Director, Revenue Operations

Director of Revenue Operations About MirrorWeb MirrorWeb is an intelligent communications supervision platform built for regulated financial services firms that need to scale supervision safely, defensibly and without operational collapse. Compliance teams today are dealing with a permanent shift: channel explosion (mobile, social, collaboration tools), volume that outpaces humans and regulators who didn't lower the bar. The result is simple: teams are drowning in data but starving for signal. Most Firms Get Stuck Between Three Flawed Options
Legacy archiving & supervision platforms (manual, queue-based, connector-centric, brittle, slow to adapt)
Point AI compliance tools (narrow, opaque, hard to defend in audits)
DIY + services-heavy approaches (stitched-together systems and spreadsheets that don't scale) MirrorWeb was built for this moment: AI-native supervision designed for regulated reality where AI helps prioritize risk and focus human attention, while preserving accountability regulators accept. Our mission: help regulated firms communicate freely and confidently, knowing supervision stays scalable, defensible, and auditable as the world changes. Why This Role Matters MirrorWeb is entering a new phase of growth — backed by a $63M investment from Mainsail Partners, expanding into new markets, and scaling a go-to-market engine that needs to match the pace of the product. The Director of Revenue Operations will own the operating system that makes that growth repeatable: the data, the processes, the systems, and the cross-functional alignment that turn pipeline into predictable revenue — helping MirrorWeb scale the supervision platform that turns compliance into a competitive advantage, not an operational bottleneck. What Success Looks Like In 3–6 Months
HubSpot is a trusted system of record — clean data, reliable reporting, and dashboards leadership actually uses to make decisions.
The lead-to-cash process is standardized, documented, and running with minimal manual intervention across Sales, Marketing, and Customer Success.
Forecasting accuracy has measurably improved, and the executive team has real visibility into pipeline health, deal velocity, and capacity against targets. The Role Title: Director of Revenue Operations Reports to: VP Finance Location: Austin, TX (Hybrid) You'll own the full revenue operations function — systems, data, process, and planning — and serve as the operational backbone of MirrorWeb's go-to-market motion. This is a high-autonomy, AI-leveraged role where you'll use AI tools (Claude, Gong AI, HubSpot automation) daily to accelerate analysis and automate operational tasks — freeing you to focus on the strategic work that moves the business. You'll split your time between strategic planning with revenue leadership and hands-on execution inside HubSpot and the broader tech stack. You'll be the person who makes sure our growth infrastructure keeps pace with our growth ambitions. This is not a dashboards-and-reports role. When you see a problem — a conversion drop, a broken handoff, a forecast miss — you diagnose the root cause, rally the right people, and drive the fix yourself or through the cross-functional team. Key Responsibilities
Own revenue operations end-to-end: define the problem, propose options, drive decisions, and roll up your sleeves to execute — whether that means personally fixing a broken process, re-segmenting a territory, or coaching a team through a new workflow.
Build work that holds up in a trust-first environment: reliability, defensibility, and auditability matter here — our buyers are regulated, and our internal operations should reflect the same standard.
Partner with Sales, Marketing, Customer Success, and Finance to deliver outcomes that scale without chaos.
Operate with a "signal over noise" mindset — prioritize what moves the business and customers forward.
Raise the bar on the quality of our systems, reporting, and operational execution.
Communicate clearly and close loops — especially across a distributed team (Austin ↔ Manchester).
Contribute to a culture of ownership: when something breaks, we fix it. Role-specific Responsibilities
Serve as the strategic owner of HubSpot CRM (Sales Hub, Marketing Hub, Service Hub, Operations Hub) — architecture, workflows, lead scoring, custom objects, sequences, and reporting.
Manage integrations between HubSpot and the revenue tech stack (Gong, Outreach, ZoomInfo, billing/ERP systems) and evaluate new tools as the GTM org scales.
Own AI orchestration and automation strategy: determine which workflows to automate via Claude + MCP integrations, validate AI outputs for accuracy, and manage the human-machine boundary across the revenue stack.
Own the annual and quarterly planning process: territory design, quota setting, capacity modeling, and compensation plan administration.
Build and maintain revenue forecasting models and provide data-driven insights to the CRO and executive team.
Design and enforce standardized lead-to-cash processes across the full customer lifecycle — lead routing, pipeline stages, deal progression, handoffs, and renewal workflows.
Own marketing operations infrastructure including lead scoring, MQL/SQL definitions, campaign attribution, and the contact-to-campaign-to-deal model that connects marketing activity to pipeline — not as a support function but as a core RevOps accountability.
Define and enforce pipeline stage architecture — including entry/exit criteria, required fields at each stage, and automated validation — so that pipeline data is trustworthy, forecasting is grounded in stage reality, and conversion analysis is meaningful.
Design and implement ICP-based routing and segmentation logic — tier definitions, territory assignment rules, SLA enforcement, and exception handling — so that inbound and outbound leads reach the right rep at the right time with zero manual triage.
Drive data hygiene, governance, and enrichment initiatives so that reporting is trustworthy and decision-making is grounded in clean data. Own the customer and prospect data architecture — including required fields, enrichment sources, and the segmentation model that feeds territory design, routing, scoring, and ABM execution.
Analyze the data, turn it into insights with a data-based narrative and present to the Executive Leadership Team with action-oriented advice. What You'll Need
8+ years in Revenue Operations, Sales Operations, or Marketing Operations within a B2B SaaS environment. Must include meaningful time operating inside a GTM motion — not just supporting one from a reporting function.
Deep, hands-on HubSpot CRM expertise — Sales Hub, Marketing Hub, and Operations Hub required. You've architected and scaled HubSpot, not just administered it.
Proven track record building scalable processes and systems in a high-growth environment where things are moving fast and not everything is figured out yet.
Demonstrated boots-on-the-ground GTM problem-solving. Can point to specific examples of identifying a revenue problem (conversion drop, broken handoff, forecast miss, territory imbalance) and personally driving the cross-functional fix — not just flagging it for someone else to solve.
Experience building lead scoring models and target account lists using firmographic, technographic, behavioral, and intent data — including source prioritization, enrichment vendor selection, and integration into CRM routing and territory assignment.
Multi-touch attribution experience — understands influence-based vs. source-based attribution, has implemented a consistent model that both Finance and GTM trust, and can produce pipeline reports that connect marketing activity to closed revenue.
Strong analytical skills with experience in BI tools (Looker, Tableau, or Power BI) and advanced proficiency in Excel/Google Sheets.
Experience with CPQ, billing integrations, or lead-to-revenue process design.
Ability to move fast without sacrificing standards — you're comfortable being accountable for outcomes, not just activity.
Clear communicator who can simplify complexity and drive decisions across Sales, Marketing, CS, and Finance.
AI-first working style. Regularly uses AI tools (Claude, ChatGPT, Copilot, or similar) for data analysis, report generation, and workflow design. Not "aware of AI" — actively uses it daily.
SaaS financial fluency: ARR, NRR, CAC payback, unit economics. Can build and maintain models that satisfy PE investors and a board. Nice To Have
Experience in regulated financial services (SEC/FINRA), compliance technology, or RegTech — understanding the buyer matters here.
HubSpot certifications or Solutions Partner experience.
SQL proficiency or experience working closely with data engineering teams.
Familiarity with Gong, Outreach/Salesloft, ZoomInfo, Snowflake, or dbt.
Experience with MCP (Model Context Protocol) integrations, API-based workflow design, or AI-powered automation between revenue systems.
PE-backed company experience (understands board reporting cadence, investor metrics, growth-stage urgency). How We Work
Regulated reality, not hype: our buyers can't afford AI mistakes. We build AI that's explainable and defensible — and our internal operations reflect the same rigor.
AI-native operations: we use Claude, MCP integrations, and modern automation to eliminate operational busywork — so our people spend time on strategy and judgment, not data entry and report assembly.
Signal over noise: we focus human effort on what matters, internally and for customers.
Fast pace, high standards: we move quickly because the market demands it, and we hold the bar because trust demands it.
Ownership culture: we value people who take responsibility, drive clarity, and close loops.
One team across Austin + Manchester: we collaborate well across time zones and operate like adults.