Head of RevOps

About the Role

We're looking for a Head of RevOps who sits at the intersection of go-to-market strategy, outbound channels and data/tools. This is not a traditional sales ops or marketing ops role — you'll be the strategic backbone supporting our GTM engine, collaboratively building the processes, systems, signals, and segmentation that help us find the right customers faster and convert them more efficiently.

Reporting directly to the C-level, you'll own one of the most strategically important artifacts in the business: our Ideal Customer Profile. You'll define it, operationalize it, and keep it current — ensuring every team from Sales to Marketing to Product is working from the same north star.

What You'll Do

ICP Data and Win/Loss

• Lead the definition and updating our Ideal Customer Profile (ICP) end-to-end — collaborate and bring leadership to the table as well as Sales, Marketing, and Account Management to constantly refine and look for new buying signals and focus our outbound 
• Build the initial ICP framework using firmographic, technographic, behavioral, and intent data, synthesized with insights from Sales, Professional Services, and Product
• Create win/loss framework and reporting to feed into sales and GTM strategy
• Run a recurring ICP review cadence (quarterly at minimum) to incorporate win/loss patterns, market shifts, and product evolution
• Translate the ICP into actionable criteria that can be operationalized across the CRM, outbound sequences, paid campaigns, and content strategy
• Create tiered ICP scoring models that allow teams to prioritize accounts and contacts dynamically
• Maintain ICP documentation and communicate updates clearly across GTM teams so everyone is aligned and working from the same playbook

GTM Strategy & RevOps

• Support a growing GTM org and own a stack that includes Salesforce and Hubspot.
• Design and build end-to-end GTM workflows that reduce friction across the funnel — from first touch to closed-won
• Automate outbound sequences, lead routing, enrichment pipelines, and handoff processes using tools like Clay, Apollo, HubSpot, Salesforce, Zapier, and n8n
• Instrument and optimize the revenue tech stack to ensure clean data flow and maximum signal capture
• Design internal tooling and integrations to solve GTM problems at scale
• Work with technical support to design efficient and automated RevOps - Salesforce, Slack, automated customer data insights (you’re not hands on keyboard but you are the strategic direction)

Segmentation

• Build dynamic segmentation models grounded in ICP criteria that power personalized outreach, prioritized pipelines, and targeted campaigns
• Identify expansion signals, churn risk indicators, and whitespace opportunities within existing accounts
• Help Sales focus their account strategy on existing accounts and GTM leadership focus C-level outbound on prospects that matter

What We're Looking For

Must-Haves

• Experience in and deep knowledge of sales methodologies and GTM strategy, this is a strategic role not an operational role
• Proven experience owning or leading ICP development — not just contributing to it
• Hands-on experience with the modern GTM stack (CRM, enrichment tools, sequencing platforms, data warehouses)
• Excellent communicator — you'll be translating complex data insights into clear direction for Sales, Marketing, and leadership
• A bias toward building automation and agentic tools: if you do something twice, you should build a system for it

• Experience with broader revenue tools including: Clay, Apollo, Clearbit, ZoomInfo, or similar enrichment/prospecting platforms, Salesforce and Hubspot for CRM/marketing
• Prior experience at a B2B SaaS company in a high-growth environment
• High comfort level with AI/LLM tooling for GTM use cases and in working with GTM teams to adopt automation and tooling (personalization, scoring, research automation)

Why This Role

You'll have a dotted line to the C-level and real ownership over the strategy and systems that drive revenue — not just maintaining them, but building them from the ground up. If you want a seat at the table where go-to-market decisions get made, this is it.

90 Day Success Plan:

1. Win/loss framework
2. ICP framework and buying signals/titles
3. Outreach priority plan (named accounts and a way to prioritize and segment non-named accounts. Can be a hypothesis to start with and then refine)
4. AI quick wins/tech roadmap - how can we be more efficient? What can we automate? (immediate and longer term backlog)