Director of Revenue Operations

Job Description - Director of Revenue Operations Reports To: VP of Growth Department: Sales Location: Remote Position Type: Full-Time Position Summary As the Director of Revenue Operations, you’ll report to the VP of Sales and own the operational and technological backbone of AxisCare's revenue engine. You’ll be equal parts operator, architect, and advisor—designing scalable systems, building an intentional RevOps team, optimizing our revenue processes, and leveraging AI and automation to drive rep productivity and forecast accuracy. You'll lead a team of GoToMarket Engineer and Sales Operations Rep(s) to maintain pipeline integrity, forecasting accuracy, CRM discipline, sales process standardization, and cross-functional alignment. Your job is to build the systems and culture that let AxisCare scale revenue predictably. This is not a hands-off leadership role. You'll be in HubSpot building workflows, analyzing Gong AI call insights to improve coaching, designing comp plans, and solving operational problems that block revenue. You'll think like an operator and architect simultaneously. We're building a revenue operations function that uses AI and automation as core levers for growth, not as afterthoughts. You'll need to stay current on HubSpot AI, Gong intelligence, and emerging RevOps tools. You'll report to the VP of Growth, but your impact stretches across Marketing, Customer Success, and Finance. Your team will be small but intentional - people hired specifically to complement your strengths. If you want to build scalable, AI-forward RevOps while staying connected to the frontline sales challenges, this is the role. Key Responsibilities Systems & Process Architecture - Design and implement scalable sales systems across HubSpot, Gong, Aircall, and related GTM tools. Build documented processes for lead-to-close motion across all segments. Ensure consistency and reduce friction. - Standardize sales process, stage definitions, and deal criteria. Create clear playbooks and documentation that align the team. Support enablement by connecting process to training. - Build and maintain territory models, quota structures, and compensation plans. Design systems that drive desired rep behaviors and align incentives with revenue goals. Pipeline Health & Funnel Optimization - Own pipeline coverage modeling. Target 3-4x pipeline coverage by segment and market. Track stage-to-stage conversion rates and identify funnel friction. - Monitor deal velocity, quality, and forecast hygiene. Identify process or capability gaps that slow progression. Collaborate with Sales on improvements. - Validate pipeline entries and maintain data quality. Ensure CRM discipline across the team. Drive consistent stage movement and accurate forecasting. AI & Tool Enablement - Lead adoption of AI-driven insights and workflows (Gong AI, HubSpot AI, etc.) to improve call performance, rep efficiency, and forecast accuracy. Build workflows that reduce manual work. - Implement and optimize GTM tools like HubSpot custom properties, Gong call scoring, Aircall integration, automation. Stay current on AI capabilities and drive adoption across the team. - Drive automation initiatives that eliminate rote admin work, let reps focus on selling, and improve data quality. Use technology to scale without adding headcount. Forecasting & Analytics - Build reliable, real-time dashboards that surface pipeline health, conversion rates, forecast accuracy, and performance by segment. Ensure visibility for Sales leadership and Finance. - Lead weekly and monthly forecasting processes with Sales. Provide detailed revenue reporting aligned with Finance and executive needs. - Track priority KPIs: pipeline coverage ratio, stage-to-stage conversion, sales cycle length, forecast accuracy, rep productivity, and revenue attainment by segment. Team Leadership & Cross-Functional Alignment - Build and lead an intentional RevOps team: GoToMarket Engineer and Sales Operations Rep(s). Develop team memb…