Revenue Operations Lead

Captur•New York, NY

About The Position

What you'll build and own Signal stack (months 1–2) Build Clay workflows to monitor and route 6 high-intent trigger signals: funding rounds, job postings for ML/CV roles, peak season calendars, leadership hires, champion moves, public pain signals Connect Clay to HubSpot with enrichment logic: company size, image event volume estimate, tech stack, ICP score Set up Slack alerts for priority signals so the sales team responds within 24 hours of a trigger firing Define ICP scoring model in HubSpot: Series B+, 100k+ image events/month, in-house mobile team, external accountability pressure CRM infrastructure (months 1–3) Audit and rebuild HubSpot pipeline stages to reflect actual deal motion: signal fired → qualified → technical evaluation → commercial → procurement → closed Define deal properties that matter: vertical, image event volume, primary persona, trigger that opened the account, time to close Build sequence templates for each trigger type and each ICP persona (Ops, CTO, CFO) Set up deal rotation and assignment logic as AE joins PLG signal integration (months 2–3) Connect PLG entry signals (Developer Sandbox sign-ups, DIY completions, Champion Dashboard requests) to Clay as highest-priority signal tier Build handoff workflow: PLG signal → Clay enrichment → HubSpot record creation → AE alert within 1 hour Define what a 'PLG qualified lead' looks like and how it differs from a signal-triggered outbound lead Reporting and forecasting (ongoing) Build a weekly pipeline dashboard: signals fired vs. contacted, qualified leads by tier, deal velocity by vertical, conversion rates by stage Track which signals are converting to pipeline (funding round vs. job posting vs. champion move vs. PLG) Build AE ramp reporting once first AE is hired: activity metrics, pipeline build rate, time to first close Produce monthly GTM health report for CEO and investors

Requirements

3+ years in RevOps, Sales Ops, or Growth Ops at a B2B SaaS or infrastructure company
Hands-on experience with Clay — you can build enrichment workflows and signal routing from scratch, not just configure existing ones
Strong HubSpot skills — pipeline design, sequence building, reporting, custom properties
Systems thinker: you look at a GTM diagram and immediately see the operational gaps
Comfortable working autonomously with minimal briefing — you ask good questions and then build
Has worked in an early-stage environment ($1M–$20M ARR) where you had to build infrastructure, not inherit it

Nice To Haves

Experience integrating Clay with HubSpot and Slack in a multi-signal outbound system
Has set up ICP scoring models and lead routing logic from scratch
Familiar with PLG-to-sales handoff motions and how to instrument them
Domain knowledge in logistics, mobility, or operations technology
Has supported a first AE hire and built the infrastructure for their ramp

Responsibilities

Build Clay workflows to monitor and route 6 high-intent trigger signals: funding rounds, job postings for ML/CV roles, peak season calendars, leadership hires, champion moves, public pain signals
Connect Clay to HubSpot with enrichment logic: company size, image event volume estimate, tech stack, ICP score
Set up Slack alerts for priority signals so the sales team responds within 24 hours of a trigger firing
Define ICP scoring model in HubSpot: Series B+, 100k+ image events/month, in-house mobile team, external accountability pressure
Audit and rebuild HubSpot pipeline stages to reflect actual deal motion: signal fired → qualified → technical evaluation → commercial → procurement → closed
Define deal properties that matter: vertical, image event volume, primary persona, trigger that opened the account, time to close
Build sequence templates for each trigger type and each ICP persona (Ops, CTO, CFO)
Set up deal rotation and assignment logic as AE joins
Connect PLG entry signals (Developer Sandbox sign-ups, DIY completions, Champion Dashboard requests) to Clay as highest-priority signal tier
Build handoff workflow: PLG signal → Clay enrichment → HubSpot record creation → AE alert within 1 hour
Define what a 'PLG qualified lead' looks like and how it differs from a signal-triggered outbound lead
Build a weekly pipeline dashboard: signals fired vs. contacted, qualified leads by tier, deal velocity by vertical, conversion rates by stage
Track which signals are converting to pipeline (funding round vs. job posting vs. champion move vs. PLG)
Build AE ramp reporting once first AE is hired: activity metrics, pipeline build rate, time to first close
Produce monthly GTM health report for CEO and investors