At Defense Unicorns, we make software a strategic deterrent with solutions that promote data independence, portability, and efficiency. Backed by Sapphire.
About the role
As Director of Revenue Operations, you own the systems, data, and processes our sales, solutions architecture, and customer success teams rely on every day. This is a hands-on role, not a reporting desk. You will sit close to revenue leadership and the deals themselves, from first pipeline through close, renewal, and expansion, and you will bring order to a fast-growing environment without getting in its way.
What they're looking for
- 7+ years in revenue operations, sales operations, or business operations, ideally in GovTech
- Hands-on HubSpot experience (Sales Hub, Operations Hub), including workflow automation, custom objects, and reporting
- Track record of standing up sales processes in high-growth companies with long, multi-stakeholder deal cycles
- Comfortable building pipeline models, forecasts, and the dashboards leadership actually reads
- Deal desk or CPQ experience, including pricing and approval workflows
- Familiarity with a structured qualification methodology like MEDDPICC, and the discipline to make it stick in the CRM
More about this role
Defense Unicorns gets mission-critical software to the warfighter faster and more securely. Revenue Operations is what keeps the go-to-market team moving at that speed without losing track of the details.
As Director of Revenue Operations, you own the systems, data, and processes our sales, solutions architecture, and customer success teams rely on every day. This is a hands-on role, not a reporting desk. You will sit close to revenue leadership and the deals themselves, from first pipeline through close, renewal, and expansion, and you will bring order to a fast-growing environment without getting in its way.
- Own HubSpot as primary administrator: data integrity, pipeline hygiene, and adoption across the go-to-market team.
- Maintain the deal pipelines (Direct Opportunities, Competitive Solicitations, Renewals) with consistent stages, required fields, and automation.
- Manage integrations between HubSpot and the tools around it (Slack, Google Workspace, Notion, LinkedIn Sales Navigator, and others).
- Keep deal data clean and usable: naming conventions, MEDDPICC qualification fields (Metrics, Economic Buyer, Decision Criteria, Decision Process, Paper Process, Identify Pain,...
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