Revenue Operations Manager

This is a fully remote position, open to applicants in California, +13 more states.

📋 Description

• Take ownership of the sales process within HubSpot, including pipeline stages, exit criteria, deal desk, and approval workflows.

• Collaborate with Finance to conduct forecasting and provide leadership with a weekly overview of pipeline health and risks.

• Identify and address funnel leaks related to conversion rates, win rates, sales cycle duration, and deal size.

• Develop lead routing, territory assignments, and Marketing-to-Sales SLAs, encompassing OEM and partner-program leads.

• Assist in annual planning, quota and capacity models, and commission administration in collaboration with Finance.

• Streamline onboarding, adoption, renewal, and expansion processes alongside Customer Success.

• Create customer health scoring systems based on product usage, engagement, and customer feedback signals.

• Enhance the handoff process between sales and Customer Success, as well as renewal and expansion workflows in HubSpot.

• Manage MRR, GRR, and NRR reporting, including tracking movements by cause.

• Oversee HubSpot administration across all hubs, including managing permissions and integrations with product, GTM, and finance systems.

• Set up quoting, products and pricing, contracts, billing, and payments processes in coordination with Finance.

• Ensure data governance, including field definitions, deduplication, account hierarchies, and establishing a single source of truth.

• Assess and rationalize GTM tools and vendor partnerships.

• Maintain the RevOps roadmap and prioritize requests for system, workflow, and reporting enhancements.

• Define essential revenue metrics such as MRR, GRR, NRR, CAC, LTV, and pipeline coverage.

• Create comprehensive leadership dashboards and conduct regular business reviews with actionable recommendations.

• Lead change management initiatives, train teams on HubSpot and AI tools, and keep process documentation and playbooks updated.

• Automate repetitive tasks across Marketing, Sales, and Customer Success departments.

• Design and manage Widewail’s signal-driven GTM engine leveraging first-party, third-party, enrichment, intent, scoring, routing, and outreach data.

• Maintain enrichment and routing workflows with HubSpot as the primary system of record.

• Establish campaign operational setups, including audience logic, workflows, lead scoring, attribution, UTM and naming conventions, and success metrics.

• Oversee campaign tracking, attribution, and ROI reporting linked to MQLs, pipeline, revenue, and expansion efforts.

• Maintain definitions for lifecycle stages, lead scoring models, and ensure a smooth MQL-to-SQL handoff.

⛳️ Requirements

• 5+ years of experience in Revenue Operations, Sales Operations, or Marketing Operations within a B2B SaaS company that features recurring revenue.

• Proven track record of supporting a high-volume subscription customer base, with frequent renewals and expansions across hundreds of accounts or more.

• Expert-level proficiency in HubSpot, including at least 3+ years as the primary admin or owner of a multi-hub HubSpot instance (Marketing, Sales, Service, and Revenue at minimum).

• Hands-on expertise with HubSpot Revenue Hub, or HubSpot quoting, billing, and payments tools, with a clear strategy for quickly mastering Revenue Hub.

• Demonstrated success in enhancing GTM performance, forecast accuracy, conversion and close rates, lead generation, and revenue growth.

• Proven ability to collaborate with Customer Success leaders on retention and upsell initiatives, showcasing a quantified impact on MRR, GRR, and NRR.

• Experience leading change across teams without direct authority.

• Capability to leverage AI and automation for operational efficiency, data analysis, reporting, and workflow execution, with sound judgment regarding data security, accuracy, and business value.

• Strong analytical and communication skills; adept at transforming data into actionable recommendations and aligning Marketing, Sales, Customer Success, and Finance on shared definitions.

• A hands-on builder skilled in prioritizing competing requests and rejecting changes without clear business value.

• Extensive experience in running marketing campaign operations, including building, tracking, attributing, and measuring campaigns related to pipeline and revenue.

• Preferred certifications in HubSpot, such as Revenue Operations, Marketing Hub, or Sales Hub Implementation.

• Familiarity with selling to automotive dealerships or other multi-location businesses, including managing account hierarchies.

• Experience operationalizing OEM, channel, or partner-sourced revenue programs.

• Background in a SOC 2 or similarly regulated data environment.

• Familiarity with SQL or a BI tool for analysis beyond HubSpot reporting.

• Experience in an early-to-mid-stage company building RevOps from the ground up.

🏝️ Benefits

• Medical, Dental, Vision coverage.

• Health Savings Account (HSA), Flexible Spending Account (FSA), Dependent Care Account (DCA).

• Company-funded Lifestyle Spending Account.

• Monthly stipend for remote work expenses.

• Employer-matched 401K plan.

• Paid Parental Leave.

• Sick Time Off.

• Paid Time Off and Paid Holidays.