REVENUE OPERATIONS DIRECTOR (SMSO046)
RevOps keeps gtm unicorns moving
Defense Unicorns needs RevOps leadership that can own the systems, data, and processes sales, solutions architecture, and customer success rely on every day. I’m a hands-on operator who sits close to the deals themselves—from first pipeline through close, renewal, and expansion.
OPERATING SYSTEM
Pipeline → Close → Renewal → Expansion
The REVOPs Infra I would own
Systems
Own the CRM and revenue tooling as mission infrastructure: clean architecture, usable automation, reliable integrations, and adoption that holds up under growth.
Data
Give revenue leadership one operating picture: trusted pipeline, clear handoffs, forecast confidence, renewal visibility, expansion signals, and data definitions teams can align around.
Process
Bring order without bureaucracy: stage discipline, deal inspection, customer success feedback loops, solution architecture handoffs, and escalation paths that move at startup speed.
HANDS-ON, CLOSE TO THE DEALS
Not a reporting desk. A revenue operating layer.
I would sit close to revenue leadership, sales, solutions architecture, and customer success—where the work actually happens. The goal is to make the motion work from pipeline through close, renewal, and expansion without adding drag to the teams moving the mission forward.
15+
years building GTM systems
$100M+
recurring revenue scale supported
FIRST 90 DAYS
Stabilize the revenue factory, then scale it
01–30
Diagnose
Audit systems, stage definitions, data quality, forecast inputs, handoff points, CS renewal signals, and the rituals revenue leaders already trust.
31–60
Operate
Install clean operating cadence: pipeline review, deal risk taxonomy, lifecycle dashboards, renewal readiness, expansion triggers, and documented ownership.
61–90
Scale
Turn the operating model into repeatable motion: enablement, automation, executive reporting, and feedback loops that make growth faster without making teams heavier.
Order without drag. RevOps close to the mission.
I would bring practical systems leadership, deal-level empathy, and the operational rigor needed to help Defense Unicorns scale revenue without slowing down the teams building trust with customers.