Director of Revenue Operations

Director of Revenue Operations

Location: Austin, TX (Hybrid) Team: Revenue | Reports to: VP Finance

About MirrorWeb

MirrorWeb is an intelligent communications supervision platform built for regulated financial services firms. Compliance teams are drowning in data but starving for signal. We fix that with AI-native supervision that's explainable, defensible, and built for the regulatory scrutiny our customers can't avoid.

Why This Role Matters

MirrorWeb is backed by a $63M investment from Mainsail Partners, expanding into new markets, and scaling a go-to-market engine that needs to match the pace of the product. The Director of Revenue Operations owns the operating system that makes growth repeatable: the data, the processes, the systems, and the cross-functional alignment that turns pipeline into predictable revenue. When you see a problem - a conversion drop, a broken handoff, a forecast miss - you diagnose the root cause and drive the fix. This is a high-autonomy, AI-leveraged role where the operational busywork is automated, and your time is spent on the strategic work that moves the business.

What Success Looks Like

• HubSpot is a trusted system of record, with clean data, reliable reporting, and dashboards leadership actually uses to make decisions
• The lead-to-cash process is standardised, documented, and running with minimal manual intervention across Sales, Marketing, and Customer Success
• Forecasting accuracy has measurably improved, with real executive visibility into pipeline health, deal velocity, and capacity against targets

• Serve as the strategic owner of HubSpot CRM (Sales Hub, Marketing Hub, Service Hub, Operations Hub): architecture, workflows, lead scoring, custom objects, sequences, and reporting
• Own the annual and quarterly planning process: territory design, quota setting, capacity modelling, and compensation plan administration
• Build and maintain revenue forecasting models and provide data-driven insights to the CRO and executive team
• Design and enforce standardised lead-to-cash processes across the full customer lifecycle - lead routing, pipeline stages, deal progression, handoffs, and renewal workflows
• Own marketing operations infrastructure: lead scoring, MQL/SQL definitions, campaign attribution, and the contact-to-campaign-to-deal model that connects marketing activity to pipeline
• Own AI orchestration and automation strategy: determine which workflows to automate, validate AI outputs for accuracy, and manage the human-machine boundary across the revenue stack
• Drive data hygiene, governance, and enrichment so that reporting is trustworthy and decision-making is grounded in clean data
• Present data-backed insights and action-oriented advice to the Executive Leadership Team

• 8+ years in Revenue Operations, Sales Operations, or Marketing Operations in a B2B SaaS environment, with meaningful time operating inside a GTM motion
• Deep, hands-on HubSpot CRM expertise across Sales Hub, Marketing Hub, and Operations Hub: you've architected and scaled it, not just administered it
• Proven track record building scalable processes in a high-growth environment where things are moving fast and not everything is figured out yet
• Specific examples of identifying a revenue problem (conversion drop, broken handoff, forecast miss) and personally driving the cross-functional fix
• Experience building lead scoring models and target account lists using firmographic, technographic, behavioural, and intent data
• Multi-touch attribution experience: you've implemented a consistent model that both Finance and GTM trust, and can produce pipeline reports that connect marketing activity to closed revenue
• Strong analytical skills with experience in BI tools (Looker, Tableau, or Power BI) and advanced Excel or Google Sheets proficiency
• AI-first working style: you actively use AI tools (Claude, ChatGPT, Copilot, or similar) for data analysis, report generation, and workflow design - not just awareness of them
• SaaS financial fluency: ARR, NRR, CAC payback, unit economics. You can build models that satisfy PE investors and a board

• Experience in regulated financial services, compliance technology, or RegTech
• HubSpot certifications or Solutions Partner experience
• SQL proficiency or close collaboration with data engineering teams
• Familiarity with Gong, Outreach/Salesloft, ZoomInfo, Snowflake, or dbt
• Experience with MCP integrations, API-based workflow design, or AI-powered automation between revenue systems
• PE-backed company experience, with an understanding of board reporting cadence and investor metrics

• Competitive base salary with performance bonus, commensurate with experience
• Comprehensive health coverage: medical, dental, and vision
• 401(k) with 3% non-elective employer contribution
• 20 days PTO, plus your birthday off and paid sick leave
• Enhanced family leave
• $100/month Juno flexible lifestyle allowance (wellness, learning, or whatever matters to you)
• Equity Appreciation Rights: share in what we're building
• Life assurance