Responsibilities

• Own and evolve the GTM tech stack — Salesforce, HubSpot, and the surrounding ecosystem — ensuring clean data flow, tight integrations, and minimal manual work
• Design and implement automation across the funnel: lead routing, handoff workflows, enrichment pipelines, follow-up sequences, and deal stage triggers
• Build and maintain integrations between revenue tools (CRM, MAP, sequencing platforms, data enrichment, BI) so teams operate from a single source of truth
• Identify and eliminate process friction that slows deals down — from first touch through closed-won
• Partner with technical resources to architect scalable RevOps infrastructure; you set the strategy and requirements, others execute the builds
• Operationalize the sales process — MEDDPICC adoption, stage exit criteria, deal inspection frameworks — so reps are consistent and managers have real visibility
• Build and maintain pipeline management cadences: weekly reviews, deal health scoring, and escalation triggers that surface risk early
• Analyze sales cycle data to identify where deals stall, drop, or slow — then build fixes into the process and tooling
• Partner with Sales leadership on territory management, quota modeling, and capacity planning
• Support call review and coaching workflows to surface winning patterns and replicate them across the team

Requirements

• 7+ years in revenue operations, sales operations, or GTM strategy at a B2B SaaS company
• Deep hands-on experience with Salesforce and HubSpot — you know how to configure, integrate, and get the most out of both
• Proven track record building automation and workflow systems that measurably improved sales team efficiency or cycle time
• Strong analytical skills — you can build a model, interpret pipeline data, and translate findings into clear recommendations for leadership
• Experience building or owning forecasting and pipeline visibility frameworks
• Excellent communicator who can work across Sales, Marketing, and the C-suite without losing clarity or speed
• A bias toward automation: if you do something twice, you build a system for it
• Comfort with AI/LLM tooling for GTM use cases — you've used it to save time and you'll bring that mindset to the team

Preferred

• Experience with enrichment and data tools: Clay, Apollo, Clearbit, ZoomInfo, or similar
• Familiarity with workflow automation platforms like Zapier, n8n, or Make
• Experience with BI/reporting tools (Tableau, Looker, or similar)
• Background in or exposure to the insurance or insurtech space