REPORTS TO

Chief Revenue Officer (CRO)

DEPARTMENT

Revenue Operations

EMPLOYMENT TYPE

Full-time — exempt

LOCATION

Remote

LEVEL

Director

ABOUT CLOCKWORKS ANALYTICS

Founded in 2008 within MIT's Building Science Department, Clockworks Analytics is revolutionizing the built environment through cutting-edge building analytics software — cutting-edge technology that empowers proactive and strategic operations, ushering in the next generation of smarter facilities management. We build the best automated building analytics in the industry.

ROLE SUMMARY

Clockworks Analytics is hiring a Revenue Operations Director to lead the design and continuous optimization of our revenue engine. Reporting directly to the CRO, this role requires a leader who can define the vision, articulate the strategy outline the desired architecture and articulated the needs to a G2M Engineer to build the requires tools and systems. The role will be responsible for driving this optimization across Marketing, Sales, and Customer Success. The person in this role defines what gets built and why and works closely with the GTM Engineer who turns those designs into functioning solutions. Together the two roles form a complete RevOps function: strategy and architecture set here, engineering executed by the GTM Engineer against this role's roadmap.

KEY RESPONSIBILITIES

STRATEGIST — VISION & CROSS-FUNCTIONAL OPTIMIZATION

• Define and own the revenue operations strategy and roadmap in partnership with the CRO.
• Own pipeline reporting, forecasting cadences, and revenue dashboards for the CRO, sales leadership, and the board.
• Align Sales, Marketing, Customer Success, and Finance on shared definitions of leads, pipeline stages, and revenue metrics.
• Analyze the full revenue funnel to identify bottlenecks, conversion gaps, and process inefficiencies — and drive the cross-functional changes to fix them.
• Lead territory planning, quota setting, and compensation modelling in partnership with the CRO and Finance.
• Deliver regular insight on pipeline health, conversion rates, win/loss trends, and forecast accuracy — with recommendations, not just reporting.

ARCHITECT — TECH STACK & INTEGRATION DESIGN

• Own the GTM technology stack strategy and roadmap: what tools we use, how they connect, and where the stack goes next.
• Design the end-to-end architecture for how leads, contacts, accounts, and opportunities flow across Salesforce, HubSpot, Gong, and ZoomInfo — from first touch through closed-won and handoff to Customer Success.
• Define the sync and integration model between systems: which system owns which data, sync direction and frequency, and conflict-resolution rules.
• Set data governance standards — field definitions, lifecycle stages, deal-stage exit criteria, and data-quality requirements — enforced through the stack.
• Design lead scoring, routing, and attribution models in partnership with Marketing and Sales leadership.
• Evaluate and select new GTM tools; own vendor relationships, renewals, and stack consolidation decisions.
• Translate architecture into a prioritized build roadmap for the GTM Engineer, and review delivered work against the design.

REQUIRED QUALIFICATIONS

• 7+ years in Revenue Operations, Sales Operations, or GTM strategy, including experience leading the function or owning it end-to-end.
• Proven track record designing multi-tool GTM architectures — CRM, marketing automation, enrichment, and revenue intelligence working as one system.
• Deep working knowledge of Salesforce (admin-level understanding of objects, automation, and integration patterns) — enough to architect and review, even if not building day-to-day.
• Experience with HubSpot, Gong, ZoomInfo, or directly comparable platforms.
• Strong analytical skills: forecasting models, funnel analytics, and comfort working with revenue data at board-reporting quality.
• Demonstrated ability to lead cross-functional change across Sales, Marketing, CS, and Finance — influencing without direct authority.
• Experience directing technical resources (in-house or contract) against an architecture and roadmap.

PREFERRED QUALIFICATIONS

• Experience in B2B SaaS at a similar stage of growth.
• Familiarity with the built environment, facilities management, or PropTech.
• Background in sales compensation design, territory modeling, or GTM planning.

CORE TECHNOLOGY STACK

• Salesforce — system of record; this role owns the architecture and governance.
• HubSpot — marketing automation; this role designs the sync and lifecycle model.
• Gong — call intelligence; this role defines how signals feed forecasting and coaching.
• ZoomInfo — enrichment and intent; this role defines the enrichment and territory model.

WHAT SUCCESS LOOKS LIKE (FIRST 6–12 MONTHS)

• A documented target architecture and data-flow map for the entire GTM stack, with a prioritized build roadmap the GTM Engineer is executing against.
• A single source of truth for pipeline and forecast reporting, trusted by the CRO and the board.
• Shared funnel definitions and stage criteria adopted across Sales, Marketing, and CS.
• Measurable improvement in forecast accuracy and funnel conversion at the stages this role prioritized.
• A working operating rhythm with the GTM Engineer: design → build → review, with clear ownership boundaries.