Remote RevOps Director: CRM & Forecast Lead

Coinscapture; United States; Hybrid; USD 204,000 - 276,000; Full time

Benefits offered by this job

Equity

Full benefits

Job summary

Defense Unicorns is recruiting a Director of Revenue Operations to own CRM, data, and go-to-market processes across sales, solutions architecture, and customer success. This hands-on leader works closely with revenue leadership on deals from pipeline to renewal.

You will manage HubSpot, oversee forecasting, pipeline hygiene, and governance for MEDDPICC/CPQ in a fast-growing defense tech environment, with remote USA work flexibility.

Qualifications

• 7+ years in revenue operations, sales operations, or business operations, ideally in GovTech.
• Hands-on HubSpot experience (Sales Hub, Operations Hub), including workflow automation, custom objects, and reporting.
• Track record of standing up sales processes in high-growth companies with long, multi-stakeholder deal cycles.
• Comfortable building pipeline models, forecasts, and the dashboards leadership actually reads.
• Deal desk or CPQ experience, including pricing and approval workflows.
• Familiarity with a structured qualification methodology like MEDDPICC, and the discipline to make it stick in the CRM.
• Strong cross-functional communicator who works well with sales, finance, legal, and product.
• Self-directed, and at home in a remote-first company with little hierarchy.
• Background in defense technology, GovTech, or selling to the U.S. Department of Defense.
• Working knowledge of government procurement (competitive solicitations, contract vehicles, FAR/DFARS).
• Exposure to product-led and open-source go-to-market models.
• Experience across both direct and channel/partner sales.
• Some exposure to solutions architecture or technical pre-sales.
• A consulting or advisory background is a real plus.

Responsibilities

• Own HubSpot as primary administrator: data integrity, pipeline hygiene, and adoption across the go-to-market team.
• Maintain the deal pipelines with consistent stages, required fields, and automation.
• Manage integrations between HubSpot and Slack, Google Workspace, Notion, LinkedIn Sales Navigator, and others.
• Run the quarterly forecast process and surface coverage gaps at portfolio level.
• Set up lead routing, territory and account assignment, and clean handoffs between sales and marketing.
• Run cadence for pipeline reviews, QBRs, and annual planning.
• Support competitive solicitations: tracking, bid/no-bid analysis, and capture management.
• Oversee pricing, discounting, contract structure, and approvals; maintain SKU-level pricing.
• Improve CRM adoption and data quality through training and documentation.

Skills

Revenue operations

Forecasting

MEDDPICC

CPQ

Deal desk

Cross-functional collaboration

GovTech

Sales process design

Remote work

HubSpot

Tools

HubSpot

Job description

Defense Unicorns is recruiting a Director of Revenue Operations to own CRM, data, and go-to-market processes across sales, solutions architecture, and customer success. This hands-on leader works closely with revenue leadership on deals from pipeline to renewal.

You will manage HubSpot, oversee forecasting, pipeline hygiene, and governance for MEDDPICC/CPQ in a fast-growing defense tech environment, with remote USA work flexibility.