Director, Revenue Operations and Digital Analytics

Description

Position Description:

The Director, Revenue Operations & Analytics leads and enhances our digital marketing efforts and transforms data into actionable insights. This role optimizes and runs the data spine of Blue Heron’s Client Purchase Funnel so we convert more qualified buyers, forecast with confidence, and squeeze every drop of ROI from our growth spend. This role plays a crucial part in the success of our Revenue team, helping us harness the power of data to make informed decisions and drive growth strategies across all digital channels. 

Responsibilities:

• Funnel Optimization, Data Analysis and Insights:

Utilize data analytics tools and platforms including Google Analytics, Looker Studio, Hubspot, Tableau and other digital platforms and applications to gather, process, and analyze marketing data, customer behavior, and campaign performance.

Map and continuously refine the end-to-end funnel (awareness, design consult, contract, close, post-sale) with clear stage definitions and KPIs.

Build dashboards in Hubspot that deliver “so what?” insights, not just charts.

Diagnose conversion leaks and recommend experiments to plug them.

Own the full funnel, from awareness through conversion, driving performance across all key metrics (CTR, CPL, CPA, MQL/SQL conversion ROAS, etc.).

Translate data into actionable insights to drive marketing decisions and identify growth opportunities.

Present findings and recommendations effectively to diverse audiences.

Conduct market research as needed by stakeholders.

• Revenue Forecasting & Planning

Own top-of-funnel and in-funnel forecasting models, partnering with Finance to improve accuracy and scenario planning.

Create leading-indicator scorecards (traffic quality, MQL?SQL velocity, consult-to-contract rate) that drive weekly decisions.

Translate insights into process: SLAs, handoffs, lead scoring, routing rules, follow-up cadences.

Facilitate a monthly RevOps council with Marketing, Sales, and Client Experience to review KPIs and agree on course corrections.

Deliver crisp, story-driven reports to the CRO and Leadership Team: What happened, why it happened, and what we’re doing next.

Package complex analysis into simple narratives that drive action.

• Digital Strategy & Execution:

Develop, execute, and oversee comprehensive digital marketing strategies, including but not limited to SEO, SEM, organic social media, influencer marketing, content marketing, CRM, email marketing, website management and optimization and all forms of digital advertising.

Manage and optimize MarTech tools such as Google Tag Manager, HubSpot, Meta Ads Manager, Google Ads, and others.

Steer digital marketing agency and/or place digital ads through own platforms.

Build seamless integrations with other systems within the company’s infrastructure.

Lead A/B and multivariate testing strategies across landing pages, emails, ad creatives, and CTAs.

Optimize ad performance, website conversion rates, and user experience using heat maps, funnel analysis, and behavioral data.

Collaborate with internal and external partners to ensure strategies are well-integrated and optimized for performance and that all client facing systems are working effectively. 

Lead research and implement new digital technologies including AI across all platforms.

• Performance Measurement:

Develop KPIs and measurement frameworks to track the success of digital marketing campaigns and initiatives.

Continuously monitor and report on all marketing performance (across all marketing tools), providing regular updates to stakeholders.

• Budget Management:

Manage marketing budgets effectively to ensure cost-efficient campaigns and strategies.

Provide insights to allocate resources wisely for maximum impact.

• Team Leadership:

Manage and mentor a team of digital marketing professional(s)

Collaborate with cross-functional teams to ensure alignment and coordination of digital efforts.

• Tech Stack & Data Governance

Be the business owner for HubSpot, GA4, Looker (and adjacent rev-intel tools). Ensure data hygiene, taxonomy, and integrations are rock solid.

Stand up and document data governance standards—naming conventions, field usage, attribution logic, privacy compliance.

Partner with Finance org on CDP/Data Warehouse implementation

Requirements

Essential Qualifications:

Minimum requirements:

• Bachelor's degree in Marketing, Business, Analytics, or a related field preferred. A master's degree is a plus.
• 8+ years of proven experience as a Rev Ops, Digital & Analytics Director or a similar role.
• 5+ formal leadership experience.
• Strong analytical skills with expertise in Google Analytics (GA4), Hubspot, Google Ads, Facebook Ads, and attribution modeling.
• Proven track record of managing successful paid and organic digital campaigns.
• Proficiency in Excel/Sheets, SQL (a plus), Looker Studio, and/or marketing automation tools like HubSpot.
• World-class ability to leverage data to uncover business-building insights, strategies, and tactics.
• Strong understanding of customer journeys, funnels, and conversion rate optimization.
• Excellent communication and presentation skills.
• Highly organized, detail-oriented, and able to manage multiple projects simultaneously.
• Familiarity with data privacy regulations and compliance.

Soft skills:

• Analytical mindset with problem solving skills.
• Can-do approach, positive and proactive.
• Ability to work methodically, quickly and meet deadlines.
• Ability to pivot and be agile.
• Bold thinker.
• Experience and passion for Leadership and shaping the success of a team.