VP Revenue Operations

Orbital is the AI platform for real estate legal work.

Real estate shapes the world around us: our homes, our workplaces and our cultural landmarks. It’s the infrastructure that powers everyday life and is the world's largest asset class. Yet behind every single deal, real estate and legal teams work hard to navigate decades-old complexity; manually connecting documents, hidden obligations, geo-spatial context, and multiple parties into a path forward. We connect the legal and physical record, so that path is clearer than ever before. Our mission is to make real estate transactions faster, clearer, and less manual.

Here, you'll be part of changing how the deals behind the largest asset class get transacted, and will help shape the future of real estate.

🚀 We’re building at the forefront of AI technology, without losing the deeply human expertise our clients depend on.

🏢 Orbital is built with former practising real estate lawyers and 250+ years of combined legal expertise. We're purpose-built for the complexity of real estate: accelerating due diligence, drafting and negotiation, and deal coordination with legal-grade precision.

💰 We've just raised a $60m Series B, led by Brighton Park Capital, to accelerate our global expansion – $75m raised to date.

🤝 We're trusted by 5,000+ real estate professionals, spanning UK Magic Circle and US Am Law 100 firms, to household names like M&S. Leading firms like BCLP, Orrick, Goodwin, Womble Bond Dickinson and Clifford Chance rely on Orbital to remove the busywork, freeing legal and real estate teams to focus on sharp judgment, standout client service, and closing deals faster.

💡 Working at Orbital means joining a bold, ambitious team, with the trust to take ownership and make a real impact from day one.

Orbital is scaling through our Series B, and Revenue Operations is entering its next chapter. We've already defined the shape of the function: two Revenue Operations Managers, one focused on revenue-generation operations (Sales, Customer Success) and one focused on pipeline-generation operations (Marketing, Business Development), both reporting into this role. You'll inherit that structure and build on it.

You'll be responsible for creating the frameworks, insights, systems, and technology that bring together Sales, Marketing, Customer Success, and Finance into a cohesive growth engine, and for leading the team that executes on that vision day to day.

Reporting directly to the CRO, as a member of the commercial leadership team, you will combine strategic vision, operational execution, and people leadership, building the processes that drive predictability, the insights that guide decision-making, and the team and systems that enable our GTM organization to perform at its best.

• Manage and develop the two Revenue Operations Managers (RevGen and PipeGen), including regular 1:1s, coaching, and career growth

• Own hiring plans and grow the RevOps team as Orbital scales

• Set clear ownership across the seam between revenue-generation operations and pipeline-generation operations (for example: lead routing versus opportunity stage definitions, funnel attribution versus forecasting), and adjudicate where ownership is unclear

• Own ramp for new GTM hires on RevOps systems and process, so new AEs, CSMs, and marketers are productive in HubSpot and the wider stack from day one

• Own a recurring GTM alignment rhythm (for example, a pipeline or forecast review) that keeps Sales, Marketing, Customer Success, and Finance moving toward shared goals

• Own vendor selection, budget, and roadmap for the GTM tech stack (HubSpot, Apollo, Jiminny, Clay, Nook, and future AI-powered tools), setting direction that the RevOps Managers execute against

• Ensure the team resolves system issues, inefficiencies, and data gaps proactively rather than reactively

• Champion AI as a structural lever for how RevOps gets done, directing your managers' AI-native workstreams (deal inspection and forecasting AI for RevGen, enrichment and scoring AI for PipeGen) so they compound into one coherent, AI-fluent GTM engine

• Own the sales qualification methodology (for example, MEDDPICC or equivalent) and make sure it shows up consistently in HubSpot, not just in a deck

• Define opportunity stage definitions and exit criteria in partnership with the RevGen Manager

• Own the deal desk function: pricing and discounting approvals for non-standard deals, reviewed against a clear discounting policy so terms stay consistent across reps

• Own contract structuring for non-standard commercial terms (multi-year deals, custom payment schedules, bundling), coordinating sign-off across Sales, Finance, and Legal, and track exceptions granted outside standard policy so terms do not quietly drift over time

• Own the lead qualification methodology (MQL/SQL definitions or equivalent) and make sure it shows up consistently in HubSpot, not just in a deck

• Define MQL/SQL stage definitions and exit criteria in partnership with the PipeGen Manager

• Own multi-touch attribution methodology across marketing and BD channels, so channel and campaign performance can be trusted

• Own lead scoring model governance (criteria, weighting, and routing thresholds), coordinating with Marketing and BD leadership as the funnel evolves

• Own retention and expansion metrics (NRR, GRR, churn, and expansion pipeline) as a core RevOps output, not an afterthought bolted onto Sales reporting

• Partner with Customer Success leadership on renewal forecasting, account health scoring, and book re-balancing as the CS team grows

• Ensure renewal and expansion motions are as well instrumented in HubSpot as new business pipeline

• Own the definitions and data model behind GTM performance (pipeline, funnel, bookings, conversion, retention, and forecasting), so there is one trusted source of truth that the Managers report against

• Own forecasting methodology and pipeline reporting delivered to the CRO and leadership

• Translate data into strategic recommendations, not just dashboards

You have built, scaled, and led Revenue Operations before, from Series A/B to C and beyond, and you know what great looks like. Critically, you have managed other RevOps professionals, not just processes. You are analytical, commercially minded, and comfortable working across functions to drive alignment and performance.

• 8+ years of experience in Revenue Operations, with a proven track record of scaling B2B SaaS companies from Series A/B to C and beyond

• Direct people management experience, having managed and developed RevOps, Sales Ops, or Marketing Ops professionals

• Strong business and financial acumen

• Data and analytical proficiency, with the ability to translate insights into strategic decisions and operational improvements

• Hands-on expertise with key RevOps tech (HubSpot in particular), combined with the technical aptitude to evaluate and implement new tools

• Demonstrated ability to lead cross-functional initiatives, partnering closely with Sales, Marketing, Customer Success, and Finance leadership

• A curious, AI-first mindset, eager to leverage automation and innovative approaches to create scale, and able to direct others in doing the same

• You think big about the future of RevOps and tackle the toughest challenges first, creating clarity and momentum in fast-scaling environments

• You empower your team and the wider GTM organization with the tools, systems, and clarity they need to succeed

• Structured, analytical, and data-driven, using evidence-based debate to reach decisions quickly rather than slowly

• An exceptional communicator and leader who builds trust, alignment, and accountability across teams, including with the managers who report to you

• Collaborative, egoless, and outcome-focused, always putting the success of the team and business first

• You'll join a startup at an exciting inflection point, with real influence at the leadership table from day one.

• You'll tackle the kind of business challenges that make this a genuinely career-defining role.

• You'll be part of a collaborative, highly ambitious and friendly culture where curiosity and innovation are celebrated.