Senior Manager, Revenue Operations

This is a fully remote position, open to applicants in United States.

📋 Description

• Take ownership of and enhance the entire revenue funnel, starting from lead generation to the final closure of sales.

• Establish funnel stages, qualification criteria, transitions, service level agreements (SLAs), and operational guidelines.

• Develop processes that enhance pipeline quality, speed, and conversion rates at every stage.

• Collaborate with Sales Leadership to refine methodologies (such as MEDDIC/MEDDPICC), forecasting models, and productivity systems for representatives.

• Work collaboratively with the Finance team to ensure that forecasting inputs and pipeline assumptions align with financial projections.

• Manage the marketing operations engine, which includes lifecycle stages, scoring, routing, multi-touch attribution, enrichment, and segmentation.

• Create automated workflows that drive pipeline development, nurture prospective buyers, and support campaign execution across demand generation, events, account-based marketing (ABM), and digital initiatives.

• Establish frameworks for measuring and enhancing customer acquisition cost (CAC), campaign return on investment (ROI), channel performance, and ideal customer profile (ICP) penetration.

• Oversee sales forecasting processes, conduct pipeline reviews, establish forecasting rhythms, and set pipeline inspection standards.

• Develop systems and automation to minimize administrative tasks for representatives and enhance sales execution.

• Construct territories, capacity plans, dashboards, compensation structures, and performance reporting for representatives.

• Collaborate closely with Finance on quota design, forecasting precision, and inputs for revenue modeling.

• Act as the main architect and administrator for HubSpot CRM.

• Design and manage objects, workflows, attribution models, data integrations, enrichment processes, and reporting mechanisms.

• Assess and implement tools that support sequencing, intent data, enrichment, forecasting, and sales engagement.

• Develop and maintain go-to-market (GTM) dashboards for Marketing, Sales, and Finance, ensuring that revenue and pipeline perspectives align with Finance's reporting criteria.

• Monitor the health of the pipeline, funnel conversion metrics, annual recurring revenue (ARR) and bookings performance, and operational key performance indicators (KPIs).

• Provide actionable insights that facilitate strategic decision-making and resolve GTM bottlenecks.

• Establish a single source of truth for GTM and pipeline data within HubSpot and associated systems, partnering with Finance for financial and revenue reporting responsibilities.

• Implement procedures that guarantee data integrity, consistent visibility, and robust GTM data governance.

• Lead cross-functional operational initiatives, including pricing adjustments, rollout of compensation plans, product launches, and enhancements to GTM systems architecture.

⛳️ Requirements

• A minimum of 5 years of experience in Revenue Operations, Sales Operations, or Marketing Operations within the B2B SaaS sector (preferably in a high-growth startup environment).

• Advanced proficiency in HubSpot CRM, including custom objects, complex workflows, scoring, lifecycle management, and sophisticated automation.

• Comprehensive knowledge of SaaS pipeline dynamics, forecasting models, lifecycle management, and funnel optimization.

• Strong analytical capabilities with expertise in dashboarding, data modeling, and business intelligence tools.

• Demonstrated ability to collaborate with Sales, Marketing, Finance, and Product teams to foster alignment and operational excellence.

• Experience working closely with GTM leadership on forecasting, revenue modeling, capacity planning, and ensuring data alignment with revenue objectives.

• Highly organized individual capable of scaling systems while actively engaging in daily execution.

• A propensity for experimentation—comfortable with testing, measuring, and iterating to discover what genuinely drives revenue.

🏝️ Benefits

• Diversity, Equity, and Inclusion

• Committed to fostering a diverse, equitable, and inclusive workplace.