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