Director of Revenue Operations
Who We Are
GoodShip is the AI engine powering modern transportation networks, empowering transportation teams to optimize spend and service while driving seamless collaboration across internal stakeholders and external partners.
GoodShip unifies data from loads, tenders, contracts, real-time tracking, and market benchmarks to deliver a comprehensive, intelligent view of the transportation network. Embedded intelligence proactively recommends the highest-impact opportunities to save money, improve service, and reduce spot exposure.
We're backed by A-list venture firms and founders of industry-leading FreightTech companies, and were recently recognized in the TechCrunch AI Disrupters 60. With ample financial backing and strong traction, we're looking for a Director of Revenue Operations who wants to build something real: the systems, the forecasts, the enablement engine that our sales team runs on.
About the Role
This role reports directly to the VP of Operations, and it's a ground-floor opportunity to build the revenue engine at a company on a real growth trajectory. Not a HubSpot admin. Not someone waiting for direction. We want a builder who wants to design the systems, forecasts, and enablement programs from scratch, and take real pride in getting them right.
You'll be the trusted voice in the room when leadership asks "what's actually going to close this quarter." You'll own the stack, own the numbers, and play a real part in building a go-to-market engine that gets stronger every month. This is an individual contributor role, but the scope is real: you'll have the autonomy to build the function the way you think it should work, and the accountability that comes with it.
If you love building things from the ground up, want to be the person leadership turns to for a straight answer, and get real satisfaction from helping sales and marketing teams do their best work, this is your seat.
What You'll Do
Own the Revenue Systems Stack
Take full, hands-on ownership of the RevOps stack, with HubSpot as our CRM: architecture, data hygiene, integrations, and automation. If it touches revenue data, you're the one who knows how it works and why it's built that way.
Build Forecasting That Drives Real Decisions
Design and continuously sharpen our pipeline and revenue forecasting models, using modern, predictive approaches to replace gut-feel with real signal. When you say a number, it holds up.
Build Enablement That Actually Sticks
Build and run enablement programs, onboarding, ongoing training, call coaching, and playbooks, grounded in real signal from call recordings, pipeline patterns, and win/loss data. You're not running generic training. You're giving the team what they need to close more, faster.
Connect Marketing Activity to Revenue
Build Partner with Marketing to build a clear, measurable path from demand generation to closed revenue. Own lead routing, attribution, and funnel reporting and use that data to understand which campaigns and channels are actually driving pipeline.
Turn Data Into Decisions, Not Just Dashboards
Build the reporting and analysis that gives leadership real-time visibility into pipeline health, rep performance, and revenue risk, and don't stop at the numbers. Tell us what they mean and what to do about it.
Bring the Right Tools Into the Building
Evaluate, pilot, and roll out new technology, including AI-powered tools, across CRM, forecasting, and enablement. Then make sure the sales team actually adopts it and gets better because of it.
Be the Connective Tissue Across the Org
Partner closely with Sales, Marketing, Customer Success, and Finance leadership to align process, definitions, and metrics, so the whole revenue org is working off the same truth.
What You Bring
- 5 to 8 years in Revenue Operations, Sales Operations, or a closely related function, with real experience owning projects or mentoring others, even if you haven't managed a formal team.
- Deep, hands-on fluency in HubSpot. You should be comfortable being the most technical HubSpot user in the building: architecture, workflows, data integrity, automation, and reporting.
- Fluency in Clay, including building enrichment and data workflows that feed clean, actionable data into the CRM and forecasting process.
- A track record of building and iterating on forecasting models, ideally incorporating predictive or AI-assisted approaches, not static spreadsheets that go stale the day they're built.
- Experience designing and running sales enablement or training programs with a measurable impact on rep ramp time or performance. You can point to results, not just activity.
- Genuine curiosity about new tools and technology in revenue operations, including AI-powered tools. You go looking for what's next instead of waiting for someone to hand it to you.
- Strong analytical skills paired with the ability to walk into a room with executives and tell them what the data actually means.
- A bias toward ownership and action. You build structure where none exists, and you take initiative without waiting to be asked.
- B2B SaaS experience required.
Why GoodShip
- Competitive compensation and meaningful equity ownership.
- 100% employer-paid health benefits.
- Unlimited PTO.
- Company-wide winter break during the December holidays.
- Fully remote work environment.
- Destination team off-sites.