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Sr. Director, RevOps- US

Remote - United States
What We’re Building
Honeycomb is a service for the near and present future, defining observability and raising expectations of what developer tools can do! We’re working with well known companies like HelloFresh, Slack, LaunchDarkly, and Vanguard and more across a range of industries. This is an exciting time in our trajectory, we’ve closed Series D funding, scaled past the 200-person mark, and were named to Forbes’ America’s Best Startups of 2022 and 2023! 
 
If you want to see what we’ve been up to, please check out these blog posts and Honeycomb.io press releases. 
 
Who We Are
We come for the impact, and stay for the culture! We’re a talented, opinionated, passionate, fiercely inclusive, and responsible group of bees. We have conviction and we strive to live our values every day. We want our people to do what they truly love amongst a team of highly talented (but humble) peers.
 
How We Work
We are a remote-first company, which means we believe it is not where you sit, but how you deliver that matters most. We invest in our people and care about how you orient to our culture and processes. At the same time we imbue a lot of trust, autonomy, and accountability from Day 1. #LI-Remote

Little more about the team:

Honeycomb’s GTM engine is on an ambitious journey. From strong product‑led traction to a repeatable, enterprise‑grade revenue machine. Reporting to our CRO, you’ll lead the RevOps & Enablement organization that powers that shift: unifying data, process, and technology so Sales, SDR, Marketing, CS, and Partners execute as one team. If building the operating system that takes a Series‑D startup past $300M ARR (and well beyond) sounds thrilling, let’s talk.

What you’ll do in the role: 

Healthy and Inclusive team builder

  • Build, coach, and retain a diverse team of RevOps, Systems, Analytics, and Enablement professionals; create psychological safety for experimentation and healthy debate.
  • Model inclusive hiring and promotion practices that raise the bar for operational excellence across Honeycomb.

Strategic thinking that moves mountains

  • Architect the revenue growth engine: design capacity models, territory plans, and investment scenarios that align to company OKRs.
  • Translate strategy into sequenced roadmaps for process, data, and tech—prioritizing impact over activity.

Courageous communicator and motivator

  • Act as Chief‑of‑Staff to the CRO: run weekly forecast, pipeline, and renewal cadences that drive accuracy and accountability.
  • Influence senior peers (Product, Finance, Marketing, CS) with crisp insights and “one‑number” storytelling.

Develops self and others

  • Lead leaders—provide clear success metrics, ongoing feedback, and career pathways that keep your team in the top quartile of engagement.
  • Champion a culture of continuous learning; pilot new tools and methodologies, measure results, and scale successes.

Think like an owner

  • Own RevOps P&L—including incentive design, tech‑stack ROI, and vendor negotiations—to maximize LTV/CAC.
  • Identify and run high‑leverage experiments (e.g., deal cycle compression, expansion plays) that improve win‑rate and NRR quarter over quarter. 

Align with Company Goals

  • Create the single source of revenue truth—integrating Salesforce, HubSpot, LeanData, Outreach, Snowflake, and Mode—so every GTM team can make data‑driven decisions in real time.
  • Ensure revenue metrics cascade cleanly into Honeycomb’s broader OKR framework and board reporting.

What you’ll bring to the role:

  • 15+ years in GTM leadership,
  • 8+ years building/scaling RevOps for high‑growth B2B SaaS; direct experience steering a company through $300M+ ARR.
  • Proven success operationalizing complex sales motions (enterprise, PLG, usage‑based) and improving forecast accuracy to 95 %+.
  • Deep expertise with modern revenue stack (Salesforce, HubSpot, LeanData, Outreach, Clari,  Gong, Snowflake, Mode/Looker) and a data‑science mindset (comfortable with SQL & statistical analysis).
  • Looks to AI as a force multiplier across the Revenue organization (internally and externally) and have successfully implemented AI capabilities into production.
  • Track record of designing incentive plans, territory models, and capacity frameworks that drive productivity and equitable outcomes.
  • Inspirational people leader who scales managers and ICs alike; known for turning high performers into future leaders.
  • Executive‑level communication skills—able to simplify complexity, secure buy‑in, and present to board‑level audiences.
  • Bias for action, experimentation, and continuous improvement; relentless about measuring impact and iterating quickly.
  • MBA or equivalent strategic/financial acumen strongly preferred.

***This role is eligible for bonus 

Base Salary based on level of experience

$200,000 - $260,000 USD

What you'll get when you join the Hive:

  • A stake in our success - generous equity with employee-friendly stock program
  • It’s not about how strong of a negotiator you are - our pay is based on transparent levels relative to experience
  • Time to recharge - Unlimited PTO and paid sabbatical
  • A remote-first mindset and culture (really!)
  • Home office, co-working, and internet stipend
  • 100% employee/75% for dependents coverage for all benefits 
  • Up to 16 weeks of paid parental leave, regardless of path to parenthood
  • Annual development allowance 
  • And much more...
 
Please note we cannot currently sponsor or support visa transfers at this time. Additionally, in compliance with applicable law, all persons hired will be required to verify identity and eligibility to work.
 
 
Diversity & Accommodations:
We're committed to building a diverse, inclusive, and equitable workplace—where people of all backgrounds, identities, experiences, and abilities are welcomed, valued, and supported. We recognize that there is no single path to success and embrace nontraditional career journeys and diverse perspectives as key to building stronger, more innovative teams.
 
We strive to ensure an inclusive experience throughout every stage of our hiring process and are happy to provide reasonable accommodations as needed. If you require accommodations or accessible formats at any point during our hiring process, please let your recruiter know.
 
As an equal opportunity employer our hiring process is designed to put you at ease and help you show your best work. If there’s anything we can do to improve your experience, we’re always open to feedback.
 
 
Privacy Notice:
If you apply for a job at Honeycomb and your application is unsuccessful (or you withdraw from the process or decline our offer), Honeycomb will retain your information after your application for a period of time in accordance with local laws. We retain this information for various reasons, including in case we face a legal challenge in respect of a recruitment decision, to consider you for other current or future jobs at Honeycomb, and to help us better understand, analyze and improve our recruitment processes.
 
For more information regarding our privacy practices please see the Honeycomb Privacy Notice.
 
If you do not want us to retain your information for consideration for other roles, or want us to update it, please contact privacy@honeycomb.io. Please note, however, that we may retain some information if required by law or as necessary to protect ourselves from legal claims. 

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