RevOps Strategist

Overview

You work as a RevOps consultant for B2B companies that hire RevPartners to fix their go-to-market systems. You're diagnosing problems in their sales process, data hygiene, tech stack, and reporting - then building solutions primarily in HubSpot and Clay. At any given time, you're juggling 3-5 client accounts in different stages of maturity.

Role Snapshot

Company Context

Stage: Private/bootstrapped (79 employees)

Size: 79 employees

Growth: Actively hiring across 4+ GTM/RevOps roles simultaneously

Market Position: Niche player with dual Elite partner status (HubSpot + Clay), competing against larger RevOps agencies and in-house teams

Client Reality

Typical Client Profile:

• B2B SaaS or services companies
• $5M-$50M ARR range (educated guess based on agency positioning)
• Using HubSpot but struggling with data quality, process, or scale
• May have a small internal RevOps person who's overwhelmed

Common Problems You're Solving:

• CRM is a mess - duplicate records, poor data hygiene, no standardization
• Sales and marketing teams not aligned on definitions or handoffs
• Reporting is broken or non-existent
• Tech stack is bloated with disconnected tools
• Process gaps causing revenue leakage

What You'll Actually Do

Time Breakdown

Client Calls (30%) | Hands-on Build Work (40%) | Documentation/Internal (30%)

Key Activities

• Discovery and Audits: Spend the first 2-3 weeks on a new client account running stakeholder interviews, auditing their HubSpot setup, mapping their current processes, and identifying gaps. You're creating a diagnosis document and roadmap.
• System Configuration: Build out solutions in HubSpot - custom properties, workflows, deal stages, lifecycle definitions, data cleanup automation. Also setting up Clay for data enrichment and lead routing.
• Client Education: Run working sessions with client teams to train them on new processes, walk through reports you've built, and get buy-in on changes. Lot of Zoom calls explaining why you're doing things a certain way.
• Project Management: Keep 3-5 client engagements on track simultaneously. Update project plans, manage client expectations when scope creeps, coordinate with Implementation Specialists on your team for technical buildout.

The Honest Reality

What's Hard

• Clients often don't know what they need - they say they want better reporting, but the real problem is their sales process is broken. You have to diagnose the root issue while they're pushing you to build dashboards.
• Scope creep is constant - "While you're in there, can you also fix..." happens on every engagement. You're balancing being helpful vs getting sucked into unpaid work.
• You inherit messy systems - HubSpot instances with years of bad data, random workflows nobody understands, and integrations that half-work. Cleanup takes longer than building new.
• Client teams resist change - sales reps don't want to update fields differently, marketing doesn't want to change their MQL definition. You're doing change management as much as technical work.
• Context switching - jumping between 5 different clients with different processes, industries, and problems. Monday morning you're in healthcare, afternoon you're in fintech.

What Success Looks Like

• Client renews for another phase of work or expansion
• You deliver the roadmap on time and within scope (rare but happens)
• The systems you build actually get used - adoption metrics go up, data quality improves
• Client stakeholders stop escalating to your leadership because things are going smoothly

Who You're Working With

Internal Team:

• Implementation Specialists (handle more technical buildout)
• Other Strategists (you might tag-team larger accounts)
• Leadership (account oversight, client escalations)

Client Stakeholders:

• VP of Sales or CRO (usually your main point of contact)
• RevOps Manager or Ops person (if they have one - you're either supporting them or replacing them temporarily)
• Sales Managers (often skeptical of changes)
• Marketing leaders (when there's a lead handoff or attribution issue)

What They Care About:

• Speed to value - they're paying consulting fees and want to see progress fast
• Not breaking things - terrified you'll mess up their live CRM mid-quarter
• Adoption - any solution you build needs to be simple enough their team will actually use it

Requirements

• 2-4 years hands-on experience with HubSpot (not just as an end-user - you need to know how to build workflows, custom objects, reporting)
• Experience diagnosing and solving RevOps problems across the revenue engine (not just sales ops or marketing ops in isolation)
• Consulting or agency background preferred - you need to be comfortable managing client relationships and expectations
• Strong communication skills - you're explaining complex technical decisions to non-technical executives
• Project management ability - tracking multiple workstreams across different clients
• Clay experience is likely a plus given their Elite partner status, but probably not required