Director, Revenue Operations at Dockwa

Newport, Rhode Island, United States -

Full Time

Start Date

Immediate

Expiry Date

05 Sep, 26

Salary

0.0

Posted On

07 Jun, 26

Experience

5 year(s) or above

Remote Job

Yes

Telecommute

Yes

Sponsor Visa

Skills

Revenue Operations, Sales Operations, GTM Strategy, Funnel Analysis, Sales Forecasting, SQL, Salesforce, HubSpot, CRM Migration, Data Analysis, Pipeline Management, Compensation Design, B2B SaaS, Segmentation Modeling, BI Tools, Customer Success Analytics

Industry

Software Development

Description

About the role You will be the person who tells Dockwa how to make more money out of its existing go to market machine. You own the funnel, identify where it degrades, build the analysis that proves it, and translate that into specific changes our GTM leaders can act on. You are the analytical voice in every forecast call, pipeline review, and GTM planning conversation. You will also own the systems and reporting that make that analysis possible. Your first major operational deliverable is leading the Salesforce → HubSpot migration to completion with our migration agency (New Breed). After cutover, HubSpot becomes the source of truth and the platform you run your funnel analytics off of. You also manage our CRM Platform Owner, who handles most of the configuration work so your time can stay on analysis and strategy. This role is heavier on analytical judgment than on system administration, but we still need you to be fluent in what good looks like from a reporting and automation standpoint. While this role is anchored in our B2B revenue engine, Dockwa also earns revenue directly from boaters through Dockwa+, trip insurance, and new consumer products on our roadmap. The boater revenue funnel has no analytical owner today. The dream state for this role is that it grows to own boater revenue systems and analytics alongside our B2B products. What you'll do Own the analytical view of revenue. Identify where pipeline degrades, where conversion can move, where we're under-investing, and where our ICP definition needs to sharpen. Bring specific recommendations to the CEO, CFO, and Director of Sales weekly. Build the forecast. Run the weekly cadence with the CEO and Sales Lead. Hold a defensible point of view on the number. Track forecast accuracy quarter over quarter and own moving it. Build the sales and CS analytics stack: win rate by segment, conversion by stage, cycle time, ramp curves, retention drivers, expansion patterns. Deliver weekly to Director of Sales and monthly to the executive team. Translate analysis into GTM action. Partner with Sales and CS leadership to redesign motion, territories, segmentation, and comp where the data says we should. Finish the Salesforce → HubSpot migration to completion with New Breed. Own scope, timeline, hygiene standards, and cutover. Decommission Salesforce. Design the sales process inside HubSpot: stages, automations, required fields, lead routing, exit criteria. Hold the team to it. Extend RevOps coverage to boater revenue over time; define what good looks like for the consumer revenue funnel as new boater products launch. Support compensation design and analysis in partnership with Finance and HR. Build the models. Pressure-test the plans. What we look for Required 5+ years in Revenue Operations, Sales Operations, or GTM Strategy & Operations at a B2B SaaS company, with analytics as a primary part of the job. Strong analytical chops. You build pipeline analyses, segmentation models, and funnel diagnostics from raw data. You can defend the methodology and the conclusion. SQL fluency, or equivalent comfort working directly with data in BI tools, not just consuming pre-built dashboards. Track record of insight to action. Concrete examples of analysis that changed how a GTM team operated and moved a revenue metric as a result. Has owned forecast accuracy as a metric, not just attended forecast calls. Can point to a specific number on how much they moved it. Fluent in both Salesforce and HubSpot as a power user or admin. Can debug workflow automation in either. Preferred Background that includes a stint in strategy consulting, banking, Insight Partners GTM, FP&A, or equivalent analytical training. HubSpot Operations Hub Pro/Enterprise depth (custom objects, workflows, data sync, programmable automations). Vertical SaaS or marketplace experience, including payments or utilization-based business models. Experience with consumer subscription or transactional revenue models (conversion funnels, attach rates, churn) alongside B2B. Has experience with an end to end CRM migration. SFDC → HubSpot strongly preferred. What success looks like By the end of your first year: Forecast accuracy at 90%+ trailing two quarters, with a documented methodology the CEO trusts. At least three pieces of analysis have led to GTM changes (motion, territory, segmentation, comp, ICP) with a measurable impact on revenue. Pipeline coverage ratio is at target every quarter and the underlying pipeline data is clean enough that the number is real. Salesforce is fully decommissioned. HubSpot is the single source of truth for the revenue process.

Responsibilities

Lead the analytical strategy for revenue growth by optimizing the GTM funnel and managing sales forecasting. Oversee the migration from Salesforce to HubSpot and establish HubSpot as the primary source of truth for revenue reporting.