Revenue Operations Lead

4w4 weeks ago

Ditto

Austin, US · Full-time · $161,000 – $212,000

About this role

Ditto is redefining how data moves at the edge, making it seamless for developers to build resilient, real-time applications regardless of network conditions. With over $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, and defense.

This high-ownership role is central to helping build and harden a sustainable, scalable enterprise-focused operating model for complex deal cycles with accounts managing $250M+ in revenue. You will own pipeline visibility, forecast accuracy, GTM process design, and the operational cadence that connects commercial strategy to daily execution. You'll design and lead a rigorous weekly forecast process built on real data, and build pipeline reporting that gives leadership a clear, honest view of deal health.

You will work directly with the Head of Commercial Sales 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.

As a globally distributed, fast-growing startup, Ditto is committed to building a diverse and inclusive team that reflects the wide range of perspectives needed to solve the world's hardest connectivity problems. This role offers the opportunity to shape the commercial operating model from the ground up and drive measurable impact on revenue growth and process maturity.

Requirements

5+ years in a Revenue Operations, Sales Operations, or GTM Operations role — ideally in B2B SaaS.
Proven ability to design and lead a rigorous weekly forecast process using real data, with robust stage definitions and deal hygiene standards.
Experience building pipeline reporting and surfacing risks/opportunities before quarter-end.
Track record of assessing and improving GTM processes across the full sales cycle, defining stage entry/exit criteria and cross-functional handoff protocols.
Strong analytical skills with the ability to translate analytics into clear, decision-ready insights for executive leadership.
Hands-on experience configuring and administering HubSpot (pipeline, lifecycle stages, automation workflows, data integrity).
Experience optimizing reporting through AI toolsets to reduce time-to-insight and free capacity for higher-order analysis.
Ability to build dashboards in HubSpot and Excel that people actually use to run the business.

Responsibilities

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.
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.
Own the commercial reporting layer — pipeline by stage, velocity metrics, win/loss analysis, rep-level performance — and keep it grounded in accurate data.
Own pipeline configuration, lifecycle stages, automation workflows, and data model integrity in HubSpot.
Translate analytics into clear, decision-ready insights for the Head of Commercial Sales and executive leadership.

Benefits

Direct access to commercial leadership and clear ownership over outcomes.
Opportunity to shape the commercial operating model at a fast-growing, well-funded startup.
Work with a globally distributed, diverse, and inclusive team.
High-visibility role with significant scope and impact on revenue growth.