Role Description

Defense Unicorns gets mission-critical software to the warfighter faster and more securely. Revenue Operations is what keeps the go-to-market team moving at that speed without losing track of the details.

As Director of Revenue Operations, you own the systems, data, and processes our sales, solutions architecture, and customer success teams rely on every day. This is a hands-on role, not a reporting desk. You will sit close to revenue leadership and the deals themselves, from first pipeline through close, renewal, and expansion, and you will bring order to a fast-growing environment without getting in its way.

Responsibilities

CRM and Revenue Systems

• Own HubSpot as primary administrator: data integrity, pipeline hygiene, and adoption across the go-to-market team.
• Maintain the deal pipelines (Direct Opportunities, Competitive Solicitations, Renewals) with consistent stages, required fields, and automation.
• Manage integrations between HubSpot and the tools around it (Slack, Google Workspace, Notion, LinkedIn Sales Navigator, and others).
• Keep deal data clean and usable: naming conventions, MEDDPICC qualification fields (Metrics, Economic Buyer, Decision Criteria, Decision Process, Paper Process, Identify Pain, Champion, Competition), D&F dates, DRB data, product feature tags, and ARR calculations.

Pipeline Analytics and Forecasting

• Run the quarterly forecast process between sellers and revenue leadership, and surface where coverage is thin and where the upside is.
• Maintain forecast models built on pipeline stage, PWIN, deal velocity, and past conversion rates.
• Give leadership the analytics they need at the deal and portfolio level: coverage ratios, pipeline aging, and win/loss patterns.
• Flag pipeline and deal risk early, before it shows up in the number.

Go-to-Market Process

• Work with sales and solutions architecture leadership to document and sharpen the sales process, from qualified opportunity through Focused Discovery, Deal Review Board (DRB), scoping, proposal, and close.
• Set up lead routing, territory and account assignment, and clean handoffs between sales and marketing.
• Run the cadence for pipeline reviews, QBRs, and annual planning.
• Support competitive solicitations: opportunity tracking, bid/no-bid analysis, and capture management.

Quoting, Pricing, and Revenue Tracking

• Run deal desk operations covering pricing, discounting, contract structure, and approvals.
• Maintain SKU-level pricing across UDS Premium, Application Licenses, Edge Node Licenses, Software Factory, SRE Operations, PaaS, and training and services.
• Work with Finance on bookings recognition, ARR tracking, and revenue reporting.

Enablement and Adoption

• Improve CRM adoption and data quality through training, clear documentation, and follow-through.
• Build the playbooks, templates, and automation that take busywork off sellers and solution architects.
• Get new revenue team members up to speed on the systems and the process.

What Success Looks Like

• Leadership trusts the pipeline and forecast numbers in weekly Huddles and QBRs because there is one place to find them.
• The sales team follows one documented process, and so does solutions architecture.
• The forecast lands within an agreed tolerance quarter after quarter, with risk flagged early.
• Deals move from quote to close faster, without cutting corners on approvals.

Preferred Experience and Qualifications

• 7+ years in revenue operations, sales operations, or business operations, ideally in GovTech.
• Hands-on HubSpot experience (Sales Hub, Operations Hub), including workflow automation, custom objects, and reporting.
• Track record of standing up sales processes in high-growth companies with long, multi-stakeholder deal cycles.
• Comfortable building pipeline models, forecasts, and the dashboards leadership actually reads.
• Deal desk or CPQ experience, including pricing and approval workflows.
• Familiarity with a structured qualification methodology like MEDDPICC, and the discipline to make it stick in the CRM.
• Strong cross-functional communicator who works well with sales, finance, legal, and product.
• Self-directed, and at home in a remote-first company with little hierarchy.
• Background in defense technology, GovTech, or selling to the U.S. Department of Defense.
• Working knowledge of government procurement (competitive solicitations, contract vehicles, FAR/DFARS).
• Exposure to product-led and open-source go-to-market models.
• Experience across both direct and channel/partner sales.
• Some exposure to solutions architecture or technical pre-sales.
• A consulting or advisory background (management consulting, GTM/RevOps advisory, Big 4, or a boutique strategy firm) is a real plus. We like operators who can take an ambiguous problem, give it structure, and get it done across a lot of stakeholders.

Compensation & Benefits

We offer competitive pay, meaningful equity, and full benefits. [Insert salary range; required for postings in several states.]

Defense Unicorns is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or protected veteran status.

The listed responsibilities are not exhaustive; additional responsibilities may be assigned based on the evolving needs of the organization.

Travel Expectations: 4 to 12 times per year (sales training and participation activities)