Head of Revenue Operations
Foundry | Reports to: Chief Revenue Officer | Location: [Boston / SF / Austin]
The Role
The Head of Revenue Operations is the CRO's commercial partner and the owner of the strategy, systems, data, and people that run Foundry's revenue engine from planning to pipeline to billing. You will make forecasting, quota setting, pipeline analysis, sales process, and sales stages consistent and trusted across Americas, EMEA, and APAC, for an established and growing business with a broad, multi-product portfolio.
What You'll Do
- Be the CRO's commercial partner. Turn growth targets into operating plans: headcount and capacity modeling, segmentation, territories, account allocation, and rules of engagement, tied to pipeline, productivity, and retention. Build business cases for investment in people, tools, and process, and be willing to say no with clear reasoning.
- Territory Planning. Support territory planning and analysis by evaluating market potential, identifying growth opportunities, and providing data-driven insights to optimize territory alignment and sales coverage.
- Drive forecasting discipline. Own forecast methodology, pipeline inspection, and post-close, pre-live revenue forecasting. Run weekly, monthly, and quarterly forecast and business reviews, and deliver accurate, decision-ready reporting to the CRO and executive team.
- Own pipeline analytics and sales process. Define and govern sales stages, qualification standards, and win-rate, velocity, and coverage metrics across advertising, custom content, events, and lead generation. Spot concentration risk in the top accounts and cross-sell and packaging whitespace across the portfolio.
- Be the cross-functional conduit. Act as the single point of coordination across Sales, Customer Success, Finance, Marketing, and Operations, improving handoffs from sale to execution to renewal and giving clients and internal teams a unified, 360-degree view of each account instead of fragmented reports.
- Own the revenue tech stack. Own the CRM (HubSpot), order management (Boostr), CPQ/automation (DealHub), and the connected data stack. Set the roadmap, govern access and change management.
- Put AI to work. Deploy and measure AI-assisted workflows for account research, data enrichment, pipeline inspection, product recommendations, and talk tracks, validating outputs and tracking adoption and impact. Help unlock Foundry's first-party data as a commercial asset.
What You Bring
- 10+ years in revenue operations, sales operations, or business operations, including 5+ years leading managers or multi-pillar teams.
- Proven track record building forecasting processes, quota and capacity models, and data governance that senior leaders rely on, plus experience earning the trust of a CRO, CFO, and sales leadership.
- Strong commercial and financial acumen: able to build and explain financial and capacity models, and to distinguish bookings, recognized revenue, and cash, with an understanding of unit economics. Media, advertising, events, or marketing services experience is a strong plus.
- Deep, hands-on HubSpot expertise (administration, workflows, custom objects, integrations); experience administering a CRM at scale is essential.
- Experience with order management, CPQ, or billing-adjacent systems and the quote-to-cash lifecycle.
- Working knowledge of a modern data stack (e.g., Snowflake, Tableau, or comparable), comfort with SQL, spreadsheets, and BI tools, and the ability to reconcile conflicting numbers and partner with analytics and Finance teams.
- Experience deploying AI or model-assisted workflows
- Comfort leading through ambiguity and change: restructuring teams, balancing FTE and contractor models, building process across globally distributed teams.
- Bachelor's degree or equivalent experience.
The expected total annual compensation, depending on location and experience, is between $200,000 and $250,000 inclusive of base salary and variable compensation.