RevOps Director

Job Description:

• Serve as a strategic partner to the CRO, driving alignment, efficiency, and growth across all go-to-market (GTM) functions.
• Own the architecture of 4M's revenue engine, from AI-powered tooling and process optimization to market intelligence, public sector GTM strategy, and cross-functional execution.
• Act as a strategic advisor and execution partner to the CRO, driving alignment across sales, marketing, and customer success on revenue priorities, OKRs, and key initiatives.
• Lead preparation of CRO-level materials including board decks, QBRs, pipeline reviews, and executive briefings - synthesizing data and insights into clear strategic narratives.
• Conduct ongoing strategic analysis of markets, competitive dynamics, process gaps, risks, and emerging opportunities to inform GTM decision-making.
• Manage the CRO's strategic calendar, ensuring bandwidth is focused on highest-impact priorities across pipeline, renewals, partnerships, and team development.
• Drive cross-functional GTM initiatives from inception through execution, coordinating stakeholders across product, finance, and customer success.
• Own the GTM tech stack strategy - evaluating, implementing, and optimizing AI-powered tools across sales automation, outreach, forecasting, CRM enrichment, and customer intelligence.
• Design and lead enablement programs to train GTM teams on AI tools and workflows, building internal capability and driving adoption across sales, marketing, and customer success.
• Partner with sales and marketing leadership to embed AI into core processes - including account research, pipeline management, content generation, and post-sale workflows.
• Design and optimize end-to-end revenue processes across the full customer lifecycle — from lead generation and pipeline management to renewal and expansion.
• Implement and manage reporting infrastructure to deliver real-time visibility into pipeline, conversion rates, forecast accuracy, and GTM performance.
• Collaborate with finance and sales leadership on revenue forecasting, territory planning, quota setting, and commission program design; comfortable working across time zones with international finance and administrative counterparts, including managing async workflows and coordinating on budgets, approvals, and compliance requirements with overseas teams.
• Develop and maintain sales playbooks, onboarding materials, and operational documentation to ensure consistency and scalability across the GTM team.
• Maintain data integrity across CRM and GTM systems, establishing governance standards and audit processes.
• Lead ICP refinement and persona development for public sector segments - including state and local government, Departments of Transportation, and other regulated industries - translating buyer insights into actionable GTM strategies.
• Partner with sales and marketing to develop positioning, messaging, and content tailored to public sector procurement cycles, compliance requirements, and decision-making structures.
• Track regulatory, policy, and procurement trends affecting target verticals to identify emerging opportunities and risks.
• Conduct structured market and competitive analyses to support territory planning, pricing decisions, and product-market fit assessments.
• Build and maintain frameworks for tracking win/loss trends, competitive positioning, and customer segment performance.
• Synthesize quantitative and qualitative data into strategic recommendations for the CRO and GTM leadership team.
• Partner with product and marketing on analyst relations, customer advisory inputs, and GTM feedback loops.

Requirements:

• 5-8 years of experience in revenue operations, sales strategy, GTM operations, or a Chief of Staff role within a high-growth B2B technology company
• Demonstrated experience integrating AI tools into GTM workflows, including hands-on proficiency with Claude (Anthropic) for sales automation, content generation, research, and analysis; familiarity with broader AI platforms for CRM enrichment and forecasting is a plus.
• Proven track record training and enabling GTM teams on new tools and processes, driving measurable adoption and behavior change.
• Direct experience working with or selling into public sector organizations, regulated industries, or government agencies - with a strong understanding of associated ICPs, personas, and procurement dynamics.
• Strong strategic analysis capabilities, including the ability to assess markets, diagnose process inefficiencies, identify risks, and translate findings into executive-ready recommendations.
• Proficiency with CRM platforms (e.g., Salesforce, HubSpot), marketing automation tools, analytics platforms, and GTM intelligence tools.
• Excellent data analysis and reporting skills, including advanced proficiency with spreadsheets and CRM-based reporting.
• Exceptional communication skills - able to influence senior stakeholders, simplify complex information, and operate effectively in ambiguous, fast-moving environments.
• Demonstrated ability to lead cross-functional initiatives and manage multiple high-priority workstreams simultaneously.

Benefits:

• competitive compensation
• generous health coverage (with partial support for family members)
• 401(k) matching
• flexible time off
• extended parental leave

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