GTM Chief of Staff - Revenue Operations

The Opportunity

As GTM Chief of Staff & RevOps at UJET, you will report directly to the Chief Growth Officer (CGO) and serve as their primary strategic operator and right-hand operational leader. This role bridges top-tier strategic thinking with hands-on operational delivery, leading core GTM execution across Sales, Marketing, Channel, and Deal Desk.

In this role, you will act as a trusted proxy for the CGO, establishing operational rhythm across sales, marketing, channel & partnerships, product, customer success, and finance. You will manage a lean core team including a dedicated HubSpot Administrator who owns tactical click-ops and day-to-day system maintenance allowing you to stay focused on high-leverage commercial strategy. You will elevate RevOps from a tactical function to a strategic growth driver owning pricing models, cross-functional data unification, commercial analytics, executive reporting, and alignment across all routes to market.

What you’ll do

Executive CoS Leadership & Operational Rhythm

• CGO Partner & Executive Proxy: Act as the primary operational partner and proxy for the Chief Growth Officer, driving cross-functional alignment and execution across Sales, Marketing, Channel, Customer Success, Product, and Finance.
• Operational Cadence & Governance: Own the company’s GTM operating rhythm, including weekly pipeline reviews, executive forecast cadences, quarterly business reviews (QBRs), and strategic planning cycles.
• Executive Enablement & Board Governance: Build executive narratives, board meeting presentations, and strategic performance reviews that translate raw revenue data into proactive, actionable growth decisions.

Strategic Pricing & Commercial Analytics

• Pricing & Packaging Strategy: Partner with executive leadership to design, evaluate, and optimize pricing architecture, packaging, and expansion tiers across direct, channel, and OEM routes.
• Discounting Controls & Deal Economics: Conduct deep data analysis on historical sales patterns, discounting behaviors, and deal margins to establish smart discounting guardrails and approval thresholds that maximize Average Deal Size and Net Revenue Retention (NRR).
• Scenario & Capacity Modeling: Deliver rigorous financial modeling and scenario planning for sales capacity, territory coverage, quota deployment, and new monetization initiatives.

Full-Lifecycle Data Unification, HubSpot Logic & Executive Insights

• Full Customer Lifecycle Data Unification: Drive complete data unification across Marketing, Sales, Channel, and Customer Success to establish absolute cross-functional traceability across the full customer journey—explicitly incorporating customer health heatmaps, adoption telemetry, and churn/expansion risk signals.
• HubSpot Architecture & Data Governance: Define and enforce HubSpot-specific logic, field structures, and object relationships, managing a dedicated HubSpot Admin to maintain a clean, single source of truth for all GTM data.
• Executive Dashboards & Diagnostic Analytics: Design and maintain real-time executive dashboards that go beyond vanity metrics to surface deep diagnostic insights on conversion health, deal risks, and growth opportunities.

Process Standardization & Product-to-Revenue Acceleration

• Funnel Choke-Point Optimization: Analyze stage-to-stage conversion rates, specifically fixing bottlenecks between discovery and serious evaluation, to remove sales friction and accelerate win rates.
• Automated Drift Control & Pipeline Health: Implement automated pipeline drift triggers to identify stalled opportunities, systematically purging "zombie deals" so reps focus on high-intent accounts.
• Win-Loss & Revenue-at-Risk Attribution: Conduct transcript- and data-driven win-loss analyses. Translate win-loss findings and revenue-at-risk metrics directly into our weekly Product & Finance prioritization gate to evaluate roadmap feature requests based strictly on time to repeatable revenue.

Sales Operations, Marketing Operations & Commercial Governance

• Territory & Quota Operations: Lead territory modeling, account segmentation, holdover rules, and quota assignment across direct reps and partner channels.
• Marketing Ops & Campaign Traceability: Align Marketing Operations with Sales and Channel, ensuring lead routing, attribution models, and campaign performance data seamlessly feed into revenue outcomes.
• Deal Desk & Quote-to-Cash (Q2C): Oversee Deal Desk operations, establishing approval structures that balance commercial speed with policy compliance, reducing invoicing lag to under 24 hours.

Core Team Leadership & AI Stack Stewardship

• Team Management: Directly manage and mentor a dedicated HubSpot Administrator, setting operational priorities, service level agreements, and system standards.
• Tech Stack Optimization & AI Automation: Evaluate and streamline the GTM tech stack across Sales, Marketing, and Channel to eliminate redundant tools; deploy modern AI workflows (pre-call briefs, auto-CRM logging, intent routing) to maximize rep selling time.

Qualifications

• Consulting & RevOps Experience: 7+ years of progressive experience combining top-tier Management Consulting (e.g., McKinsey, BCG, Bain, Deloitte, Accenture) or Strategic Ops with RevOps/GTM leadership in a high-growth B2B SaaS environment.
• Strategic Lens on Commercials: Deep expertise in pricing strategy, discounting analysis, yield management, and deal economics.
• Data Unification & Infrastructure Mastery: Proven track record unifying messy cross-functional GTM data, enforcing data governance, and defining CRM logic/architecture (HubSpot core preferred).
• Executive Presence & CoS Capabilities: Exceptional skill acting as a high-trust proxy for C-level leadership, leading cross-functional teams without direct authority, and building board-level narratives and QBR frameworks.
• Analytical & Modeling Fluency: Master-level ability to turn complex datasets into actionable executive dashboards, capacity models, and predictive forecast views using Excel, SQL, or BI tools (Looker, Tableau, Power BI).
• Commercial & Deal Desk Governance: Strong background in Quote-to-Cash, CPQ, discount controls, and contract lifecycle workflows.
• Multi-Route GTM Savvy: Familiarity with multi-segment GTM motions across Enterprise Direct, OEM, Expansion, and Channel/TSD partners.
• Education: Bachelor’s degree in Business, Finance, Engineering, or related quantitative field required; MBA strongly preferred.

Annual US Hiring Range: $125,000 - $150,000

*A candidate’s actual placement within this range will depend on geographic location, work experience, education, and/or skill level.