Director of Revenue Operations & Sales Execution (RevOps-first)

Role: Director of Revenue Operations & Sales Execution (RevOps-first)
Location: St. Louis, MO — in-office required
Reports to: Founders
Travel: Occasional (partners/events/customer meetings)
Why this role exists
Swipesum is growing, but our biggest constraint isn’t lead flow it’s execution consistency. We have strong inbound and partner-driven pipeline, and we want to increase outbound, but we’re currently seeing leakage in:
follow-up discipline
qualification consistency
proposal / pricing process
and too much work happening outside the CRM
We’re hiring a RevOps leader to build the revenue operating system (process, tooling, metrics, cadence) and then hold the team accountable to it so pipeline becomes predictable and leadership time isn’t spent “running sales manually.”
Important: This is not a traditional “new sales boss” hire. It’s a systems + execution leadership role designed to make the current team more successful through better process, CRM, and operating rhythm.
What they’ll do (core responsibilities)

1. Build the revenue operating system (Primary)
   Design and implement a clear sales process: stages, exit criteria, required fields, lead/opportunity definitions, and SLAs.
   Create reporting and dashboards for activity, conversion, pipeline coverage, and forecast accuracy.
   Establish a consistent weekly cadence (pipeline inspection, forecast, deal reviews) that becomes the standard way we operate.
   Identify leakage points and implement fixes via process, tooling, and training.


2. CRM/tooling ownership + recommendations
   Own our CRM strategy. Today we use Iris CRM (NMI), which is better for post-deal/account management than modern sales motions.
   Evaluate and recommend improvements (including potential integration or migration path to a true sales/marketing CRM such as HubSpot/Salesforce if warranted).
   Ensure the system supports follow-up discipline, qualification rigor, and a stronger proposals/pricing workflow.


3. Sales execution leadership (enforce what they build)
   Initially work closely with the existing sales team to implement the operating system, then enforce it through cadence, scorecards, and accountability.
   Improve qualification and pipeline progression through coaching, inspection, and clear standards.
   Strengthen proposal and pricing process (templates, approval flow, consistency, speed).


4. Partner + inbound motion support (and outbound ramp)
   Our current pipeline is mostly inbound and partner-driven; this leader will tighten the operating system around those channels and help evaluate/optimize the partner motion.
   Help enable a stronger outbound motion over time (process + tooling), leveraging our existing stack: Apollo.io (today) and interest in tools like Clay is a plus.
   Note: SDR/BDR is not in scope for this role today (marketing will support top-of-funnel), but this leader should design the workflow and handoffs that make lead management airtight.
   What success looks like (first 90 days)
   CRM truth improves dramatically: every opportunity has an owner, stage integrity, and a documented next step.
   Follow-up SLAs are defined, implemented, and measurable.
   Weekly meetings become crisp and metric-driven (pipeline/forecast/deal reviews), reducing founder involvement.
   Qualification and proposal/pricing steps are standardized and faster.
   Leadership has clear visibility into pipeline health and what’s needed to hit goals.
   Ideal candidate profile
   Must-have
   7–12+ years in Revenue Operations / Sales Operations / GTM Operations (B2B), with proven ownership of CRM + process + metrics.
   Demonstrated ability to implement systems that drive behavior change and adoption across a sales team.
   Comfortable leading operating cadence and accountability through clear metrics (not vibes).
   Strong communication and change-management skills; can work cross-functionally with Sales, Marketing, Partnerships, and Leadership.
   Strong plus
   Experience in payments/fintech/merchant services (Square, Mastercard, etc.) or a strong tech company with mature RevOps.
   HubSpot or Salesforce experience (and/or leading CRM evaluations/migrations).
   Modern GTM tooling familiarity: Apollo, Clay, enrichment/sequencing automation.
   Experience improving proposal/pricing workflows and sales enablement processes.