Director of Revenue Operations

About the role

Hadrian is manufacturing the future of autonomous factories to reindustrialize America through AI, advanced software, robotics, and full-stack manufacturing. This role owns the operational backbone of our commercial engine, spanning core commercial sales, government relations, and programs teams to turn strategy into repeatable execution. You will architect and build the RevOps function from first principles while partnering with senior leadership to drive predictable, scalable revenue growth across all business units. The ideal candidate combines builder and operator mindsets, shipping tooling rapidly and establishing the systems, processes, and data structures that define revenue success. You will own critical functions including revenue reporting, forecasting, pipeline analysis, sales process optimization, government relations operations, and cross-functional alignment. This is a mission-critical leadership position responsible for enabling sustainable, high-velocity growth as we scale manufacturing capabilities for aerospace and defense customers nationwide.

Key facts

What you'll do

• Own revenue reporting, forecasting, and pipeline analysis across all business units (core commercial, federal/government, and new divisions) to ensure data-driven decision making.
• Partner with leadership on annual planning, quota setting, and go-to-market design to align revenue strategies with business objectives and market demands.
• Deliver data-driven insights on pricing, margin, customer LTV, and program economics to inform executive decisions and optimize profitability.
• Optimize sales processes and enforce CRM best practices across Salesforce to improve sales efficiency and conversion rates.
• Manage deal approval workflows, contractual processes, and proposal/review systems to streamline execution and reduce friction.
• Implement and maintain dashboards, KPIs, and performance reporting for the revenue team to track progress and identify opportunities.
• Support sales training, onboarding, and ongoing enablement programs to build capability and consistency across the organization.
• Serve as the primary operational partner to program management for margin, pipeline, deal timing, and systemization initiatives.
• Build and maintain government relations tracking systems with the same rigor as a sales pipeline, including stakeholder engagement, advocacy stages, and relationship mapping.
• Architect automated ingestion workflows that grab, scrub, and load government-related data with zero manual intervention to improve accuracy and efficiency.

Requirements

• 10+ years of experience in Revenue Operations, Sales Operations, or Business Operations leadership roles in relevant industries.
• Demonstrated track record of building RevOps strategy, teams, and processes in high-growth, multi-business-unit environments.
• Strong proficiency with Salesforce and the broader commercial tech stack, including BI tools, automation platforms, and data pipelines.
• Understanding of data structures and SQL; ability to code or direct engineering resources to build custom tooling that supports revenue operations.
• Experience in manufacturing, aerospace, or defense is strongly preferred due to the complexity of our mission-critical systems.
• Familiarity with government contracting, ITAR compliance, and security workflows is required for success in this role.
• Proven ability to manage sensitive information and operate with the highest level of integrity in regulated environments.
• Excellent communication and leadership skills to partner with executive leadership and cross-functional stakeholders.
• Strong analytical mindset with the ability to translate complex data into actionable insights for decision-makers.
• Commitment to building repeatable, scalable processes that support sustainable growth and operational excellence.

Nice to have

• Familiarity with AI-powered interfaces and automated workflows for government intelligence and stakeholder tracking.
• Experience implementing compliant context and conversation tracking systems with gated access for authorized stakeholders.
• Background in building and maintaining living stakeholder graphs and connection webs within government relations operations.
• Prior work orchestrating new product introduction (NPI) and go-to-market planning in manufacturing or defense environments.
• Experience driving account-based growth plans, customer QBRs, and program reviews as part of strategic revenue initiatives.

Practical notes

This role is full-time based in the San Francisco Bay Area, CA. The position requires engagement with government entities and contractors, necessitating compliance with security protocols and ITAR regulations. Candidates must be able to meet the operational demands of a rapidly scaling manufacturing organization while maintaining strict adherence to regulatory requirements.