Head of Revenue Operations (Remote, US-Based)

Overview

Liquibase is the leader in Database DevOps. Downloaded more than a 100 million times, our software enables DevOps teams around the globe to accelerate the software delivery process by automating database updates, security, and governance. We are a nimble, fast-paced, innovative team with the opportunity for the right leader to make an outsized impact on the business and the industry.

We’re looking for a strategic operator and hands-on builder to lead Revenue Operations across Sales, Marketing, and Customer Success. As our Head of RevOps, you’ll design and execute the processes, systems, and insights that keep our go-to-market engine running at full speed. You’ll own Marketing Ops and oversee the systems, processes, and insights that align Sales, Marketing, and Customer Success into one high-performing revenue engine. This is a hands-on leadership role where you’ll design scalable structures, roll up your sleeves to execute, and leverage AI to drive efficiency across every GTM motion. This is a highly visible role with direct impact on growth and scale.

What you'll do:

• Partner with Sales, Marketing, and Customer Success leadership to align on GTM strategy, planning, and execution.
• Define and enforce rules of engagement for territories, accounts, lead flow, renewals, and expansion.
• Manage and optimize HubSpot across Marketing, Sales, and Success, ensuring clean handoffs and accurate data flow.
• Oversee integrations across the GTM stack (HubSpot, Seamless, Gong, Planhat, Zendesk, etc.) to create a unified revenue ecosystem.
• Own Marketing Ops, including campaign operations, lead routing, scoring, attribution, and ROI visibility.
• Use Clay.ai and other AI-powered workflows to automate lead flow, renewals tracking, campaign execution, and customer handoffs, eliminating manual work and reducing errors.
• Build and maintain dashboards with executive-level and functional visibility into pipeline health, velocity, conversion rates, renewals, and retention.
• Forecast revenue, pipeline coverage, and renewal performance with accuracy, providing actionable insights to GTM leadership.
• Ensure MEDDICC qualification is embedded in CRM workflows to improve consistency and deal predictability.
• Partner with Sales Enablement to ensure reps and CSMs are equipped to fully leverage CRM and GTM tools.
• Support proactive renewals management by refining customer health scores, unifying CS and CRM systems, and eliminating manual Excel workflows. Leverage Clay.ai to enrich account data, automate churn and upsell alerts, and deliver renewal prep briefs so Sales and Success teams always have clear, actionable insights to drive retention and NRR.
• Operationalize retention and expansion processes to increase NRR and reduce logo churn.

What You’ll Bring

• 8+ years in Revenue Operations, Sales Operations, or Marketing Operations, with at least 3 in a leadership role.
• Proven track record owning both Sales and Marketing Ops in a high-growth environment.
• Expertise in HubSpot (Sales, Marketing, and Service Hubs); bonus points for Tray.io or similar automation tools.
• Strong background in data analysis, reporting, and forecasting; able to translate insights into strategy and execution.
• Demonstrated success using AI tools like Clay.ai to automate GTM workflows and drive efficiency across lead flow, campaigns, renewals, and reporting.
• Familiarity with MEDDICC or other structured sales qualification methodologies.
• Strong understanding of renewals, expansion, and customer retention metrics in subscription-based businesses.
• Excellent communication skills and ability to influence cross-functional leaders.
• A balance of strategic vision and hands-on execution. You're as comfortable designing GTM processes as you are building the workflows that power them.

Perks of life at Liquibase: 

• Remote First culture, potential for company-wide in-person gatherings
• Home office allowance for remote workers
• Meaningful equity
• Comprehensive health, vision, and dental benefits - country dependent
• Generous paid time off and paid holidays
• 401k program
• No punks, no jerks culture
• Growth opportunities and ability to move up within the company

We take pride in:

• A transparent and collaborative team environment. We value multiple perspectives and fresh thinking.
• Our entrepreneurial culture. We provide every employee the opportunity to make a meaningful impact.
• Providing the opportunity to work with new technologies and learn from experienced professionals.
• How organizations, large and small, use DevOps to drive developer agility and accelerate software delivery.

Company Overview - We are Liquibase

A career at Liquibase means joining a quickly growing company on the front lines of the DevOps space. Our vision is to be the easiest, safest, and most powerful community-led database change management solution. As companies of all sizes continue to adopt an agile methodology and DevOps practices, there is a growing realization that the database needs to be considered as part of this innovation process. 

At Liquibase, we foster a culture rooted in the open-source values of freedom, choice, transparency, and meritocracy. These are not just fashion labels here, but sincere convictions, and you’ll see that reflected in the way we operate daily. We’re caffeinated, collaborative & confident experts, eager to solve the most challenging database CI/CD problems for our customers.

Want to help the software world move faster? You’ve found the right place.

Eligible candidates may be subject to criminal history checks, which will be conducted and used in accordance with applicable local, state, and federal law.