RevOps Lead

About us

Shapes is on a mission to reinvent how companies run their people operations in the AI era. We're building the world's first truly AI-native people platform - a single place where HR processes come together, get customized in minutes, and actually run themselves.

We're a small, fast-moving team that loves building ambitious things with a bias for action. If you want to shape the foundation of something big, not just plug into an existing machine, this is the place.

About the role

We're looking for an exceptional RevOps leader to Architect the GTM machine that hasn’t been built yet.

This is one of the most strategic hires we’re making.

The RevOps Lead sits at the centre of our Scale team - a GTM-focused unit built to move Shapes fast, precisely, and with full visibility. Alongside a GTM Analyst and GTM Data Engineer, you’ll form an elite function enabling the entire commercial business. You’re an architect and a business driver - partnering closely with C suite and GTM leadership to design, build, and improve the systems and processes that power each function across Marketing Ops, Sales Ops, and CS Ops.

You'll own:

⭐️ Marketing Ops

• Own the inbound engine: attribution modelling, campaign and website analytics, lead capture, and MQL-to-pipeline flow
• Build and run the SDR stack: sequencing, AI-powered enrichment, signal-based targeting, and the operational playbook
• CRM (currently HubSpot) architecture - data model, automation, integrations, and reporting. Partner with VP Marketing on tooling decisions: sequencing, enrichment, meeting routing

⭐️ Sales Ops

• Partner with VP Sales on pipeline architecture: stages, qualification methodology, conversion metrics, and scalable playbooks
• Own the infra for sales reporting and forecasting - pipeline velocity, conversion rates, and dashboards that drive weekly decisions
• Manage the sales tech stack: sequencing tools, Gong, routing, and integrations - tight, documented, and actually used

⭐️ CS Ops

• Partner with CS lead on post-sale operations: onboarding workflows, health scoring, renewal and expansion tracking
• Own CS reporting and tooling - churn signals, NRR, and integration into HubSpot so the full customer journey lives in one place

Across all three

• Single source of truth for revenue data: funnel metrics, attribution, CAC, and dashboards that drive decisions
• Continuously challenge, iterate, and improve - this is a build role, not a run role

What you have

• 7+ years in RevOps/GTM Ops across Marketing Ops and Sales Ops in fast-moving B2B companies
• HubSpot at an elite level: architecture, workflows, integrations, attribution, reporting
• Deep hands-on experience with the modern GTM stack: Clay, Apollo, Salesloft / Instantly / Smartlead, Chili Piper, Gong, and what’s coming next
• AI-native mindset - you use AI to build faster, enrich smarter, and automate what used to take days
• Analytically sharp, obsessively detail-oriented, fluent at translating data into decisions
• Strategic and hands-on equally - you can lead a pipeline review and build the automation the same day
• Startup DNA: moves fast, figures things out, thrives without a perfect brief

Sounds like you? we'd love to talk.