Revenue Operations Lead

About this role

About Ditto:

Ditto is redefining how data moves at the edge. Our mission is to make it seamless for developers to build resilient, real-time applications, regardless of network conditions. Whether you're in a stadium, airplane, or remote military base, Ditto's peer-to-peer sync engine ensures devices stay connected and data stays consistent, even without internet. With more than $145 million in funding and trusted by organizations like Chick-fil-A, Delta Airlines, and the U.S. military, Ditto powers mission-critical experiences across aviation, retail, travel, hospitality, defense, and more. As a globally distributed, fast-growing startup, we’re committed to building a diverse and inclusive team that reflects the wide range of perspectives needed to solve the world’s hardest connectivity problems.

THE ROLE

Our Go-To-Market team is building a sustainable, scalable, enterprise-focused operating model to serve our dual-use mission: executing complex deal cycles across both the commercial and public sectors, with typical contract sizes spanning $500K to $5M. This high-ownership role is central to improving and hardening that model. You will own full sales and revenue operations, spanning pipeline visibility, forecast accuracy, GTM process design, and the operational cadence that connects our revenue growth strategy to daily execution.

You will work directly with the Heads of Commercial and Public Sector and the VP of Finance, and serve as the operational backbone of a GTM organization that includes Account Executives, ADRs, Solutions Architects, and Customer Success. This is an individual contributor role with significant scope, direct access to executive leadership, and clear ownership of outcomes, not just activities.

WHAT YOU'LL OWN

FORECASTING & PIPELINE

- Design and lead a rigorous weekly forecast process built on real data: meaningful stage definitions, strong deal hygiene, and coverage analysis that drives good decisions

- Build reporting that gives leadership a clear, current, and honest view of deal health across the full pipeline of Commercial and Public Sectors

- Surface pipeline risks and opportunities early

- Identify patterns in pipeline data and accelerate variance analysis to sharpen forecast accuracy over time

GTM PROCESS & PLAYBOOKS

- Assess current GTM processes across the full sales cycle and drive targeted improvements that increase speed, consistency, and conversion

- Define and operationalize opportunity stage criteria, cross-functional handoff protocols, and deal desk processes calibrated for complex enterprise and public sector transactions

- Embed proven sales methodologies, such as Challenger Selling, into process and systems design so that stage exit criteria, qualification standards, and deal reviews reinforce how we sell

- Partner with Sales, Marketing, Customer Success, and Implementation to ensure process design reflects operational reality, and that it gets followed

- Accelerate playbook development and surface process gaps that manual review would miss

REPORTING & ANALYTICS

- Optimize reporting through AI toolsets to reduce time-to-insight and free capacity for higher-order analysis

- Own the commercial reporting layer, including pipeline by stage, velocity metrics, win/loss analysis, and rep-level performance, and keep it grounded in accurate data

- Translate analytics into clear, decision-ready insights for the Heads of Commercial, Public Sector, and the executive leadership team

PARTNER & CHANNEL OPERATIONS

- Build partner-influenced and partner-sourced revenue into our systems and processes as this channel becomes a growing area of focus: deal registration, attribution rules, pipeline segmentation, and forecast treatment of partner-driven deals

- Design reporting that gives leadership a clear view of channel contribution alongside direct sales, so partner performance can be measured and managed with the same rigor

CRM ADMINISTRATION

- Own pipeline configuration, lifecycle stages, automation workflows, and data model integrity in CRM (currently HubSpot)

- Identify and close tooling gaps, and recommend additions to the GTM stack when the operational case is clear

WHAT WE'RE LOOKING FOR

- 5+ years in Revenue Operations, Sales Operations, or GTM Operations, ideally in B2B SaaS

- Experience designing and running GTM processes for enterprise sales into the Fortune 500, along with familiarity with the distinct selling and contracting dynamics of the public sector

- Direct experience supporting enterprise or complex deal cycles that require multi-stakeholder coordination and longer sales motions

- A track record of owning GTM operations end to end

- Experience supporting partner or channel revenue motions, including the tracking and attribution of partner-sourced and partner-influenced revenue; this is a growing focus area for us and experience here is key

- Working knowledge of enterprise sales methodologies such as Challenger or similar frameworks, and experience translating them into stage criteria, qualification standards, and process design

- Strong CRM and supporting tool proficiency, spanning forecasting, pipeline management, workflow automation, and reporting

- Fluency with AI tools as regular practice rather than novelty, with a clear point of view on where they create real leverage in a RevOps context

- Experience with deal desk design, multi-stakeholder deal processes, and contract review workflows

- Advanced Excel skills for analysis, modeling, and reporting

- Operates well as a team of one: thinks strategically, executes hands-on, and holds a high bar for the work regardless of the level of oversight

- Communicates directly and early, surfacing issues while they can still be acted on

- Experience with territory design, quota modeling, and compensation plan administration

WHAT TO EXPECT

This role comes with authority and accountability. You will operate with significant

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