We’re at an inflection point. Our GTM motion is maturing — with hundreds of active deals in HubSpot, a growing field sales team, and an established Ops foundation managing renewals, Deal Desk, and pipeline generation strategies. What we need now is a dedicated Sales Operations leader to bring structure, forecasting rigor, and scalable planning to our revenue organization.
This role sits at the center of our Commercial and Enterprise sales segments. You’ll partner directly with Sales leadership to drive forecasting discipline, pipeline health, territory design, quota setting, and CRM governance — the foundational work that turns GTM ambition into predictable revenue execution. You will own the operational layer so AEs, SDRs, and leadership can focus on selling.
This is not a generalist RevOps role. We already have Marketing Ops, CS Ops, Deal Desk, and AI GTM Ops in place. This role is squarely focused on Sales Operations — the coverage model, pipeline integrity, forecast accuracy, and the processes that help our sales team close more deals, faster.
Core Responsibilities
- Own the operational backbone of the revenue organization, including forecasting discipline, pipeline health, territory planning, quota modeling, CRM governance, and scalable sales processes. Ensure revenue execution is measurable, repeatable, and data-driven.
- Partner closely with Marketing Ops, CS Ops, Deal Desk, Finance, and AI GTM Ops to maintain clean handoffs, accurate reporting, and full-funnel alignment across the GTM organization.
Internal Collaboration
- Partner directly with Sales leadership across Commercial and Enterprise segments to drive forecasting rigor and structured planning.
- Collaborate cross-functionally with:
- Finance on quota alignment, headcount modeling, and revenue planning
- Marketing Operations on lead routing and lifecycle integrity
- CS Ops and Deal Desk on clean post-close transitions and renewal visibility
- AI GTM Ops to ensure pipeline workflows and outbound/inbound motions are operationally sound
Role Description
- Own Sales Forecasting & Pipeline Management: Build and lead a structured forecasting cadence, including weekly pipeline reviews, deal inspection frameworks, and executive reporting. Increase forecast confidence through disciplined methodology.
- Lead CRM Governance & Architecture: Own HubSpot as the system of record. Define stage criteria, enforce data standards, and maintain reporting accuracy to support reliable decision-making.
- Drive Sales Planning & Coverage: Lead territory design, quota setting, capacity modeling, and expansion planning in partnership with Sales leadership and Finance.
- Support Sales Compensation & Incentives: Partner cross-functionally to administer compensation plans, ensure commission accuracy, and analyze plan effectiveness against revenue goals.
- Design Scalable Sales Processes: Define clear stages, exit criteria, and workflows from qualification through close. Identify bottlenecks and implement improvements to accelerate deal velocity.
- Deliver GTM Analytics & Executive Reporting: Own recurring sales reporting and translate performance metrics into clear, actionable strategic insights for leadership and board-level visibility.
Requirements
- Strategic and analytical mindset with the ability to translate pipeline data into actionable recommendations.
- 5–8+ years of Sales Operations or Revenue Operations experience in B2B SaaS, with direct ownership of forecasting, pipeline management, and CRM governance.
- Deep HubSpot expertise, including system architecture, governance, and reporting optimization.
- Experience with territory design, quota modeling, and capacity planning.
- Strong modeling and reporting skills, with advanced proficiency in Excel or Google Sheets.
- Startup operator mentality with experience building processes in growth-stage environments.
- Clear communicator and strong cross-functional partner capable of influencing Sales leadership and collaborating across GTM, Finance, and Operations teams.
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The Descope CIAM platform helps organizations easily create and customize their entire user journeys (authentication, authorization, MFA, identity management) using no / low code workflows. Thousands of developers and hundreds of organizations use Descope to improve user onboarding and retention with passwordless authentication, enhance security with MFA and step-up authentication, and unify identities across customer-facing apps.
Descope has raised $88M in seed funding led by Lightspeed and GGV Capital, with participation from several other investors and notable individual investors such as George Kurtz (CEO, CrowdStrike), Bipul Sinha (CEO, Rubrik), John Thompson (Board Director, Microsoft), and Assaf Rappaport (CEO, Wiz).
Descope is founded by a team of highly technical, customer-centric engineers who have created multiple category-defining companies in the past. Most recently, this team created Demisto, a leader in the Security Orchestration Automation and Response (SOAR) space that was acquired by Palo Alto Networks for $560M. The Descope founders share their vision in this video: https://www.youtube.com/watch?v=c5iLbIwQBmw
Founded in 2022, Descope has offices in Los Altos, CA and Tel Aviv, Israel. Since launching from stealth, Descope has been named in the inaugural Redpoint InfraRed 100, a list of the next 100 promising private companies in Cloud Infrastructure.
