Head of Revenue Operations

Stord

About The Position

Stord is The Consumer Experience Company, powering seamless checkout through delivery for today's leading brands. Stord is rapidly growing and is on track to double our revenue in the next 18 months. To meet and exceed this target, Stord is strategically scaling teams across the entire company, and seeking energetic experts to help us achieve our mission. By combining comprehensive commerce-enablement technology with high-volume fulfillment services, Stord provides brands a platform to compete with retail giants. Stord manages over $10 billion of commerce annually through its fulfillment, warehousing, transportation, and operator-built software suite including OMS, Pre- and Post-Purchase, and WMS platforms. Stord is leveling the playing field for all brands to deliver the best consumer experience at scale. With Stord, brands can increase cart conversion, improve unit economics, and drive sustained customer loyalty. Stord’s end-to-end commerce solutions combine best-in-class omnichannel fulfillment and shipping with leading technology to ensure fast shipping, reliable delivery promises, easy access to more channels, and improved margins on every order. Hundreds of leading DTC and B2B companies like AG1, True Classic, Native, Seed Health, quip, goodr, Sundays for Dogs, and more trust Stord to deliver industry-leading consumer experiences on every order. Stord is headquartered in Atlanta with facilities across the United States, Canada, and Europe. Stord is backed by top-tier investors including Kleiner Perkins, Franklin Templeton, Founders Fund, Strike Capital, Baillie Gifford, and Salesforce Ventures. The Head of Revenue Operations is the architect of how Stord's go-to-market engine runs. Reporting directly to the VP of Marketing and working in close partnership with Sales leadership, you will build and own the Revenue Operations function from the ground up: marketing operations, sales operations, GTM tech stack, data and attribution, and the processes and systems that connect pipeline to revenue. This is a foundational hire. There is no inherited playbook, no mature tech stack, and no established team to step into. You will assess what exists, build what is missing, and create the operational infrastructure that allows Stord's Marketing and Sales teams to scale efficiently and predictably. You are a systems thinker and a builder who is equally comfortable in a board-level pipeline review and deep in a HubSpot workflow. You will be a critical cross-functional partner to Marketing, Sales, Finance, and the executive team, ensuring that every part of the GTM motion is instrumented, aligned, and optimized for growth.

Requirements

8+ years in Revenue, Marketing, or Sales Operations in high-growth B2B SaaS or tech-enabled services, with experience building RevOps functions from early or underdeveloped stages.
Deep hands-on expertise in HubSpot and Salesforce; able to architect, optimize, and manage core workflows independently.
Proven GTM analytics and data skills: attribution modeling, funnel reporting, forecasting, pipeline management, and scenario planning.
Experience partnering with Marketing and Sales leadership as a trusted operational advisor; commercial mindset with a focus on revenue outcomes.
Experience managing GTM tech stack evaluation and rationalization; capable of building scalable integrations and maintaining data hygiene.
Demonstrated ability to hire, build, and develop RevOps teams; thrives in ambiguity, takes ownership, and drives results independently.

Nice To Haves

Familiarity with enrichment/intent tools (e.g., Clay, Unify, 6sense, ZoomInfo) preferred.
experience in e-commerce SaaS, logistics, fulfillment, or commerce-adjacent technology
managing pipelines supporting $100M+ ARR.

Responsibilities

Revenue Operations Strategy & Infrastructure Build and lead Stord’s Revenue Operations function, defining the systems, processes, and team structure to support a scaling GTM organization.
Partner with Marketing and Sales leadership to define the RevOps roadmap, prioritizing high-impact investments in tools, processes, and data.
Create a unified revenue funnel view from first touch to closed won, aligning Marketing and Sales on definitions, metrics, and targets.
Translate GTM strategy into operational reality as the primary operational partner to the VP of Marketing and Head of Sales.
Own marketing operations infrastructure: automation, lead management, segmentation, scoring, nurture, and campaign execution.
Ensure all programs are instrumented for tracking, attribution, and ROI measurement.
Build multi-touch attribution models providing leadership real-time visibility into pipeline and revenue drivers.
Collaborate with Demand Generation and Customer Marketing to optimize campaigns, deliverability, and conversion across the funnel.
Own sales operations infrastructure: CRM architecture, pipeline management, forecasting, territory/quota planning, and sales process design.
Build dashboards and reporting that provide Sales leadership actionable insights into pipeline health, rep performance, and forecast accuracy.
Identify and remove friction in the sales process through workflows, automations, and enablement tools.
Support Sales leadership on capacity planning, headcount modeling, and GTM coverage design.
Manage and rationalize Stord’s GTM tech stack, ensuring integration, adoption, and ROI.
Evaluate, implement, and manage platforms including HubSpot, Salesforce, and related automation, enrichment, and intent tools.
Build scalable integrations and data flows to maintain a clean, connected, and reliable tech stack.
Monitor MarTech and SalesTech trends and recommend strategic investments or consolidations.
Develop GTM data infrastructure, reporting cadence, and analytics to align Marketing, Sales, and executive leadership.
Own pipeline reporting, funnel analytics, revenue attribution, forecasting, and scenario planning.
Establish data hygiene and governance practices to ensure clean, consistent, and trustworthy GTM data.