Revenue Operations Lead

About Ditto: Ditto is redefining how data moves at the edge. Our mission is to make it seamless for developers to build resilient, real-time applications, regardless of network conditions. Whether you're in a stadium, airplane, or remote military base, Ditto's peer-to-peer sync engine ensures devices stay connected and data stays consistent, even without internet. With more than $145 million in funding and trusted by organizations like Chick-fil-A, Delta Airlines, and the U.S. military, Ditto powers mission-critical experiences across aviation, retail, travel, hospitality, defense, and more. As a globally distributed, fast-growing startup, we’re committed to building a diverse and inclusive team that reflects the wide range of perspectives needed to solve the world’s hardest connectivity problems. The Role Our commercial team is building a sustainable and scalable enterprise-focused operating model towards complex deal cycles with accounts managing 250m+ revenue and up, including Fortune 500s. This high-ownership role is central to helping improve and harden that model. You will own pipeline visibility, forecast accuracy, GTM process design, and the operational cadence that connects our commercial strategy to daily execution. You will work directly with the Head of Commercial Sales and serve as the operational backbone for a GTM organization that includes Account Executives, ADRs, Solutions Architects, and Customer Success. This is an individual contributor role with significant scope, direct access to commercial leadership, and clear ownership over outcomes — not just activities. What You'll Own FORECASTING & PIPELINE - Design and lead a rigorous weekly forecast process built on real data — stage definitions that mean something, deal hygiene standards that hold, and coverage analysis that drives decisions - Build pipeline reporting that gives leadership a clear, current, and honest view of deal health across the full commercial portfolio - Proactively surface pipeline risks and opportunities early — not after the quarter is over - Identify patterns in pipeline data and accelerate variance analysis to sharpen forecast accuracy over time GTM PROCESS & PLAYBOOKS - Assess current GTM processes across the full sales cycle and drive targeted improvements that increase speed, consistency, and conversion - Define and operationalize stage entry/exit criteria, cross-functional handoff protocols, and deal desk processes calibrated for complex enterprise transactions - Partner with Sales, Marketing, CS, and Implementation to ensure process design reflects operational reality — and that it gets followed - Accelerate playbook development and surface process gaps that manual review would miss REPORTING & ANALYTICS - Optimize reporting through AI toolsets to reduce time-to-insight and free capacity for higher-order analysis - Own the commercial reporting layer — pipeline by stage, velocity metrics, win/loss analysis, rep-level performance — and keep it grounded in accurate data - Translate analytics into clear, decision-ready insights for the Head of Commercial Sales and executive leadership - Build dashboards in HubSpot and Excel that people actually use to run the business HUBSPOT ADMINISTRATION - Own pipeline configuration, lifecycle stages, automation workflows, and data model integrity in HubSpot - Proactively identify and close tooling gaps — recommend additions to the GTM stack when the operational case is clear What We're Looking For - 5+ years in a Revenue Operations, Sales Operations, or GTM Operations role — ideally in B2B SaaS - Direct experience supporting enterprise or complex deal cycles requiring multi-stakeholder coordination and longer sales motions - A track record of taking ownership of GTM operations end-to-end - Strong HubSpot proficiency across pipeline management, workflow automation, and reporting - Fluency in AI tools, used as regular practice, not novelty, and with a clear point of view on where they create real le