Sales and Revenue Operations Manager

This is a fully remote position, open to applicants in United States, +1 more country.

📋 Description

• Take ownership of ARR and revenue reporting within HubSpot.

• Implement the ARR framework for various scenarios including multi-year, annual-PO, pilot, academic-calendar, expansion, contraction, and churn.

• Reconcile ARR with Finance on a monthly basis and monitor changes.

• Report on both gross and net revenue retention while creating dashboards for leadership and the board.

• Develop a self-service deal desk for standardized MSAs and order forms.

• Manage redlines, DPAs, and district-provided contracts, ensuring a clear distinction between business and legal terms before counsel review.

• Oversee RFPs, vendor registrations, and cooperative purchasing contracts.

• Execute close checklists, order processing, invoice requests, and commission calculations.

• Ensure adherence to deal-stage definitions across New Business, Renewal, and Expansion pipelines.

• Conduct weekly forecast and renewal forecast meetings.

• Identify inactive deals weekly and coordinate nurture follow-ups with Marketing.

• Design territories and account assignments based on coverage and pipeline needs.

• Construct quota and capacity models for new sales personnel.

• Manage annual territory and quota updates while tracking attainment with the Head of Sales.

• Administer HubSpot, ensuring data integrity and managing required fields, deal sources, segmentation, and imports.

• Oversee the GTM tool stack and integration decisions involving Gong, Apollo, Instantly, Clay, DocuSign, and Stripe.

• Develop lifecycle automation as well as event and campaign tracking in collaboration with Marketing.

• Train new sales hires on HubSpot and the company's operational processes.

• Collaborate with sales, marketing, customer success, finance, and legal teams.

• Report to the COO until the Head of Sales is recruited.

⛳️ Requirements

• Practical experience managing deal desk or contract-to-cash processes within a B2B SaaS environment, encompassing MSAs, order forms, redlines, invoicing, and commissions.

• Admin-level proficiency in HubSpot, or significant admin experience with a similar CRM and the ability to quickly become proficient in HubSpot.

• Proven history of developing ARR or revenue reporting that has been approved by Finance, including aspects of renewals, expansion, and churn.

• Experience leading a forecasting cadence that is relied upon by sales leadership.

• Capability to establish scalable processes and automations while encouraging adoption among individuals outside of the reporting line.

• Outstanding attention to detail and proactive, self-directed communication skills within a remote, asynchronous team environment.

• Experience in selling to higher education or K-12 institutions is preferred.

• Familiarity with territory design and quota or capacity planning is advantageous.

• Experience with Gong, Apollo, Instantly, Clay, DocuSign, or Stripe is beneficial.

• Background as a first or early RevOps hire is a plus.

• Experience with AI tools for contract management, reporting, or data hygiene tasks is a bonus.

• No formal degree requirements; practical skills and capabilities are prioritized over educational credentials.

🏝️ Benefits

• Comprehensive health insurance covering medical, dental, and vision (available for US-based positions only).

• 401k plan with employer matching (available for US-based positions only).

• Unlimited paid time off (PTO).

• Equity in the form of stock options.

• A flexible, remote-first work culture.

• Competitive base salary.