Crisp

Lead and unify GTM systems, oversee data integrity, and manage post-merger system integration to support high-growth SaaS operations. | Extensive experience in Revenue Operations or Business Systems, leadership in SaaS environments, deep technical mastery of Salesforce and HubSpot, and proven M&A integration experience. | The Role We are looking for a strategic, high-growth Director of Revenue Operations to lead our GTM infrastructure and operations team. Reporting directly to the VP, Sales Strategy & Operations, you will manage a growing team of analysts/admins and act as the primary architect of our scale. You will move us from "startup operations" to "enterprise scale." This is a leadership role responsible for unifying our data strategy, driving the operational integration of global acquisitions, and ensuring our "Golden Triangle" (Salesforce, HubSpot, and NetSuite) operates as a high-performance engine. Key Responsibilities 1. Team Leadership & Operational Governance Manage & Mentor: Lead, coach, and develop a team of 2+ RevOps professionals. Foster a culture of technical excellence, data curiosity, and proactive problem-solving. Prioritization: Act as the gatekeeper for the GTM operations roadmap. Balance "keep the lights on" requests with strategic initiatives, ensuring your team is focused on high-impact work. Process Architecture: Define the "Rules of Engagement" across the global customer lifecycle. You own the design of the process; your team assists in the build. Change Management & Enablement: Partner with Sales Enablement to drive adoption. You won’t just build the systems; you will lead the change management strategy to ensure acquired teams successfully adopt Crisp’s tools and processes. 2. GTM System Strategy and Process Top of Funnel: Partner with Marketing to validate attribution models and optimize the lead-to-opportunity handoff. Quote-to-Cash Strategy: You will lead the strategic evaluation and roadmap for implementing CPQ and CLM solutions to generate quotes and streamline flows between Sales, Legal, and Finance. Data Integrity: Implement strict data hygiene and governance policies. Ensure critical customer data (usage, tickets, contract details, etc.) is readily available for the GTM team. Post-Merger Integration (PMI): Lead the operational unification of acquired companies. Develop the playbook for migrating disparate CRM instances into the Crisp "Source of Truth" to ensure a 360-degree customer view. Incentive Management: Oversee the administration of sales compensation plans. Ensure your team maintains accurate system data (NetSuite/SFDC) for automated, transparent commission payouts. 3. Reporting, Analytics, and Forecasting Forecasting & Revenue Intelligence: Lead the adoption of our new Revenue Intelligence framework. Operationalize the forecast roll-up process, enabling Sales Managers and the CRO to apply judgment overlays and adjustments to drive a predictable, high-confidence "commit" number. Reporting & Insights: Oversee the creation of reports for pipeline health, conversion rates, and churn analysis. Cross-Functional Insights: Create and maintain a feedback loop to enable Campaign analysis by the Marketing team. Partner with Finance to track unit economics (CAC, LTV) and ensure forecast accuracy. 4. Systems Architecture & Tech Stack Management Primary Architect: Oversee the Salesforce schema, HubSpot workflows, and the bi-directional sync with NetSuite (ERP). You ensure the architecture is scalable, while your team handles daily configuration. Global Architecture: Architect systems to support international growth, overseeing multi-currency, multi-entity setups, and localized compliance (GDPR/CCPA) within the GTM stack. Vendor Management: Audit the GTM tech stack (Apollo, Vector, Loopio, etc.) to maximize ROI. Manage vendor negotiations, renewals, and the GTM operations budget. The Tech Stack Core CRM: Salesforce (Flows, Advanced Reporting, Object Architecture). Marketing Automation: HubSpot (Workflows, Attribution, SFDC Connector). ERP/Finance: NetSuite (Order management and RevRec integration). CS/Support: Vitally (CSM), ZenDesk (Support), Pendo (Product Usage). Sales Productivity: Apollo.io (Prospecting), Vector (Intent), Loopio (RFP), PandaDoc/ContractPod.ai (CLM). Collaboration: Slack, Google Workspace. Qualifications Experience: 8-12 years in Revenue Operations or Business Systems, with 3+ years in a leadership role within a high-growth SaaS or Data environment (Series B through IPO readiness preferred). M&A Track Record: Proven experience consolidating tech stacks and data during company mergers or acquisitions. Technical Mastery: Architect-level command of Salesforce and HubSpot capabilities. You don't need to write Apex code, but you must be able to review your team’s solution design to ensure scalability. Deep experience integrating CRMs with ERPs (NetSuite preferred). Deep experience leading the selection and implementation of Enterprise CPQ workflows. Strategic Mindset: Ability to translate complex data into actionable insights for the C-Suite. You are comfortable pushing back on "gut feelings" with cold, hard data. Global Literacy: Experience managing GTM operations across multiple entities and currencies. What Makes a Great Fit at Crisp Collaboration: You believe the best results come from working together. You share ideas, pitch in, and elevate those around you. Grit: You’re curious, self-driven, and unafraid to roll up your sleeves. You get the job done even when the path isn’t clear and adapt quickly when things change. People: You stay close to those we serve. Listening, learning, and building what matters most. Feedback: You see it as fuel. You give it with care, take it with humility, and use it to level up. Ingenuity: You solve problems with creativity and speed. You look for ways to streamline, automate, or improve without being asked. We are committed to transparency, diversity, and meritocracy, fostering an environment where every team member is empowered to make an impact, grow personally, and advance in their career. We invite you to join us — not just to take on a role, but to help shape a company you’re proud to be part of. Compensation for this role is determined based on a variety of factors, including individual qualifications, professional experience, skills, and geographic location. We are committed to fair and competitive pay, and compensation details and expectations will be shared and discussed with candidates as the hiring process progresses. Applicants must be authorized to work for any employer in the U.S. Crisp is unable to sponsor or take over sponsorship of an employment Visa at this time.