Head of RevOps
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Job Description
Head of RevOps building the GTM operating system for Ent’s AI-powered workspace security platform. Owning AI tooling, forecasting, systems, deal desk, and sales planning.
Responsibilities:
- Build Ent’s revenue operating model, including standardized account, opportunity, and stage definitions
- Establish clean data workflows for pipeline management, forecasting, and the customer lifecycle
- Deploy AI across data hygiene, enrichment, call and deal summarization, forecast signals, renewal risk, and self-serve reporting
- Develop real-time revenue intelligence, predictive forecasting inputs, expansion and churn indicators, and scenario models
- Own the GTM systems roadmap across CRM, marketing automation, sequencing, conversation intelligence, enrichment, customer success, and analytics
- Rationalize the technology stack and simplify workflows
- Integrate HubSpot and Gong, including CRM data, call and deal signals, reporting, and AI workflows
- Establish deal desk processes, pricing and discount guardrails, approval paths, and quote-to-cash operations with finance
- Support pricing and packaging changes operationally
- Build territory and quota models, capacity plans, headcount scenarios, and commission administration
- Build reporting for sales representatives, frontline managers, the CRO, and the board
- Build sales development operations for BDR activity, conversion reporting, sequencing, routing, capacity, and ramp
- Run weekly pipeline inspections, forecast calls, and QBRs
- Partner with sales leadership and product marketing on enablement, scorecards, call and deal analytics, and productivity data
- Report to the CRO and build the revenue operations function from the ground up
Requirements:
- Hands-on experience building AI into a sales organization’s tooling, with measurable ROI
- Experience with Claude or comparable model tooling
- Experience building reporting for representatives, frontline managers, executives, and boards
- Experience owning HubSpot and Gong, or close equivalents, and integrating them
- Experience with sales development operations, including BDR/SDR reporting, routing, and capacity
- Experience leading tool rationalization
- Experience owning revenue or GTM operations through a startup’s fast-growth phase
- Experience running deal desk or enterprise pricing, approvals, and quote-to-cash processes
- Experience building territory and quota models, capacity plans, and commission calculations
- Fluency in data modeling, querying, and defending metrics
- Experience supporting enterprise security or infrastructure sales motions is a bonus
- Experience migrating a CRM or consolidating onto a HubSpot-centered stack is a bonus
- Experience operationalizing pricing or packaging changes, product launches, or international expansion is a bonus
- Experience owning renewals and expansion reporting is a bonus
Benefits:
- Meaningful equity on top of salary
- 90% of medical, dental, and vision insurance paid by Ent
- 75% coverage for dependents
- Flexible PTO
- 12 weeks of fully paid maternity leave (birth, adoption, or foster)
- 8 weeks of fully paid paternity leave
- $100 monthly lifestyle account for fitness, wellness, learning, and more
- $500 home office stipend for remote employees
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