Director of Revenue Operations

ABOUT US: Collaborative autonomy is how self-tasking teams of machines will solve hard human problems, and HavocAI is an unquestioned leader in collaborative autonomy. We set the standard for autonomous surface vessels for a wide range of defense and commercial maritime missions. Success requires us to grow quickly, and we’re looking for teammates who are passionate about solving hard problems, about pushing the envelope, and about preventing conflict and saving lives. Ambition is welcome to apply within. ROLE OVERVIEW We are seeking a strategic, data-driven Director of Revenue Operations to build and scale the operational backbone of our go-to-market engine. This leader will align Sales, Business Development, Partnerships, Marketing, and Mission Operations to drive predictable revenue growth, operational efficiency, and actionable insight across the full revenue lifecycle. This role owns forecasting, pipeline rigor, CRM integrity, reporting infrastructure, and cross-functional process optimization. You will partner closely with Product Marketing to enable the field and structure internal knowledge systems. The ideal candidate thrives in high-growth environments, builds scalable systems from ambiguity, and combines strategic clarity with hands-on execution. KEY RESPONSIBILITIES Revenue Strategy & Forecasting - Own revenue forecasting, pipeline modeling, and scenario planning - Establish KPI frameworks across the full funnel (Marketing → BD → Sales → Operations) - Build executive dashboards and reporting for weekly, monthly, and board-level cadence - Support annual planning through modeling, insights, and strategic recommendations Systems & Infrastructure - Own CRM architecture (Salesforce) and broader revenue tech stack - Optimize marketing automation, data hygiene, and attribution frameworks - Implement scalable processes for deal tracking, contracting, and revenue recognition - Evaluate and deploy tools to increase visibility and efficiency across GTM teams Process Optimization - Standardize opportunity stages, qualification frameworks, and pipeline governance - Drive deal review rigor and inspection cadence - Improve solicitation intake and new deal qualification processes - Reduce friction across Marketing, BD, Sales, and Engineering - Increase win rates and shorten sales cycles through data-driven improvements Analytics & Insights - Analyze conversion rates, CAC, LTV, sales velocity, and expansion metrics - Identify bottlenecks and growth levers across enterprise and government sales cycles - Support pricing and packaging decisions with data-backed insights Cross-Functional Alignment - Serve as the connective tissue between Finance, Marketing, BD, and Leadership - Support compensation planning and incentive design - Ensure seamless handoffs from sale to delivery and customer expansion QUALIFICATIONS - 8–12+ years in Revenue Operations, Sales Operations, or GTM Strategy - Proven experience scaling revenue in high-growth environments - Deep, hands-on Salesforce expertise (certifications preferred) - Advanced proficiency with marketing automation tools (Marketo strongly preferred) - Experience building and managing a modern revenue tech stack - Strong forecasting, modeling, and pipeline analytics capabilities - Experience supporting complex enterprise and/or government sales cycles preferred - Strong executive presence and communication skills - High comfort operating in ambiguity and building from zero to one WHAT SUCCESS LOOKS LIKE (12 MONTHS) - Predictable, accurate forecasting with strong executive confidence - Fully instrumented GTM funnel with real-time visibility and reporting - Improved pipeline conversion rates and shorter deal cycles - Clean, disciplined CRM with strong data hygiene and stage governance - Effective operating cadence across Finance and GTM functions BENEFITS: - 100% Employer paid Health, Dental and Vision Insurance for you and your families - Life Insurance (Employer Paid) - Ability to participate i