About this role.
This Director of Revenue Operations role owns the systems, data, process discipline, and analytics supporting sales, solutions architecture, and customer success. The position is highly hands-on, centered on HubSpot administration, pipeline governance, forecasting, deal desk operations, pricing approvals, and ARR/bookings reporting. It requires building scalable go-to-market workflows for complex government and defense sales cycles while driving CRM adoption across cross-functional stakeholders. The successful candidate will bring substantial RevOps or Sales Operations experience, strong forecasting and CPQ capabilities, and familiarity with GovTech procurement and MEDDPICC. It is a remote US leadership role with periodic travel for sales training and participation activities.
Role DNA
A quick view of the complexity, pace, ownership and collaboration implied by the job description.
Job Complexity
5/5Pace & Pressure
5/5Autonomy Level
5/5Communication Load
5/5Salary analysis
Estimated compensation compared with the broader US market for similar roles.
Core skills
Skills and capabilities most closely associated with this opportunity.
Sample interview questions
I would first audit CRM data quality, stage definitions, required fields, and historical conversion patterns. I would then align revenue leadership on a single forecast methodology, publish clear dashboard definitions, and create a regular inspection cadence for pipeline reviews and QBRs. Early on, I would prioritize visible data-quality fixes and document assumptions so leaders understand both the forecast and its risks.
I would reduce friction before adding enforcement by simplifying properties, automating routine updates, and tailoring views and workflows to sellers' daily work. I would connect required fields to practical outcomes such as cleaner handoffs, faster approvals, and more accurate forecasting. Finally, I would use training, manager scorecards, and recurring data-quality reviews to reinforce the operating standard.
I would track pipeline coverage by segment and period, stage conversion, win rate, pipeline aging, deal velocity, forecast category movement, and weighted pipeline based on stage and probability-to-win. For government opportunities, I would also monitor solicitation timelines, bid/no-bid decisions, contract vehicle status, stakeholder coverage, MEDDPICC completeness, and risks related to procurement or approval processes.
I would map the approval path by discount level, contract structure, nonstandard terms, product mix, and services scope. Standardized pricing, SKU definitions, approval thresholds, templates, and automated routing would make routine deals fast while escalating only true exceptions to finance, legal, or leadership. I would measure turnaround time, exception volume, discount trends, and post-close accuracy to continuously improve the process.
I would make the assumptions explicit and ground the discussion in evidence such as stage history, conversion rates, deal velocity, close-date movement, contract dependencies, and qualification quality. Where uncertainty remains, I would present a base case, upside case, and downside risk view rather than force false precision. My role is to provide an objective operating model that helps both teams make informed decisions and flag risk early.
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.
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)
Full compensation packages are based on candidate experience. Compensation ranges are established using national benchmarking data and apply across all geographic locations within the United States.
Remote – USA
$204,000—$276,000 USD
Who We Are
Defense Unicorns delivers mission value by streamlining software delivery so our customers can focus on the most important challenges. We share a vision of freedom and security for the advancement of progress and innovation. Our commitment to this vision, and to our mission-driven customers, means a commitment to speed, user experience and optionality, without compromising security. Our team is composed of innovators, software engineers, and veterans with decades of experience delivering technology programs across the federal market.
What We Do
We create and deliver secure solutions for continuous software integration and delivery. Defense Unicorns consolidates the best practices for security pipelines, testing, and deployment automation in order to meet the high security requirements valued by mission owners. Our solutions are agnostic by design and we believe that growing a robust ecosystem of secure, cloud-native software solutions can help enterprise customers inside and outside the federal market buy and integrate software more easily.
Who We Serve
Defense Unicorns’ customers are mission-focused leaders across public and private enterprises. We proudly support defense and civil agencies across the U.S. government and we work closely with the creators of leading-edge software solutions to deliver value to the mission-owner by improving the security and consumability of commercial software products.
What We Work On
- Kubernetes
- Cloud Environments (AWS/GCP and Azure)
- Infrastructure-as-code (like Terraform/Pulumi)
- Continuous Delivery and automation tooling
- GitOps
- Containers
- CNCF projects and open source products and packages
- Helm/Kustomize-Value Stream Mapping
- Building and improving security delivery
- Building Kubernetes and cloud native applications
Benefits Our Unicorns Enjoy
Health:
- Medical/Dental/Vision
- Premiums are 100% Company Paid
- Health Savings Account
- Life Insurance
- Disability Insurance
Financial:
- 401k Retirement Plan
- Company Stock Options
- Home Office Budget
Leave:
- We offer all full-time Unicorns Flexible Time Off (FTO) plus all Federal Holidays, one week for Thanksgiving, and two weeks for Christmas and New Year’s
- Paid Parental Leave
Learning:
- Reimbursement for approved trainings/subscriptions
- Conferences (travel, lodging, and fees)
Don’t have all the preferred experience or qualifications? Studies show that underrepresented groups like women and people of color are less likely to apply to jobs if they don’t meet every requirement listed.
At Defense Unicorns, we’re committed to diversity. If you’re enthusiastic about the role but don’t match every criteria, we encourage you to apply. You could be the perfect fit for this or another role! Defense Unicorns is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, disability, sex, sexual orientation, gender identity or expression, age, national origin, veteran status, genetic information, union status and/or beliefs, or any other characteristic protected by federal, state, or local law.
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