Director - Growth Ops

Who We’re Looking For

We're hiring a Director of Growth Operations to serve as the right hand of the Chief Operating Officer and a key driver of Pearl's commercial acceleration. You will sit inside the revenue organization with a direct mandate to find and unlock growth, across private practices and enterprise DSO customers, by building the operational infrastructure that makes our go-to-market engine faster, smarter, and more scalable.

This is not a strategy or analytics role. It's a builder role for an execution-obsessed, revenue-first operator who thrives on owning outcomes. You will ensure that Sales, Customer Success, and Marketing have the processes, tooling, workflows, and automation they need to perform at scale, and you'll be the one identifying where we're leaving growth on the table and fixing it. You will be accountable for unifying currently fragmented operational motions across all growth functions into a single, cohesive operating system.

You'll manage our outbound tooling stack (Clay, Nooks, and evolving products), and work closely with the data team to build the reporting and attribution infrastructure Sales and Marketing leadership rely on to make decisions. You'll also be handed a sandbox of AI tools and the latitude to reinvent how Marketing, Sales, and Customer Success operate, with the expectation that you use it.This role explicitly excludes the finance/deal desk component of sales operations (compensation, commissions, billing).

You won't just be handed tools, you'll be expected to stay at the frontier, experiment with emerging LLM and AI agent capabilities, and be the person on the revenue team who knows what's possible before anyone asks.

Key Responsibilities

Funnel Growth & Optimization: “the core of this 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.

Sales Operations: built to accelerate rep output and pipeline velocity

• 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.

Marketing Operations: built to compound demand and improve funnel economics

• 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.

Customer Success Operations: built to protect and expand revenue

• 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.

Product-Led Operations

• 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.

AI-Powered Growth Operations

• 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.

Team Leadership & Cross-Functional Partnership

• 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.

Who You Are

• 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.

What Success Looks Like (First 12 Months)

First 30 Days

• Audit current AI tool usage across the commercial team and identify the three highest-leverage opportunities to deploy AI or LLM tooling in the first 90 days.
• Complete audit of HubSpot instance, outbound tooling stack, and all growth-related systems and integrations.
• Map every go-to-market workflow across Sales, CS, and Marketing — document what exists, what's broken, and what's missing.
• Build relationships with Sales, CS, Marketing, Product, and Finance leadership; understand their operational pain points and where growth is being left on the table.
• Assess your team: understand capabilities, capacity, and gaps.

First 90 Days

• Deliver a Growth Operations roadmap prioritized by business impact and effort.
• Fix the top 3–5 most painful operational bottlenecks and show the impact.
• Stand up a unified reporting framework for pipeline, conversion, and rep activity metrics.
• Establish data governance basics: field ownership, record creation rules, integration guardrails.

First 6 Months

• HubSpot is operating as a clean, trusted system of record across all growth functions.
• Conversion rates are measurably improving as a direct result of operational interventions you drove.
• Marketing attribution is measurable and influencing budget allocation decisions.
• SDR and AE workflows are automated, standardized, and measurably improving rep productivity.
• CS operational infrastructure (health scores, renewal tracking, expansion triggers) is live and being used.
• Pipeline coverage and forecast accuracy have improved, giving leadership confidence to invest ahead of the curve.
• Executive and board reporting is self-serve and trusted.

What We Offer

• 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 culture with optional in-person collaboration