Remote Revenue Operations Lead — GTM Accelerator

DFNS; New York (NY); Remote; USD 150,000 - 200,000; Full time

Job summary

DFNS, a remote-first company with NY office available, seeks a Revenue Operations Lead to shape our GTM infrastructure and processes. The role will own the go-to-market stack, upgrade the CRM to a single source of truth, and build the full funnel from website visit to signed contract, incorporating AI tooling and security considerations.

You will collaborate across Sales, Marketing and Finance, ensuring excellent client experience while aligning data, reporting and security with SOC 2/ISO 27001

Qualifications

• Built revenue operations from the ground up at a B2B company selling to enterprises.
• Owned end-to-end CRM (data model, workflows, integrations, reporting).
• Built automations across a go-to-market stack with tools like Zapier, Clay and n8n and with APIs, without waiting on engineering.
• Use AI tools daily and have built AI workflows that others rely on, with a clear view on deploying them safely under security and data protection constraints.
• Built knowledge systems or content libraries that people actually use.
• Analytical fluency in SQL, spreadsheets and BI tools. You build the dashboards yourself.
• Experience working across sales, marketing and finance with an eye on the client’s experience, not only internal reporting.
• Experience supporting RFP or security questionnaire processes.
• Attio, Clay or comparable modern go-to-market tooling.
• Fintech, financial services or digital assets background.
• Experience working under a CISO or inside a SOC 2 / ISO 27001 environment.

Responsibilities

• Own the go-to-market stack (CRM, enrichment, automation, AI tooling). Decide what we use, implement it and run it.
• Design and upgrade the CRM so it becomes the single source of truth for pipeline, accounts, activity and forecast.
• Build the full funnel from first website visit to signed contract (tracking, attribution, lead capture, scoring and routing) so sales spends its time in conversations rather than data entry.
• Own the RFP and security questionnaire engine, with a library of approved answers that stays current and grows with every response.
• Build and maintain a shared go-to-market knowledge base so the team reuses what it knows instead of recreating it deal by deal.
• Own the sales side of the handoff to Finance so clients are billed as agreed, on time and on the right terms.
• Run pipeline and forecast reporting, quota and commission tracking and CRM data quality, and keep revenue procedures documented for SOC 2 and the financial audits ahead.
• Set the standard for how sellers and account managers use AI, inside the guardrails set by the CISO and Security team, and spread what works across the team.

Skills

Revenue operations

CRM end-to-end

Automation (Zapier, n8n, APIs)

AI workflows

Knowledge base / content libraries

SQL & BI dashboards

Cross-functional (sales, marketing, fin

Security & data protection awareness

RFP / security questionnaire

Tools

Zapier

Clay

n8n

Job description

DFNS, a remote-first company with NY office available, seeks a Revenue Operations Lead to shape our GTM infrastructure and processes. The role will own the go-to-market stack, upgrade the CRM to a single source of truth, and build the full funnel from website visit to signed contract, incorporating AI tooling and security considerations.

You will collaborate across Sales, Marketing and Finance, ensuring excellent client experience while aligning data, reporting and security with SOC 2/ISO 27001