Director of Growth Operations

Description: Drug Hunter™ ( drughunter.com ) is an essential drug discovery intelligence platform for industry R&D innovators turning molecules into medicines. The Drug Hunter research team distills the science behind emerging drugs and technologies into concise but scientifically rich, searchable reports. Drug Hunter subscribers include many of the world’s leading innovative biotechnology and pharmaceutical companies and top-tier investors.

Location: Remote

Role Summary

The Director of Growth Operations is responsible for building, scaling, and optimizing the systems, processes, and data infrastructure that power Drug Hunter’s commercial growth engine. This role owns the end-to-end operational foundation across Sales, Marketing, and customer-facing functions — with deep expertise in CRM architecture, data governance, revenue analytics, and cross-functional process design.

The Director of Growth Operations is both a strategic architect and a hands-on operator. They will lead the transformation of our HubSpot environment into a reliable, scalable, and trusted system of record, while orchestrating data across our commercial tech stack to enable data-driven decision-making at every level of the organization.

This role partners closely with Sales, Marketing, Customer Success (IRR), and Finance to build the operational backbone that enables cohesive, scalable growth.

Key Responsibilities

1.CRM Architecture & Governance

• Own the end-to-end HubSpot environment — including architecture, configuration, workflows, lifecycle stage design, and system administration — as the organization’s primary commercial system of record.
• Lead a comprehensive assessment of the current CRM state and develop a prioritized 30/60/90-day roadmap for remediation, optimization, and long-term scalability including any integration of existing tools and systems required.
• Design and enforce data governance standards including rules for contact and company data quality, deduplication, ownership attribution, and lifecycle management across tens of thousands of records.
• Implement preventive controls, validation rules, and automated workflows to sustain data quality and prevent regression over time.
• Build and maintain CRM health metrics and dashboards that provide ongoing visibility into data integrity and system performance.

2. Data Governance & Hygiene

• Develop and execute a systematic approach to cleaning, validating, and standardizing company and contact records at scale.
• Define and implement governance policies that enforce data consistency across teams, including rules for record creation, field population, lifecycle transitions, and ownership.
• Establish a framework of data quality KPIs — including duplicate rates, field completion, stage accuracy, and ownership coverage — and report on them regularly.
• Partner with Sales, Marketing, and IRR to build habits and accountability structures that sustain clean data over time.

3. Territory Design & Account Assignment

• Operationalize nuanced territory segmentation and account assignment rules within HubSpot, replacing inconsistent manual processes with automated, auditable workflows.
• Partner with Sales and Marketing leadership to define segmentation logic, ownership criteria, and routing rules; document assumptions and maintain them as the business evolves.
• Build account assignment and routing automations that reduce manual effort, improve consistency, and support accurate attribution across the commercial funnel.
• Maintain clear, accessible documentation of all territory and segmentation frameworks across teams.

4. Data Orchestration & Commercial Intelligence

• Design a data orchestration strategy that connects HubSpot, SendGrid, Mixpanel, Looker, Clerk, and UserPilot to provide the Growth organization with a coherent, actionable view of customer behavior and commercial performance.
• Define a pragmatic path to a single source of truth for commercial metrics, accounting for the current absence of centralized data infrastructure and near-term IT constraints.
• Enable Marketing to experiment and optimize communications based on behavioral, engagement, and lifecycle data drawn from across the stack.
• Surface actionable intelligence across targeting, conversion, retention, and expansion opportunities to support data-driven growth decisions.

5. Sales, Marketing & IRR Alignment

• Build the operational connective tissue between Sales Hub and Marketing Hub to improve attribution, funnel visibility, and cross-functional handoff workflows.
• Design and implement shared lifecycle stages, lead routing logic, and SLA frameworks that align Sales, Marketing, and IRR around a common view of the customer journey.
• Drive operational cohesion across the Growth organization through consistent processes, shared metrics, and integrated tooling.
• Leverage Marketing Hub as a platform for delivering a holistic view of commercial performance, customer engagement, and pipeline health.

6. CRM as the Financial Source of Truth

• Build ARR, GRR, and NRR reporting frameworks within HubSpot, transitioning performance reporting from gross contract value metrics to recurring revenue-based views.
• Partner with Finance to align on definitions, reconcile reporting discrepancies, and establish HubSpot as the trusted source of commercial truth.
• Design leadership dashboards that provide real-time visibility into pipeline, forecast, and recurring revenue KPIs.
• Define and socialize the core commercial KPI framework — including leading and lagging indicators — to support consistent decision-making across functions.

7. Change Management & Organizational Enablement

• Develop and execute a change management strategy for CRM process improvements that balances implementation speed with operational integrity.
• Build enablement materials, training programs, and process documentation that support consistent CRM usage and adoption across Sales, Marketing, and IRR.
• Communicate roadmap priorities, initiative progress, and operational outcomes clearly to leadership — positioning Growth Operations as a strategic, trusted partner.
• Establish feedback loops with commercial teams to continuously refine processes and tooling based on real-world usage.

Requirements

• 8+ years of experience in Revenue Operations, Growth Operations, Sales Operations, or a related field, with at least 2–3 years in a leadership or senior individual contributor capacity.
• Deep, hands-on expertise in HubSpot (Sales Hub and Marketing Hub) — including architecture, administration, workflow design, lifecycle management, and reporting.
• Demonstrated experience designing data orchestration strategies across multi-platform commercial stacks (e.g., Mixpanel, Looker, SendGrid, Clerk, UserPilot, or similar).
• Proven track record of driving CRM transformation and organizational adoption in fast-moving, commercially oriented environments.
• Experience building ARR/MRR/GRR/NRR reporting frameworks and partnering with Finance to establish CRM data as a financial source of truth.
• Strong analytical and problem-solving skills with a high degree of precision, structured thinking, and attention to detail.
• Excellent written and verbal communication skills — able to translate complex operational systems into clear priorities and narratives for cross-functional leadership.
• Comfortable leading change management across Sales, Marketing, and Customer Success teams in a high-autonomy, fast-paced environment.

Success in This Role Looks Like

• HubSpot is a reliable, clean, and trusted system of record for commercial data, financial reporting, and organizational decision-making.
• Sales, Marketing, and IRR teams operate with consistent processes, clear handoffs, and shared metrics tied to a common customer lifecycle.
• Finance uses CRM-sourced ARR, GRR, and NRR data as the organization’s source of truth for commercial performance.
• Territory and account assignment rules are fully operationalized, automated, and consistently applied across the commercial team.
• Leadership has real-time visibility into pipeline health, forecasting, and the commercial KPIs that matter most.
• The Growth organization has a coherent, multi-platform view of customer behavior that informs data-driven decisions in Sales, Marketing, and retention.
• Change management is executed with high adoption, minimal regression, and a team that views the CRM as an accelerant rather than an administrative burden.