MirrorWeb

Revenue Operations

• Own revenue operations end-to-end: define the problem, propose options, drive decisions, and roll up your sleeves to execute — whether that means personally fixing a broken process, re-segmenting a territory, or coaching a team through a new workflow.
• Build work that holds up in a trust-first environment: reliability, defensibility, and auditability matter here — our buyers are regulated, and our internal operations should reflect the same standard.
• Partner with Sales, Marketing, Customer Success, and Finance to deliver outcomes that scale without chaos.
• Operate with a "signal over noise" mindset — prioritize what moves the business and customers forward.
• Raise the bar on the quality of our systems, reporting, and operational execution.
• Communicate clearly and close loops — especially across a distributed team (Austin ↔ Manchester).
• Contribute to a culture of ownership: when something breaks, we fix it.
• Serve as the strategic owner of HubSpot CRM (Sales Hub, Marketing Hub, Service Hub, Operations Hub) — architecture, workflows, lead scoring, custom objects, sequences, and reporting.
• Manage integrations between HubSpot and the revenue tech stack (Gong, Outreach, ZoomInfo, billing/ERP systems) and evaluate new tools as the GTM org scales.
• Own AI orchestration and automation strategy: determine which workflows to automate via Claude + MCP integrations, validate AI outputs for accuracy, and manage the human-machine boundary across the revenue stack.
• Own the annual and quarterly planning process: territory design, quota setting, capacity modeling, and compensation plan administration.
• Build and maintain revenue forecasting models and provide data-driven insights to the CRO and executive team.
• Design and enforce standardized lead-to-cash processes across the full customer lifecycle — lead routing, pipeline stages, deal progression, handoffs, and renewal workflows.
• Own marketing operations infrastructure including lead scoring, MQL/SQL definitions, campaign attribution, and the contact-to-campaign-to-deal model that connects marketing activity to pipeline — not as a support function but as a core RevOps accountability.
• Define and enforce pipeline stage architecture — including entry/exit criteria, required fields at each stage, and automated validation — so that pipeline data is trustworthy, forecasting is grounded in stage reality, and conversion analysis is meaningful.
• Design and implement ICP-based routing and segmentation logic — tier definitions, territory assignment rules, SLA enforcement, and exception handling — so that inbound and outbound leads reach the right rep at the right time with zero manual triage.
• Drive data hygiene, governance, and enrichment initiatives so that reporting is trustworthy and decision-making is grounded in clean data.
• Own the customer and prospect data architecture — including required fields, enrichment sources, and the segmentation model that feeds territory design, routing, scoring, and ABM execution.
• Analyze the data, turn it into insights with a data-based narrative and present to the Executive Leadership Team with action-oriented advice.

Director, Revenue Operations

Growth Marketing

• Own MirrorWeb’s demand generation and growth marketing strategy across paid, owned, and earned channels.
• Design and execute programs that drive qualified pipeline aligned to defined ICPs and GTM motions.
• Partner closely with Sales leadership to align targets, pipeline goals, funnel definitions, and handoff processes.
• Own top-of-funnel and mid-funnel performance.
• Monitor conversion rates, velocity, and lead quality.
• Collaborate with Product Marketing to activate positioning and messaging across campaigns and channels.
• Lead campaign planning and execution across digital, email, events, webinars, and field marketing.
• Partner with Sales on outbound pipeline creation, including ABM, digital, and field programs.
• Own marketing performance analytics in partnership with RevOps and Finance.
• Track pipeline contribution, CAC, ROI, and efficiency.
• Build, manage, and mentor a lean, execution-focused marketing team and external partners.

Director – Growth Marketing

Account Manager

• Own expansion revenue and account growth end-to-end: define the problem, propose options, drive decisions, execute to measurable outcomes
• Build work that holds up in a trust-first environment: reliability, defensibility, and auditability matter here
• Partner with CSMs, Solution Engineering, Product, Legal, Finance, and Marketing to deliver outcomes that scale without chaos
• Operate with a "signal over noise" mindset — prioritize what moves the business and customers forward
• Raise the bar: improve the quality of systems, messaging, execution, or customer outcomes
• Communicate clearly and close loops — especially across a distributed team (Austin ↔ Manchester)
• Contribute to a culture of ownership: when something breaks, we fix it
• Own expansion revenue across your portfolio including multi-product upsells, cross-sells, whitespace opportunities, renewal negotiations, and multi-year contract execution with enterprise buyers
• Build and maintain executive-level relationships with C-suite decision-makers, economic buyers, and procurement — develop comprehensive account plans with multi-year growth strategies and executive sponsorship models
• Orchestrate cross-functional deal teams (CSMs, Solution Engineers, Product, Sales, Finance) for complex enterprise deals — lead pricing discussions and commercial negotiations involving multiple stakeholders
• Maintain accurate pipeline management with detailed opportunity tracking and deliver weekly/monthly revenue forecasts through disciplined risk assessment and deal reviews

Senior Account Manager

• Own expansion revenue and account growth end-to-end: define the problem, propose options, drive decisions, execute to measurable outcomes
• Build work that holds up in a trust-first environment
• Partner with CSMs, Solution Engineering, Product, Legal, Finance, and Marketing to deliver outcomes that scale without chaos
• Operate with a 'signal over noise' mindset
• Raise the bar: improve the quality of systems, messaging, execution, or customer outcomes
• Communicate clearly and close loops
• Own expansion revenue across your portfolio including multi-product upsells, cross-sells, whitespace opportunities, renewal negotiations, and multi-year contract execution
• Build and maintain executive-level relationships with C-suite decision-makers
• Orchestrate cross-functional deal teams for complex enterprise deals
• Maintain accurate pipeline management with detailed opportunity tracking