Director of Revenue Operations

Fama is the innovator in online screening that makes hiring great people easy. Combining Fama’s groundbreaking AI technology and ability to integrate across the HR Tech stack, the solution compliantly searches over 10,000 online public sources to help companies avoid workplace misconduct, prevent costly legal action and ultimately, make better decisions. By modernizing candidate screening and due diligence, Fama helps organizations, agencies, and investors improve the quality of hires, make the most of each investment and build successful businesses.
Headquartered in Los Angeles, CA, Fama has raised over $30M and is backed by some of the world’s leading venture capitalists and institutional investors. We’re FCRA, EEOC, and SOC2 compliant, and integrate with major HRIS, ATS, and background check solutions. To learn more, visit Fama.io.
Position Overview:
The Revenue Operations Director thrives at the intersection of process, data, strategy, and execution. This position will lead the operational backbone that supports our entire go-to-market organization, from marketing, sales execution, customer onboarding and success, to channel enablement. Core to this role is being adept at disconnecting actuals from analysis. Fama operates in both direct & channel sales business models, the latter of which can create significant attribution gaps. The ideal candidate welcomes that challenge, blending art & science together to build analyses. We want someone who loves the process of building, not just the outcome.
We are seeking an operator who turns data into a GTM story. RevOps will not just build things, but communicate the ‘why’, and coach our team to ensure full adoption. Leading from the front and with a focus on execution, this person will be creating reporting and analytics that drive alignment across GTM teams. This role will also partner with leadership on strategy and will own relationships with consultants and external vendors to implement solutions that allow Fama to scale. 

Responsibilities:

• Full-Funnel Operations:
• Process Support - build, implement, and refine processes that align Marketing, Sales, Customer Success, and Partner motions into a single cohesive funnel.
• Lead & Demand Funnel - optimize the capturing, tracking and scoring of leads and ensure seamless enrichment and routing to sales & partner teams.
• Pipeline Visibility & Forecasting – create consistent reporting and dashboards to provide accurate pipeline health, conversion rates, and revenue forecasts. 
• Process Design & Enablement – standardize and document the buyer journey stages, entry/exit criteria, and handoffs between teams to ensure consistent execution.
• Data Integrity & Systems Ownership – maintain CRM and related systems as the single source of truth for funnel data, ensuring data accuracy, hygiene, and integrations across tools.
• Optimization & Insights – Analyze funnel performance to identify bottlenecks and opportunities, run experiments to improve conversion rates at each stage, and provide actionable insights to marketing, sales, success and partner team leaders.


• CRM & Tech Stack Management:
• CRM Administration & Optimization – own day-to-day configuration, workflows, automation, and data hygiene within HubSpot (and connected systems) to ensure it supports the revenue team needs.
• Systems Integration & Tool Governance – manage integrations between CRM, marketing automation, reporting, and finance tools; evaluate and implement new technology as business needs evolve.
• User Enablement & Support – provide training, documentation, and support to GTM teams to ensure effective adoption and consistent usage of the CRM and related tools.


• Data, Reporting & Analytics:
• Dashboard & Reporting – build and maintain executive-level and team-level dashboards (pipeline, funnel conversion, retention, usage, revenue) to provide visibility across GTM functions.
• Performance Analysis – track KPIs across marketing, sales, channel, and customer success; analyze trends, identify issues, and deliver insights to improve performance.
• Forecasting & Modeling – partner with GTM leaders to develop revenue, pipeline, and usage forecasts, ensuring accuracy and consistency in reporting.
• Data Quality & Governance – maintain data integrity across CRM and connected systems, ensuring metrics are reliable and definitions are standardized.
• Ad-hoc Insights – run deep-dive analyses (e.g., cohort analysis, campaign ROI, churn drivers) and present findings to inform strategic decision-making.


• Cross-Functional Collaboration:
• GTM Alignment – Partner with Marketing, Sales, Partnerships, and Customer Success to ensure processes, data, and reporting are optimized across the customer lifecycle.
• Strategic Project Support – drive and support cross-functional initiatives (e.g., territory planning, partner enablement) by providing data, process design, and support.
• Comms & Change Management – be the connective tissue between teams, ensuring visibility, documentation, and smooth adoption of new processes, tools, and policies.

Who You Are:

• Experience configuring and managing HubSpot along with 3rd party integrations, and other sales enablement tools to support modern revenue teams.
• Proven experience building and deploying new processes that lead to high satisfaction from internal teams and stakeholders by creating a unified approach to revenue by connecting fragmented or disconnected revenue operations across teams. 
• Adept at building dashboards, analyzing GTM performance, and delivering insights on pipeline health, funnel conversion, retention, usage-based revenue, and team efficiency.
• Experience developing and maintaining accurate pipeline and usage forecasts, including modeling seasonality, usage variability, and other complexities.
• Track record of designing and standardizing lead-to-revenue processes across the entire buyer journey.
• A self-starter with the ability to navigate ambiguity, innovate, and anticipate future needs.
• Analytical & curious mindset with the ability to identify challenges, develop solutions, and make data-driven decisions.
• Exceptional interpersonal and relationship-building skills with the ability to establish and nurture connections with internal stakeholders. 
• Influential collaborator and business partner to communicate effectively with individual contributors and senior executives by leading initiatives aimed at driving cultural and operational changes within the revenue organization

Qualifications:

• 7-10 years of experience in Revenue Operations, Sales Operations, or GTM Operations at a B2B tech company. Exceptional candidates will have experience dealing with usage-based business models and channel sales.
• 4-6 years of experience managing cross-functional operational processes, systems, and data for the GTM teams, with at least 5+ years in a leadership role.
• Advanced proficiency with HubSpot and integrations with AI tools, data enrichment, intent solutions, partner enablement, etc.
• Proven ability to build, implement and measure operational processes across multiple functions for hyper-growth ensuring optimization and sustainability at scale.
• Advanced skills in data management, reporting and analysis (Excel/Sheets, BI tools, HubSpot reporting) with ability to analyze quickly and prioritize recommendations.
• Excellent problem-solving skills with the ability to balance strategic thinking & planning along with tactical execution.
• Experience effectively managing projects with consultants or external vendors.
• Strong communication and collaboration skills; able to bring team members along during times of change and work across GTM, Product & Finance teams to drive results.

We believe that becoming an increasingly diverse, equitable, and inclusive workplace makes us a more successful and resilient organization. We embrace equal opportunity for all applicants and seek to foster and preserve a culture of belonging for our employees. We recognize and appreciate that the more inclusive we are, the better we will function as a team. We are committed to providing equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, gender identity, gender expression, age, marital or family status, disability, military veteran status, and any other status or background.