Head of RevOps

About the Role

We're looking for a Head of RevOps (Director/Sr. Director level) 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.

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