Director, Revenue Operations

Responsibilities

• Own the analytical view of revenue, identifying pipeline degradation, conversion opportunities, and ICP refinements.
• Build and manage the weekly forecasting cadence with the CEO and Sales Lead, owning forecast accuracy metrics.
• Develop the sales and CS analytics stack, including win rates, conversion stages, cycle times, and retention drivers.
• Translate data analysis into actionable GTM strategies, partnering with leadership to redesign motions, territories, and compensation.
• Lead the Salesforce to HubSpot migration to completion, ensuring data hygiene and successful decommissioning of Salesforce.
• Design and enforce the sales process within HubSpot, including stages, automations, and lead routing.
• Support compensation design and modeling in partnership with Finance and HR.

Requirements

• 5+ years in Revenue Operations, Sales Operations, or GTM Strategy & Operations within a B2B SaaS company.
• Strong analytical skills with the ability to build pipeline analyses and segmentation models from raw data.
• SQL fluency or equivalent comfort working directly with data in BI tools.
• Proven track record of using data insights to drive measurable changes in GTM operations.
• Power user or admin-level fluency in both Salesforce and HubSpot.

Preferred Qualifications

• Experience with end-to-end CRM migrations, specifically Salesforce to HubSpot.
• Deep expertise in HubSpot Operations Hub Pro/Enterprise (custom objects, workflows, programmable automations).
• Background in strategy consulting, FP&A, or high-growth GTM environments.
• Experience with vertical SaaS, marketplaces, or consumer subscription/transactional revenue models.

About the Company

Dockwa is the leading software platform for marinas and the boating community. We help thousands of marinas manage their daily operations and connect over 500,000 boaters to destinations across North America. We are growing toward $100M in ARR and are building the team that powers that growth.