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.

A bit about us:

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.

Role Overview

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.

Why It Matters

• Lead the function. Take Orbital's Revenue Operations function to the next level by managing, developing, and scaling a team of two Revenue Operations Managers, while enhancing the frameworks, processes, and infrastructure that drive efficiency.

• Clarity through data. Maintain a single source of truth for GTM performance.

• Confidence at scale. Evolve the processes, operating rhythm, and forward-looking insights that give the CRO and leadership confidence in every decision. You'll enhance predictability and visibility, enabling Orbital to move boldly through its next stages of growth.

• Drive alignment. Bring Sales, Marketing, Customer Success, and Finance together around shared goals and outcomes, and resolve the seams between your two managers' remits before they become friction.

• Strategic partnership. Act as a trusted advisor to the CRO and leadership, shaping how we go to market.

What Success Looks Like

• Revenue Operations is a high-impact, well-led function, scaled to support rapid growth.

• The two Revenue Operations Managers are clear on ownership, well supported, and growing in their roles.

• GTM teams are enabled with the data, tools, and insight they need to succeed.

• Leadership has clarity and predictability in revenue performance.

• RevOps operates as an AI-native function, not just a function that uses AI tools.

What You'll Own

Team Leadership

• 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

GTM Strategy, Systems, and Stack

• 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

Territory, Capacity, and Compensation Planning

• Own territory design and capacity planning across the Sales and Customer Success organizations, balancing opportunity, workload, and growth targets, and revisiting and rebalancing coverage as the team scales rather than leaving this to ad hoc adjustment

• Set the methodology for how territories and quotas are built each planning cycle, and partner with Finance on compensation plan design and policy

Sales Process, Methodology & Deal Desk

• 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

Pipeline Generation Process & Funnel Definitions

• 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 governanc