Revenue Operations Lead

Assess current GTM processes across the full sales cycle and drive targeted improvements that increase speed, consistency, and conversion

Define and operationalize opportunity stage criteria, cross-functional handoff protocols, and deal desk processes calibrated for complex enterprise and public sector transactions

Embed proven sales methodologies, such as Challenger Selling, into process and systems design so that stage exit criteria, qualification standards, and deal reviews reinforce how we sell

Partner with Sales, Marketing, Customer Success, 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

Optimize reporting through AI toolsets to reduce time-to-insight and free capacity for higher-order analysis

Own the commercial reporting layer, including pipeline by stage, velocity metrics, win/loss analysis, and rep-level performance, and keep it grounded in accurate data

Translate analytics into clear, decision-ready insights for the Heads of Commercial, Public Sector, and the executive leadership team

Build partner-influenced and partner-sourced revenue into our systems and processes as this channel becomes a growing area of focus: deal registration, attribution rules, pipeline segmentation, and forecast treatment of partner-driven deals

Design reporting that gives leadership a clear view of channel contribution alongside direct sales, so partner performance can be measured and managed with the same rigor

Own pipeline configuration, lifecycle stages, automation workflows, and data model integrity in CRM (currently HubSpot)

Identify and close tooling gaps, and recommend additions to the GTM stack when the operational case is clear

5+ years in Revenue Operations, Sales Operations, or GTM Operations, ideally in B2B SaaS

Experience designing and running GTM processes for enterprise sales into the Fortune 500, along with familiarity with the distinct selling and contracting dynamics of the public sector

Direct experience supporting enterprise or complex deal cycles that require multi-stakeholder coordination and longer sales motions

A track record of owning GTM operations end to end

Experience supporting partner or channel revenue motions, including the tracking and attribution of partner-sourced and partner-influenced revenue; this is a growing focus area for us and experience here is key

Working knowledge of enterprise sales methodologies such as Challenger or similar frameworks, and experience translating them into stage criteria, qualification standards, and process design

Strong CRM and supporting tool proficiency, spanning forecasting, pipeline management, workflow automation, and reporting

Fluency with AI tools as regular practice rather than novelty, with a clear point of view on where they create real leverage in a RevOps context

Experience with deal desk design, multi-stakeholder deal processes, and contract review workflows

Advanced Excel skills for analysis, modeling, and reporting

Operates well as a team of one: thinks strategically, executes hands-on, and holds a high bar for the work regardless of the level of oversight

Communicates directly and early, surfacing issues while they can still be acted on

Experience with territory design, quota modeling, and compensation plan administration

This role comes with authority and accountability. You will operate with significant autonomy to identify what the GTM team needs next and move on it. This requires the confidence to make decisions, the discipline to follow through on them, and the candor to say clearly when something is not working.

We hold a high bar for the quality of the work and a genuine investment in the people doing it. This role is for the individual who wants to own the design of a best-in-class sales and revenue operation.

At Ditto, we know game-changers don’t always come wrapped in a “perfect” resume. Years of experience? Every single bullet point checked? Meh. That’s not what drives us.

What does matter?

Grit.

Curiosity.

Adaptability.

And a genuine spark for what we’re building.

So if you’re fired up about our mission but not sure you tick every box - hit that apply button anyway. Use your application to show us how you’ll make an impact here.

We’re always on the lookout for exceptional humans who want to grow, stretch, and build something meaningful with us.

Ditto is proud to be an equal-opportunity employer. We do not discriminate in hiring or any employment decision based on race, color, religion, national origin, age, sex (including pregnancy, childbirth, or related medical conditions), marital status, ancestry, physical or mental disability, genetic information, veteran status, gender identity or expression, sexual orientation, or other applicable legally protected characteristics. Ditto is committed to providing reasonable accommodations for qualified individuals with disabilities and disabled veterans in our job application procedures. If you need assistance or an accommodation due to a disability, please let us know.