Director, Revenue Operations

Dockwa • Newport, RI

11h

About The Position

This role is responsible for optimizing Dockwa's go-to-market strategy to increase revenue. The individual will own the revenue funnel, identify areas for improvement through data analysis, and translate these findings into actionable changes for GTM leaders. Key responsibilities include managing systems and reporting, leading the Salesforce to HubSpot migration, and supporting forecasting and pipeline reviews. The role also involves managing the CRM Platform Owner and has the potential to expand to cover boater revenue systems and analytics.

This position requires a strong analytical focus, with less emphasis on system administration but a need for fluency in reporting and automation best practices. While the role is primarily focused on the B2B revenue engine, there is an opportunity to grow into owning consumer revenue funnels as new products are launched.

Requirements

• 5+ years in Revenue Operations, Sales Operations, or GTM Strategy & Operations at a B2B SaaS company, with a primary focus on analytics.
• Strong analytical skills, including building pipeline analyses, segmentation models, and funnel diagnostics from raw data.
• SQL fluency or equivalent comfort working directly with data in BI tools.
• Proven track record of translating insights into GTM actions that have measurably impacted revenue.
• Experience owning forecast accuracy as a metric and demonstrating improvement.
• Fluency in both Salesforce and HubSpot as a power user or admin, with the ability to debug workflow automation.

Nice To Haves

• Background in strategy consulting, banking, Insight Partners GTM, FP&A, or equivalent analytical training.
• In-depth knowledge of HubSpot Operations Hub Pro/Enterprise (custom objects, workflows, data sync, programmable automations).
• Experience in Vertical SaaS or marketplace environments, including payments or utilization-based business models.
• Experience with consumer subscription or transactional revenue models alongside B2B.
• Experience with end-to-end CRM migrations, particularly Salesforce to HubSpot.

Responsibilities

• Own the analytical view of revenue, identifying pipeline degradation, conversion opportunities, areas of under-investment, and ICP definition refinement.
• Provide specific recommendations to the CEO, CFO, and Director of Sales weekly.
• Build and manage the revenue forecast, leading weekly cadence calls with the CEO and Sales Lead, and tracking forecast accuracy.
• Develop the sales and CS analytics stack, including win rates, conversion rates, cycle times, ramp curves, retention drivers, and expansion patterns.
• Translate analysis into GTM actions by partnering with Sales and CS leadership to redesign motions, territories, segmentation, and compensation plans.
• Complete the Salesforce to HubSpot migration, managing scope, timeline, hygiene standards, and cutover, and subsequently decommissioning Salesforce.
• Design the sales process within HubSpot, including stages, automations, required fields, lead routing, and exit criteria.
• Extend RevOps coverage to boater revenue over time, defining best practices for consumer revenue funnels.
• Support compensation design and analysis in partnership with Finance and HR, building models and pressure-testing plans.

What This Job Offers

• Job Type: Full-time
• Career Level: Director
• Education Level: No Education Listed