Revenue Operations Manager

This is a fully remote position, open to applicants in California, +12 more states.

📋 Description

• Take charge of daily Revenue Operations encompassing Sales, Marketing, and Customer Success.

• Establish and uphold the GTM source of truth for pipeline coverage, conversion rates, churn, retention, and activity pacing.

• Create dashboards and proactively highlight trends, risks, and recommendations for GTM leadership.

• Manage HubSpot architecture, workflows, data integrity, governance, and user administration.

• Redesign and restructure GTM infrastructure, including cleanup, normalization, field standards, enrichment logic, and deduplication rules.

• Automate associations across objects, lead routing, deal desk workflows, as well as renewal and expansion triggers.

• Oversee operational transitions from MQL to SAL to closed-won to onboarding.

• Deliver weekly and monthly GTM performance analysis to leadership.

• Collaborate with SDR and AE teams on pipeline governance, list building, sequence reporting, activity tracking, territory routing, and lead routing.

• Maintain renewal and expansion dashboards, health scores, churn risk assessments, and expansion signals.

• Work alongside CX leadership to analyze adoption, retention trends, and expansion forecasting.

• Assist Marketing with campaign setup, attribution modeling, and multichannel performance reporting.

• Conduct audits and optimize the GTM stack.

• Handle vendor relationships, subscriptions, renewals, tool evaluations, build-versus-buy decisions, and rollouts.

• Leverage AI to automate reporting, prospecting, account research, enrichment, expansion identification, and GTM tool implementation.

⛳️ Requirements

• 3–5 years of experience in RevOps, Sales Ops, or cross-functional GTM Operations at a rapidly growing SaaS company.

• At least 1 year of experience as a Revenue Operations Manager or a comparable role with complete ownership of a CRM instance and GTM reporting stack.

• Profound proficiency in HubSpot and end-to-end management of a HubSpot instance.

• Experience in rebuilding or restructuring GTM infrastructure for a scaling organization.

• Strong analytical skills to transform data into independent insights and recommendations.

• Proven experience in cross-functional collaboration with Sales, Marketing, and Customer Success leadership.

• Familiarity with attribution modeling and marketing automation platforms.

• Practical experience utilizing AI tools to address real business challenges.

• High level of ownership and comfort in ambiguous situations.

• Capability to independently determine strategies, execute tasks, and offer recommendations.

• Must be authorized to work in the United States without requiring visa sponsorship.

• Must currently reside in the United States.

• HubSpot certifications are advantageous, but not mandatory.

• Familiarity with Clay, Apollo, Gong, Aircall, Claude, Zapier, Zendesk, Planhat, Gainsight, or Pendo is a plus.

• Exposure to CPQ, billing systems, or revenue recognition workflows is a plus.

• Experience in supporting or building an outbound motion is a plus.

• Experience with BI platforms and advanced analytics is a plus.

🏝️ Benefits

• 95% of employee medical, dental, and vision premiums covered; 50% coverage for dependents.

• 401(k) plan with up to 4% company matching, fully vested from day one.

• 20 PTO days per year.

• 48 hours of sick leave.

• 9 paid holidays annually.

• Paid volunteer day.

• Annual all-expenses-paid international company retreat.

• Company-sponsored life insurance of $50,000, including AD&D and short-term disability coverage.

• Optional coverage for accident, hospital, critical illness, and additional life insurance.

• $300 annual stipend for professional development.

• Five-year sabbatical offering 2 extra weeks of PTO plus a $1,000 travel bonus.

• 10 weeks of paid parental leave for birthing parents.

• 4 weeks of paid parental leave for non-birthing parents.

• Company-provided laptop and necessary equipment.

• Opportunities for growth and advancement through internal promotions.

• Flexible work arrangements available.

• Freedom to experiment and implement new ideas.

• Bonusly recognition program, Coffee Chat Slack app, and virtual/in-person events.