Director of Revenue Operations

About the role

As Director of Revenue Operations, you will operationalize Athennian's revenue strategy. This is a strategic leadership role for someone who turns data into decisions, drives accountability across GTM teams, and ensures the revenue engine delivers predictable, sustainable growth. While this is not a system-builder role, you should be fluent enough in the underlying systems — from past experience — to step in when needed and hold the technical bar high.

You will partner directly with senior leadership across Sales, Marketing, Customer Experience, and Product to translate business objectives into operational reality — owning forecasting accuracy, pipeline rigor, and oversight of our CRM ecosystem. You will lead a small RevOps function, including a technical RevOps Analyst who handles hands-on system configuration, freeing you to focus on strategy, alignment, and cross-functional execution.

What you'll do

• 1. Revenue Operationalization
• Establish a data-driven decision cadence that gives leadership clear visibility into next quarter's revenue — and the levers to influence it in real time.
• Translate high-level business objectives into precise revenue targets, capacity models, and headcount plans.
• Identify and prioritize high-leverage opportunities across the funnel — acquisition, conversion, expansion, and net revenue retention.
• Partner with Product and Finance to align pricing and packaging structures with LTV and market penetration goals.
• Play an active role in demand generation, collaborating with Marketing/Sales to architect, build, and maintain automation for outbound motions.

2. Strategic Forecasting & Business Intelligence

• Own the revenue forecasting process in partnership with Finance, with particular focus on closing current gaps in Customer Experience (CX) forecasting.
• Develop and monitor a comprehensive suite of KPIs and proactively flag risks before they impact the bottom line.

3. Accountability & Cross-Functional Orchestration

• Act as the accountability layer across GTM. Use conversion metrics to tell leaders precisely what activities — call/email volume, outreach cadence, conversion rates — are required to hit targets.
• Stand your ground in executive forums. Defend data integrity and the system's outputs when stakeholders push back, and manage senior partners across CX, Sales, Marketing, and Product through influence rather than authority.
• Take full ownership of quarterly review decks and the data surfaced within them, rather than relying on department heads to assemble them.
• Standardize definitions, SLAs, and shared accountability frameworks across all GTM functions.
• Oversee lead qualification processes, deal attribution, SKU management, and pipeline hygiene to ensure a smooth transition through the customer journey.

4. CRM Architecture & AI-Enabled Automation

• Take ultimate responsibility for our HubSpot ecosystem, ensuring it is best-in-class and scalable for a growing B2B SaaS environment.
• Set architectural direction and partner with the internal technical lead (and third-party consultants where appropriate) to evaluate whether current systems need targeted improvements or more substantial redesign.
• Architect the transition toward an AI-enhanced revenue stack — prioritizing tools and workflows that automate CRM hygiene, lead routing, and routine administrative tasks so GTM teams can focus on high-value strategic execution.
• Establish and maintain rigorous data-quality and hygiene standards — a true single source of truth for revenue reporting.
• Design and document end-to-end processes that eliminate friction between Sales