Pearl

Director of Growth Operations

Pearl

full-time

Posted on:

Location Type: Remote

Location: California • New York • United States

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Job Level

Lead

Tech Stack

Apollo

About the role

  • Proactively identify revenue leaks and conversion opportunities across the funnel, from lead quality and demo show rates to SDR-to-AE handoff loss, and own the operational fixes that move the number
  • Treat the funnel as a growth asset: continuously test, instrument, and optimize each stage to compound conversion rate improvements across SMB and DSO motions
  • Surface and prioritize the highest-leverage interventions, sequencing, enrichment, routing, timing, and drive execution with Sales and Marketing rather than waiting for leadership to diagnose the problem
  • Build the measurement infrastructure that makes growth opportunities visible before they become misses: forecast gaps, segment underperformance, channel attribution anomalies
  • Partner with Sales leadership to find hidden capacity in the existing pipeline: stalled deals, under-worked segments, and low-touch accounts with expansion potential
  • Own end-to-end visibility into the revenue funnel, from lead creation through closed-won, ensuring every stage is instrumented, defined, and trusted across SMB and DSO motions
  • Partner with the Data team to drive accuracy in pipeline, activity, and sales forecasting data across SMB and DSO segments
  • Design and maintain lead routing, territory assignment, opportunity stage definitions, and pipeline hygiene standards
  • Build and manage the outbound tooling ecosystem (Clay for enrichment, Nooks for parallel dialing, and future tools) with a focus on rep productivity and data quality
  • Own SDR and AE workflow automation: sequences, task queues, lead scoring models, and handoff triggers between SDR → AE → CS
  • Partner with Sales leadership and the Outbound Sales Leader to build forecasting models, pipeline coverage reporting, and rep productivity dashboards
  • Drive sales process standardization and compliance — ensuring reps follow defined stages, capture required fields, and maintain data discipline
  • Own the marketing technology stack and its integration with CRM: forms, landing pages, email automation, nurture workflows, lead scoring, and lifecycle stage management
  • Partner with Demand Generation to build and maintain marketing attribution models (first-touch, multi-touch, influenced pipeline) that connect marketing activity to pipeline and revenue
  • Manage website operational workflows: form routing, chatbot logic, content personalization triggers, and conversion tracking (excluding paid media execution)
  • Own list management, segmentation, data hygiene, and compliance (CAN-SPAM, opt-out management) across all marketing channels
  • Partner with Demand Generation and Content teams to operationalize campaigns — building the backend workflows that turn strategy into execution
  • Partner with Customer Success to build the post-sale operational infrastructure: onboarding workflows, activation tracking, health scoring, renewal/expansion triggers, and churn risk alerting
  • Own the CS tech stack integration layer — ensuring customer lifecycle data flows cleanly between HubSpot, product analytics, and support systems
  • Design NRR and gross retention reporting frameworks that CS leadership and the exec team rely on for strategic decisions
  • Operationalize the customer journey: define handoff points from Sales → Onboarding → CSM → Renewal, with SLAs and escalation paths at each stage
  • Partner with the Product team to build self-sign-up and cross-sell infrastructure that reduces friction in the acquisition motion and enables product-led revenue
  • Connect the product stack (e.g., Pendo) to the broader marketing and customer success stack to create a unified view of customer behavior across the lifecycle
  • Design product-led reporting frameworks that product leadership and the exec team rely on for strategic decisions
  • Lead Pearl's adoption of AI and LLM tools across the commercial stack — from AI-assisted prospecting and outreach personalization to automated pipeline analysis and CS workflow intelligence
  • Continuously evaluate emerging tools (AI agents, LLM-powered enrichment, conversational AI, autonomous workflow tools) and make build-vs-buy decisions that compound operational leverage
  • Build automated systems that reduce manual ops work across Sales, Marketing, and CS — using AI to scale output without scaling headcount linearly
  • Serve as the internal expert and evangelist on what AI can unlock in a go-to-market context, bringing POVs to leadership proactively rather than waiting to be asked
  • Serve as the operational connective tissue between Sales, Marketing, CS, Product, and Finance — ensuring systems and processes are aligned and information flows without friction
  • Own vendor evaluation, selection, and management for growth tools and platforms
  • Drive operational planning cadences: QBRs, monthly operating reviews, territory planning, and capacity modeling in partnership with growth leadership

Requirements

  • 7–10 years of progressive experience in revenue operations, sales operations, marketing operations, or growth operations at B2B SaaS companies
  • You've built and scaled ops infrastructure through at least one major growth phase (e.g., $10M → $50M+ ARR or $50M → $150M+)
  • Deep, hands-on HubSpot expertise — you're not just strategic, you can build complex workflows, custom objects, and reporting yourself
  • Experience with modern outbound tooling (Clay, Nooks, Apollo, Outreach, or similar) and a point of view on how to architect a high-velocity outbound stack
  • You've managed ops teams and can hire, develop, and retain strong talent
  • Comfortable operating in a fast-moving, resource-constrained environment where you'll need to build, prioritize ruthlessly, and ship imperfect-but-functional solutions quickly
  • Exceptional cross-functional communicator — you can translate between Sales leaders who want answers and engineers who need specifications
  • Experience in healthcare, dental, or vertical SaaS is a strong plus
  • Experience selling to SMBs or fragmented markets is highly valued
  • You are an active practitioner of AI and LLM tools — not just aware of them
  • You use them daily, have a point of view on what works, and can evaluate new tools with speed and rigor
  • You stay at the frontier of AI in go-to-market: you follow the space, experiment early, and translate new capabilities into operational advantage for the revenue team.
Benefits
  • Competitive base salary + performance bonus
  • Equity (stock options) with refresh opportunity tied to company milestones
  • Comprehensive health, dental, and vision coverage
  • Flexible PTO policy
  • Remote-first environment, with preference for candidates in Los Angeles, Salt Lake City / Lehi, or New York City
Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools
revenue operationssales operationsmarketing operationsgrowth operationsworkflow automationdata hygienepipeline forecastinglead scoringcustomer journey mappingreporting frameworks
Soft Skills
cross-functional communicationteam managementprioritizationproblem-solvingoperational planningstrategic thinkingadaptabilityevangelismcollaborationexecution