Role Overview

- Youll operate as a Strategic RevOps Partnera blend of customer advisor, revenue strategist, and GTM consultant. Customer Success experience not required. Youll work directly with customers to ensure their GTM strategy is executed, measurable, data-driven, and crossfunctionally aligned.

- This role requires a consultative mindset and background, GTM systems fluency, and RevOps depth, particularly in helping customers operationalize ideal customer profiles, account scoring, territory design, and sales motions.

- Every employee is expected to approach AI as a strategic collaborator that can 10x individual output, accelerate decisionmaking, and unlock new ways to solve problems.

- Whether you're optimizing workflows, analyzing data, drafting communications, or supporting customers, AI should be your first instinct, not your last resort. This is not about automation for the sake of efficiency, its about expanding your capability, your creativity, and your contribution.

Responsibilities

Strategic GTM Execution

- Lead 1:1 and 1:Many working sessions with revenue leaders (Ops, Marketing, Sales) to design or refine their GTM operating model using HGs data assets.

- Translate customer initiatives (e.g., ABM, territory expansion, product launch) into clear execution plans with KPIs, milestones, and workflows.

- Collaborate with AEs to expand footprint based on observed whitespace, organizational alignment, and business use cases.

RevOps Advisory & Enablement

- Build and own value realization plans aligned to customer operating cadences (e.g., QBRs, Sales Kickoffs, Budget Planning).

- Coach customers on operationalizing HG data in Salesforce, Outreach, 6sense, or similar systemsno need to admin, but you must speak the language.

- Create executive-ready insights and recommendations that link usage patterns to commercial outcomes.

Cross-Functional Orchestration

- Act as an internal leader for account strategylooping in Product, Data Science, and Marketing to ensure customer initiatives succeed.

- Run internal post-mortems on failed expansions or renewals; identify root causes related to GTM process gaps.

Minimum Qualifications

- 6+ years in a Revenue Operations role

- Nice to have: 2+ years in management consulting, GTM advisory, or a RevOps-focused consulting firm.

- Hands-on experience working with B2B revenue teams on topics such as TAM/SAM/SOM ICP definition, territory optimization, lead scoring, and campaign performance analysis.

- Familiarity with tools like Salesforce, Outreach, 6sense, (configuration not required, but workflow awareness is).

- Proven ability to influence cross-functional teams without formal authority.

- Strong storytelling and executive communication skillscan build a slide, a model, or a memo depending on the need.

- Head first adoption of AI

What Success Looks Like

- Customers treat you like a strategic advisor, not a ticket-taker.

- Your accounts show increased usage of HGs platform in strategic workflows, not just logins.

- You identify expansion opportunities before the AE brings them up.

- Internal teams come to you to understand what best in class GTM looks like in the field.

- You deliver 100% of customer value plans tied to measurable GTM outcomespipeline acceleration, CAC reduction, segment lift, or coverage improvement.