportunities, Competitive Solicitations, and Renewals pipelines with consistent stages, required fields, and automation • Manage HubSpot integrations with Slack, Google Workspace, Notion, LinkedIn Sales Navigator, and other tools • Maintain clean deal data, including MEDDPICC fields, D&F dates, DRB data, product feature tags, and ARR calculations • Run quarterly forecasting between sellers and revenue leadership • Maintain forecast models based on pipeline stage, PWIN, deal velocity, and conversion rates • Provide deal- and portfolio-level analytics, including coverage ratios, pipeline aging, and win/loss patterns • Identify pipeline and deal risk early • Document and improve the sales process from qualified opportunity through close • Set up lead routing, territory/account assignment, and sales-marketing handoffs • Run pipeline reviews, QBRs, and annual planning cadence • Support competitive solicitations through opportunity tracking, bid/no-bid analysis, and capture management • Run deal desk operations for pricing, discounting, contract structure, and approvals • Maintain SKU-level pricing across products and services • Partner with Finance on bookings recognition, ARR tracking, and revenue reporting • Improve CRM adoption and data quality through training and documentation • Build playbooks, templates, and automation • Onboard new revenue team members to systems and processes

🎯 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 establishing sales processes in high-growth companies with long, multi-stakeholder deal cycles • Ability to build pipeline models, forecasts, and leadership dashboards • Deal desk or CPQ experience, including pricing and approval workflows • Familiarity with MEDDPICC qualification methodology and CRM implementation • Cross-functional work with sales, finance, legal, and product • Self-directed and comfortable 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, including competitive solicitations, contract vehicles, FAR/DFARS • Exposure to product-led and open-source go-to-market models • Experience with direct and channel/partner sales • Some exposure to solutions architecture or technical pre-sales • Consulting or advisory background is a plus

🏖️ Benefits

• Meaningful equity • Medical, dental, and vision insurance • 100% company-paid premiums • Health Savings Account • Life insurance • Disability insurance • 401k retirement plan • Company stock options • Home office budget • Flexible Time Off (FTO) • Federal Holidays • One week for Thanksgiving • Two weeks for Christmas and New Year's • Paid parental leave • Reimbursement for approved trainings/subscriptions • Conferences, including travel, lodging, and fees