About the role
This is a sales-adjacent, execution-heavy role designed to improve deal velocity, pipeline accuracy, and follow-through in a founder-led sales motion.
You will not be the primary seller. Instead, you will own the operating system behind sales and expansion: making sure pipeline reflects reality, outbound activity is measurable and consistent, and expansion opportunities don’t get lost in delivery.
This is not a general operations role. You’ll sit close to revenue and will be judged on whether the motion is working.
What success looks like in the first 90 days
- HubSpot is clean, current, and reflects reality (no stale or “zombie” deals)
- Every active opportunity has an owner, next step, timeline, and clear stage criteria
- Forecast and pipeline reviews are consistent, reliable, and action-oriented
- Outbound lists and sequences are organized, measurable, and followed up on
- Account expansion is tracked systematically and converted into clear next actions
- The founder spends less time chasing updates, context, and internal follow-through
Responsibilities
1) Revenue & Sales Operations (Primary)
- Own CRM hygiene, pipeline tracking, and source attribution in HubSpot
- Maintain a clear view of pipeline by stage, owner, probability, and origin
- Enforce consistent next steps, follow-ups, and deal progression across opportunities
- Surface where deals stall, why they stall, and what needs to change operationally
- Partner with the founder on pipeline reviews, forecasting, and deal risk visibility
- Build dashboards that drive action (not just reporting)
2) Targeting & Outbound Enablement (Execution-focused)
- Build and maintain target account lists based on defined ICPs, priorities, and buying triggers
- Operationalize outbound sequencing (lists, steps, tracking, follow-ups)
- Support drafting and coordinating outbound touches (email / LinkedIn / intro requests) when needed
- Ensure outbound activity is measurable and creates a reliable learning loop
- Prepare briefing materials ahead of sales conversations (account context, stakeholders, competitors)
3) Account Expansion Enablement
- Work with Account Managers to identify and track expansion opportunities in existing clients
- Track expansion signals (org changes, roadmap shifts, new initiatives)
- Help package expansion moments into clear commercial next steps (discovery, audits, pilots, etc.)
- Ensure expansion follow-ups are tracked and revisited systematically
4) Process & Cadence
- Establish a consistent BD operating cadence (pipeline reviews, expansion tracking, follow-up routines)
- Act as the internal point of coordination for BD-related activity
- Translate strategic priorities into clear, repeatable operating motions
What this role is not
- This role does not own positioning, ICP definition, or go-to-market strategy
- Those are set by leadership and supported by fractional GTM partners
- This role owns execution, rigor, and operational follow-through
Requirements
- Must have hands-on HubSpot experience (strong preference if HubSpot has been your primary CRM)
- HubSpot or equivalent CRM experience is required (e.g., Salesforce, Pipedrive), but HubSpot is preferred
- 4–8 years in Sales Ops / RevOps (sales-focused) / Sales Enablement / GTM execution roles
- Direct exposure to pipeline management, forecasting, attribution, and deal operations
- Comfortable operating in a founder-led environment with high ownership and fast iteration
- Strong follow-through, organized execution, and comfort applying pressure for clarity and updates
Nice to have
- Experience in B2B services / agency / consulting environments
- Experience supporting account expansion / renewals motions alongside Account Managers
About Heady:
Heady is a digital product consultancy. We drive sustainable innovation in design and technology. We integrate with client teams to solve pressing problems, create polished products, and scale results over the short and long term. We primarily build mobile-first products and offer all the services required to create a truly desirable mobile app or web experience. We enjoy the privilege of working with leading household brands and through those partnerships, our work touches millions of users every day. We encourage you to check out our website for more details.
