Fractional · 2–3 days/week · Path to full-time

The role

Captur has built a detailed GTM architecture — signal sources, outbound triggers, referral flywheels, PLG entry mechanisms, and a full sales enablement toolkit. What it doesn't yet have is the operational infrastructure to make that architecture run systematically rather than on founder effort and memory.

That's what this role fixes. You'll take the GTM system that exists on a diagram and turn it into a functioning machine: Clay workflows routing signals to the right people, HubSpot stages reflecting reality, enrichment pipelines running automatically, and reporting that tells us what's actually working.

This starts fractional because the foundation needs to be built before it needs to be maintained full-time. Once the system is running and pipeline is growing, we expect this to convert to a full-time RevOps hire within 6 months.

What you'll build and own

Signal stack (months 1–2)

• Build Clay workflows to monitor and route 6 high-intent trigger signals: funding rounds, job postings for ML/CV roles, peak season calendars, leadership hires, champion moves, public pain signals
• Connect Clay to HubSpot with enrichment logic: company size, image event volume estimate, tech stack, ICP score
• Set up Slack alerts for priority signals so the sales team responds within 24 hours of a trigger firing
• Define ICP scoring model in HubSpot: Series B+, 100k+ image events/month, in-house mobile team, external accountability pressure

CRM infrastructure (months 1–3)

• Audit and rebuild HubSpot pipeline stages to reflect actual deal motion: signal fired → qualified → technical evaluation → commercial → procurement → closed
• Define deal properties that matter: vertical, image event volume, primary persona, trigger that opened the account, time to close
• Build sequence templates for each trigger type and each ICP persona (Ops, CTO, CFO)
• Set up deal rotation and assignment logic as AE joins

PLG signal integration (months 2–3)

• Connect PLG entry signals (Developer Sandbox sign-ups, DIY completions, Champion Dashboard requests) to Clay as highest-priority signal tier
• Build handoff workflow: PLG signal → Clay enrichment → HubSpot record creation → AE alert within 1 hour
• Define what a 'PLG qualified lead' looks like and how it differs from a signal-triggered outbound lead

Reporting and forecasting (ongoing)

• Build a weekly pipeline dashboard: signals fired vs. contacted, qualified leads by tier, deal velocity by vertical, conversion rates by stage
• Track which signals are converting to pipeline (funding round vs. job posting vs. champion move vs. PLG)
• Build AE ramp reporting once first AE is hired: activity metrics, pipeline build rate, time to first close
• Produce monthly GTM health report for CEO and investors

What we're looking for

Must-haves

• 3+ years in RevOps, Sales Ops, or Growth Ops at a B2B SaaS or infrastructure company
• Hands-on experience with Clay — you can build enrichment workflows and signal routing from scratch, not just configure existing ones
• Strong HubSpot skills — pipeline design, sequence building, reporting, custom properties
• Systems thinker: you look at a GTM diagram and immediately see the operational gaps
• Comfortable working autonomously with minimal briefing — you ask good questions and then build
• Has worked in an early-stage environment ($1M–$20M ARR) where you had to build infrastructure, not inherit it

Strong advantages

• Experience integrating Clay with HubSpot and Slack in a multi-signal outbound system
• Has set up ICP scoring models and lead routing logic from scratch
• Familiar with PLG-to-sales handoff motions and how to instrument them
• Domain knowledge in logistics, mobility, or operations technology
• Has supported a first AE hire and built the infrastructure for their ramp

The engagement model

We're starting fractional for a deliberate reason. The first 2–3 months are primarily build work — setting up systems that don't exist yet. That's intensive but time-bounded. Once the foundation is in place, the role shifts to optimisation and maintenance, which is ongoing but less time-intensive initially.

As pipeline grows and the AE hire joins, the operational demand increases. We expect the role to naturally grow to full-time within 6 months, at which point we'd offer a permanent contract with equity. If you're a fractional specialist who prefers to stay fractional, we can discuss a longer-term arrangement.

We'll work around your other commitments in the early months, with the expectation that Captur becomes primary as the relationship develops.

Why Captur

• You'll build the RevOps function from scratch — this is a blank canvas, not a maintenance role
• The GTM architecture is unusually well-defined for a company at this stage — you're implementing something thought-through, not improvising
• Direct access to the CEO — no layers, fast decisions, high leverage
• Equity options available for the right person
• Strong product-market fit and a proof point that's hard to argue with (GoBolt 30% claim reduction in week one)