Director of Revenue Operations & Strategy

Supplier.io

About The Position

We're hiring a Director of Revenue Operations & Strategy to create and own AI-driven systems, data, and processes that connect Sales, Marketing, and Customer Success into a single, predictable revenue engine. This is a strategic leadership role, not a tactical ops seat: you'll set direction, decide what we build, and translate executive strategy into daily execution while running HubSpot as our core revenue platform.

Requirements

7+ years in revenue operations, sales operations, or GTM strategy, including experience leading a function or team, preferably in B2B SaaS.
Deep, hands-on HubSpot ownership (admin-level); certifications a plus. Experience migrating to or scaling on HubSpot is highly valued.
Fluency with BI tools (via SQL or AI-enabled); able to turn messy data into clear narratives and recommendations.
Proven ability to move from designing the playbook to running it, owning both the vision and the execution.
Hands-on experience evaluating and deploying AI tools within a revenue or ops function.
Strong cross-functional communication and the ability to influence senior stakeholders with data.

Responsibilities

Lead annual and quarterly planning across Sales, Marketing, and CS, including territory design, quota methodology, capacity planning, and market segmentation.
Build data-driven models that tie headcount and investment to revenue targets and surface recommendations to leadership.
Own HubSpot end to end through AI-native infrastructure: administration, architecture, workflow automation, lifecycle stages, lead scoring, deal pipelines, reporting, and data hygiene across the full CRM.
Manage the revenue tech stack: marketing automation, sales engagement, CPQ, and revenue intelligence tools, ensuring clean data flow and eliminating redundant systems.
Evaluate and implement AI for forecasting, lead scoring, pipeline analysis, and automating manual, spreadsheet-driven work.
Build and maintain revenue forecasts targeting under 10% variance from actual results.
Develop executive and board-level dashboards, pipeline health scoring, and predictive analytics; enforce data quality standards.
Design and optimize the full lead-to-cash workflow, define handoff protocols between Marketing, Sales, and CS, and run deal desk operations across multiple business units so revenue doesn't leak between stages.
Act as the operational connective tissue between GTM leaders, translating strategy into execution and operational reality into executive decisions.
Establish a shared operating rhythm; recurring pipeline and revenue reviews across Sales, Marketing, and CS. Ensure GTM leaders stay aligned on priorities, forecast, and accountability to common metrics.