Company Description
illumine is a leading AI-driven platform designed specifically for multi-center childcare networks, offering centralized solutions to streamline operations and support growth. Trusted by over 3,000 preschools, nurseries, and daycares across 50+ countries, illumine provides comprehensive tools to manage everything from compliance and financial intelligence to admissions and parent communication. The platform empowers childcare organizations to standardize workflows, optimize costs, ensure regulatory compliance, and deliver consistent, high-quality experiences across locations. With features such as real-time dashboards, group-level reporting, and curriculum standardization, illumine enables childcare providers to scale their operations with confidence.
The Role
We're hiring a Sales Strategy & RevOps lead — someone who sits at the intersection of data, process, and execution. You'll be the connective tissue between sales leadership, finance, and the product team. Your job is to make sure revenue goals are visible, achievable, and consistently tracked — and to proactively identify where we're falling short and why.
This isn't a support role. You'll own the revenue intelligence function: from building the operating rhythm around sales performance reviews, to designing commission structures, to running strategic projects that directly move the ARR needle.
What You'll Do
1. Sales Performance & Pipeline Intelligence
- Own the weekly and monthly sales performance review cadence — target vs. actual, pipeline health, conversion rates, and forecast accuracy.
- Build and maintain dashboards in HubSpot and integrated BI tools so every stakeholder sees the same numbers.
- Proactively flag pipeline gaps, at-risk deals, and rep-level performance issues before they become problems.
- Track ARR, MRR, NRR, churn, and expansion revenue in real time and produce clean exec-level summaries.
- Support the Director of Revenue in running the weekly pipeline review and flagging deals that need attention.
2. Revenue Operations & Process Design
- Design and enforce the end-to-end sales process — from lead scoring and handoff to deal stages, win/loss tracking, and closed-loop reporting.
- Own the HubSpot CRM — configuration, data hygiene, pipeline structure, and adoption across the sales team.
- Streamline quote-to-cash workflows, including proposal generation, contract management, and billing handoffs.
- Identify bottlenecks in the sales funnel and build SOPs that reduce manual work and sales cycle time.
3. Strategic Revenue Projects
- Pull and consolidate rep-level KPI data weekly — calls made, demos booked, pipeline created, deals closed.
- Maintain the quota tracker and produce clean attainment reports by rep, team, and region each month.
- Flag KPI deviations early and surface them to the Director of Revenue with context.
- Support the quota-setting process by pulling historical performance data and building simple models.
- Lead strategic sales initiatives — new market entry playbooks, enterprise segment analysis, competitive positioning frameworks, and ICP refinement.
- Partner with marketing on campaign attribution, lead quality scoring, and pipeline contribution from outbound vs. inbound.
- Support RFP responses and enterprise deal structuring with data, benchmarks, and competitive intelligence.
4. Forecasting & Revenue Planning
- Consolidate rep-level pipeline data into a weekly forecast rollup for leadership review.
- Maintain and update the annual sales plan model as actuals come in each month.
- Prepare slide-ready revenue charts, cohort tables, and commentary for Board and investor reporting.
- Own the quarterly and annual revenue forecast — consolidating rep-level inputs with pipeline-weighted probability models.
- Create Board-ready revenue reporting with MoM and QoQ commentary, cohort analysis, and segment-level breakdowns.
What We're Looking For
Must-Haves
- 5+ years in Revenue Operations, Sales Strategy, or Sales Analytics — ideally in a B2B SaaS environment.
- Hands-on HubSpot CRM expertise: pipeline management, workflow automation, reporting, and data governance.
- Strong financial modeling skills — you can build a quota model, a capacity plan, and a forecast from scratch in Excel or Google Sheets.
- Proven track record owning cross-functional revenue programs, not just supporting them.
- Clear, direct communicator — you write crisp executive summaries and run tight review meetings.
- Comfortable working in a fast-moving, founder-led environment where you'll need to figure things out without a playbook.
Strong Pluses
- Experience in EdTech, childcare technology, or multi-location vertical SaaS.
- Familiarity with enterprise sales cycles, RFP processes, and multi-stakeholder deal management.
- CFA, MBA, or equivalent analytical training — we're a numbers-heavy team.
- Exposure to Adyen, Intercom, or similar payment or CRM-adjacent tools.
- Prior experience building RevOps from the ground up in a Series A / Series B startup.
What You'll Get
- A seat at the revenue table — you'll present directly to founders and influence how we allocate our sales resources.
- Competitive cash compensation with performance-linked variable pay tied to company ARR targets.
- Direct exposure to enterprise sales strategy, fundraising data rooms, and Board-level reporting.
