ABOUT HUMANLY Humanly builds AI-native hiring software that turns recruiting from a reactive scramble into a predictable system. Built for hourly, frontline, and high-volume hiring, we don't just give teams tools — we deliver pre-vetted, ready-to-hire candidates on demand. Our AI conducts over 9,000 interviews a day for hundreds of customers, including Microsoft, Domino's, MGM Resorts, and Massage Envy. We recently closed a $25M Series B, and we're using it to accelerate what's already working: expanding the platform, growing the team, and deepening our reach with the companies who rely on us. Headquartered in Bellevue, WA with a team that spans the globe, we're at the stage where the foundation is built, the momentum is real, and the ceiling is wherever we decide to put it. We call ourselves Human Beans. We take ownership, move fast, and care about doing the right thing — for our customers, for candidates, and for each other. AI is core to what we build, and we're intentionally building a workplace where it's embedded in how we work too. We know the future is changing, and we're changing with it. If that's the kind of place where you do your best work, we'd love to meet you. THE ROLE Humanly has grown fast – through product expansion, multiple acquisitions (Qualifi, Sprockets, Anthill, Teamable), and an increasingly complex go-to-market motion. The revenue org now spans Sales, Marketing, Customer Success, and Partnerships, each running on a patchwork of systems, processes, and data inherited from those growth phases. The infrastructure is largely in place. What's missing is someone who can take ownership of it – optimizing what exists, eliminating the debt that's accumulated, and building the operational foundation that lets every revenue team move faster and with more confidence. That's this role. As the Head of Revenue Operations & Systems, you'll own the full revenue systems ecosystem end-to-end: HubSpot architecture, data integrity, forecasting infrastructure, GTM tooling, deal desk, and cross-functional operational alignment. You're not a support function – you're the person Sales, CS, Marketing, and Partnerships come to when the systems, data, or rules of engagement aren't working. You'll also serve as the neutral tiebreaker on ROE disputes across revenue teams. This is an individual contributor role. There's no team to inherit and no playbook to follow – you'll write both. You'll report directly to the VP of Sales and have a direct line to leadership across every GTM function. WHAT YOU'LL DO REVENUE SYSTEMS ARCHITECTURE & OPTIMIZATION * Own the performance, scalability, and operational health of the full revenue systems ecosystem * Govern HubSpot architecture – account/contact/opportunity structure, lifecycle stages, territory logic, routing, and attribution * Own and optimize the full GTM tooling stack (HubSpot, Gong, LinkedIn Sales Navigator, ZoomInfo, and adjacent tools) – configuration, adoption, vendor relationships * Eliminate redundancy and technical debt across integrated platforms; consolidate and rationalize where needed DATA INTEGRITY & REVENUE TRUST * Own CRM data quality standards, deduplication, account hierarchy, and source-of-truth definitions across all integrated platforms * Lead active cleanup of inherited workflows, duplicate records, broken automations, and inconsistent data structures from acquisition activity * Ensure that Sales, CS, Finance, and Partnerships leadership can make decisions from a single, reliable data environment – and hold yourself accountable for measurably improving it over time FORECASTING & REVENUE INTELLIGENCE * Mature the forecasting and reporting infrastructure from functional to predictive * Deliver leadership-ready visibility into pipeline health, conversion performance, rep productivity, expansion opportunities, and customer lifecycle movement * Own the KPI framework across GTM functions – define it, maintain it, and drive adoption CROSS-FUNCTIONAL GTM OPERATIONS & DEAL DESK * Serve as the operational connective tissue across Sales, Marketing, CS, Partnerships, Finance, Product, and Engineering * Translate GTM strategy into scalable systems and processes; reduce friction and eliminate duplicate workflows across GTM handoffs * Run deal desk for new business and expansion/renewal deals – review deal structures, pricing, and terms; serve as the escalation point for non-standard requests * Act as the neutral, outside vote on rules of engagement disputes when revenue teams have conflicting claims on accounts, territories, or process ownership OPERATIONAL SCALABILITY * Audit and rationalize the current tech stack – identify redundant tools, underutilized systems, and inefficient workflows * Build scalable account hierarchy models and cross-platform reporting alignment that can absorb future growth * Maintain operational readiness for future acquisitions – documented integration patterns, clean data baselines, and established playbooks WHAT YOU'LL BRING * 5–8+ years in revenue operations or GTM systems roles – ideally in a high-growth SaaS environment, with direct ownership of the revenue tech stack (not just administration of it) * Post-acquisition or multi-entity experience – you've navigated inherited systems, conflicting data structures, and the operational complexity that comes with rapid growth; you know what it takes to consolidate without breaking what works * Deep HubSpot expertise – architecture, governance, workflow design, and optimization across a multi-platform environment; you can build it, break it, and fix it yourself * Forecasting and analytics fluency – you can build reporting infrastructure from scratch, mature it from functional to predictive, and get GTM leadership to actually trust and use it * Deal desk experience – comfortable reviewing deal structures, pricing, and commercial terms; able to hold the line on margin integrity without slowing down the business * Cross-functional credibility – you earn trust through operational reliability, not just technical skill; Sales, CS, Finance, and Exec teams see you as a partner, not a ticket queue * Hands-on builder – this is an IC role; you do the work yourself and take pride in it * AI fluency in your own work – you're already using AI tools to work faster and smarter, not just thinking about it EVEN BETTER * Experience consolidating GTM tech stacks across multiple acquisitions * Background supporting both new business and expansion/renewal motions simultaneously * Familiarity with Gong, ZoomInfo, or LinkedIn Sales Navigator in an operational capacity * Exposure to deal desk, pricing strategy, or commercial operations in a SaaS environment WHAT WE OFFER * Collaborate with a diverse and passionate team dedicated to transforming the hiring landscape * Competitive compensation + equity * Company sponsored medical, dental, and vision plans for employees * Learning & development stipend * Wellness stipend * 401(k) program * 12 weeks fully paid parental leave * Flexible PTO * Recognition programs and prizes * Company retreats and team building events!