Revenue Operations Leader
About Lumida
Lumida is an AI-native modern wealth advisor and Wealth Architect for owners and creators.
Our mission is to make money intelligent. We bring investing, trust and estate planning, and tax strategy together in a single wealth architecture—helping clients grow, protect, and transfer wealth with greater intention.
Our investment platform spans public markets and differentiated alternatives, including select pre-IPO opportunities for qualified clients. Our approach is institutional in its breadth, non-consensus in its thinking, and deeply personal in its application.
Lumida is a tech-first, AI-native firm built by a technology founder. We are making significant investments in proprietary AI Services that identify opportunities across a client’s financial life, strengthen investment research, automate client-service workflows, and help our advisors deliver faster, smarter, and more personalized advice.
Our team shares the mindset of our clients: curious, original, and driven to build what does not yet exist. Lumida is venture-backed, with real traction, an ambitious product vision, and a rapidly growing community.
The Role
Lumida is seeking a Director of Revenue Operations to build the operating system behind our growth.
You will bring structure, visibility, and accountability to the entire revenue funnel—from marketing attribution and lead qualification through advisor conversion, forecasting, and client acquisition. You will own HubSpot, manage the sales operating cadence, build our reporting infrastructure, and help leadership understand where growth is working and where intervention is required.
You will also build and manage Lumida’s SDR function, creating the systems, training, and performance standards required to consistently generate qualified opportunities for our U.S.-based registered investment advisors.
This is a highly visible, hands-on role for someone who combines commercial judgment, analytical rigor, operational excellence, and fluency with AI.
What You’ll Own
Sales Operations and Execution
- Own the agenda, preparation, and operating rhythm for Lumida’s morning sales calls with its U.S.-based registered investment advisors.
- Surface the most important priorities, opportunities, risks, and decisions for each meeting.
- Review pipeline movement, stalled opportunities, upcoming meetings, follow-up commitments, and advisor capacity.
- Translate meetings into clear owners, deliverables, and deadlines.
- Establish consistent processes across lead assignment, outreach, qualification, advisor handoffs, pipeline management, and follow-up.
- Ensure every qualified opportunity has an accurate stage, next action, owner, and expected close date.
Sales Analytics and Forecasting
- Build reporting at the company, team, and individual-representative levels.
- Track performance across lead volume, speed-to-lead, contact rate, meetings booked, show rate, qualification rate, opportunity creation, close rate, sales cycle, revenue, and expected client lifetime value.
- Develop a reliable revenue forecast based on pipeline quality, stage conversion, expected close timing, advisor performance, and historical results.
- Identify trends, bottlenecks, performance gaps, and emerging risks before they affect results.
- Distinguish lead-quality problems from sales-execution problems using CRM data, call intelligence, campaign attribution, and rep-level performance.
- Present concise, decision-ready reporting to the CEO and company leadership.
HubSpot and CRM Ownership
- Serve as the definitive owner of HubSpot across sales operations.
- Own CRM architecture, lifecycle stages, pipelines, properties, workflows, lead routing, attribution, dashboards, permissions, and data quality.
- Maintain a detailed understanding of the leads and contacts in the CRM, including active prospects, clients, investors, partners, duplicates, and test leads.
- Create clear standards for CRM usage and ensure consistent adoption across advisors, SDRs, marketing, and other stakeholders.
- Maintain accurate, well-governed segmentation across Lumida’s audiences, including:
- Lumida Deals subscribers and investors
- Investors in Lumida equity
- Community-round investors
- Prospects and qualified opportunities
- Clients, partners, and other strategic audiences
- Ensure lists have clear definitions, owners, inclusion criteria, exclusions, and permitted uses.
- Continuously improve automation, reporting reliability, database hygiene, and the quality of management information produced by HubSpot.
SDR Leadership
- Build, hire, onboard, and directly manage Lumida’s SDR team.
- Define SDR roles, coverage, lead-routing rules, outreach processes, qualification standards, and advisor handoff protocols.
- Establish individual and team performance scorecards.
- Manage SDRs against outcomes including speed-to-lead, contact rate, qualified meetings booked, show rate, opportunities created, pipeline generated, and downstream conversion.
- Develop onboarding, training, scripts, playbooks, call-review processes, and ongoing coaching.
- Use call recordings, CRM data, and performance analytics to deliver specific and actionable feedback.
- Design compensation plans and performance-management processes aligned with pipeline quality and revenue outcomes.
- Forecast SDR capacity and develop hiring plans based on lead volume, conversion rates, advisor capacity, and unit economics.
Marketing and Revenue Alignment
- Work closely with marketing to improve lead quality, show rates, close rates, client acquisition economics, and lifetime value.
- Connect campaign, audience, creative, and channel data to downstream sales outcomes.
- Create feedback loops that help marketing understand which leads become qualified opportunities and clients.
- Identify the characteristics and behaviors associated with Lumida’s highest-quality prospects.
- Improve lead scoring, segmentation, nurture programs, campaign attribution, and sales follow-up.
- Help allocate resources toward the campaigns and audiences producing the strongest economic results.
AI and Automation
- Use AI as a core operating tool across sales analysis, forecasting, CRM management, coaching, lead qualification, reporting, and workflow automation.
- Rapidly build lightweight internal applications, dashboards, and automations using AI-assisted development tools.
- Identify repetitive or manual processes that can be automated while preserving appropriate review and control.
- Partner with technical team members to translate business requirements into scalable systems.
- Apply practical "vibe coding" skills to prototype and deploy useful internal tools.
Candidate Profile
The ideal candidate has:
- Meaningful experience in revenue operations, sales operations, business operations, or a comparable analytical operating role.
- Deep, hands-on expertise with HubSpot and the ability to serve as the company’s internal authority on the platform.
- Demonstrated experience hiring, onboarding, coaching, and directly managing SDRs or inside-sales representatives.
- A record of improving sales productivity, meeting quality, pipeline creation, conversion, or forecasting accuracy.
- Strong command of sales analytics, funnel measurement, KPI design, pipeline management, and financial forecasting.
- Experience partnering with marketing to connect campaign activity with qualified pipeline and closed revenue.
- Strong spreadsheet and data-analysis capabilities.
- Fluency with modern AI tools and the ability to use them to automate work and build practical internal systems.
- Excellent written and verbal communication skills.
- The ability to work effectively with financial advisors, sales representatives, marketers, technical teams, and senior leadership.
- High standards, sound judgment, attention to detail, and consistent follow-through.
- A self-directed operating style and the initiative to identify and solve problems without waiting for detailed instructions.
- A demonstrated pattern of excellence, leadership, and measurable impact.
Python, SQL, API, or broader technical automation experience is a significant advantage.
Experience in wealth management, financial services, registered investment advisory firms, or another high-consideration sales environment is valuable.
What Success Looks Like in the First Quarter
During the first quarter, you will:
- Establish a disciplined and effective daily sales operating rhythm.
- Produce trustworthy team- and rep-level dashboards for the entire revenue funnel.
- Create a forecasting methodology that leadership can use for planning and decision-making.
- Establish clean ownership, segmentation, and governance across HubSpot and Lumida’s key lists.
- Improve CRM adoption, pipeline accuracy, data quality, and follow-through.
- Create clear attribution from marketing source through qualified opportunity and closed client.
- Establish the SDR scorecard, operating model, training program, and management cadence.
- Identify the most important opportunities to improve lead quality, show rates, close rates, and lifetime value.
- Deploy AI-enabled tools and automations that improve visibility, productivity, and execution across the revenue organization.
Why Lumida
- Work directly with the CEO on company-defining initiatives across AI, growth, capital raising, and company building.
- You'll have a front-row seat to a company that is in the leading edge of disrupting a trillion dollar market.
- Join a venture-backed company with real traction, an ambitious product vision, and a rapidly growing community.
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