Revenue Operations Manager

This is a Full Time Job

Position Overview
The Revenue Operations Manager supports the CRO in prioritizing strategic initiatives, establishing effective operating rhythms, and driving organizational execution. Acting as a hands-on business operations partner, this role creates visibility, accountability, and follow-through across the revenue organization. Responsibilities may span performance reporting, forecasting, operational planning, cross-functional initiatives, and process improvement, with priorities and depth of ownership evolving based on business needs.

The areas below represent potential responsibilities; priorities and depth of ownership will be set based on business needs, rather than pursued all at once.

Core ResponsibilitiesPriorities, operating rhythm, and insights
• Partner with the CRO to prioritize top initiatives, translate priorities into plans with owners and milestones, track progress, surface blockers, and drive follow-through.
• Establish effective operating rhythms for forecasts, pipeline and KPI reviews, QBRs, and recurring forums such as Think Tanks, all-hands, and leadership meetings. Help ensure each has clear objectives, preparation, decisions, owners, and follow-through.
• Improve forecast quality and pipeline discipline; analyze trends, risks, and opportunities across teams and business units, and recommend timely action. Prepare concise, reliable performance reporting for leadership.

Productivity, ROI, and budget
• Establish rep productivity metrics, including quota attainment, pipeline generation, and conversion; identify performance and coverage trends.
• Establish business-unit and initiative ROI by connecting revenue results with relevant costs and investments.
• Maintain visibility into the revenue organization's Opex budget; monitor budget versus actuals, forecast changes, and material variances, and flag implications for resource decisions.

Systems and reporting
• Partner with revenue-systems owners to ensure HubSpot dashboards, data, and workflows meet business needs and are adopted by the sales team.
• Identify and coordinate reporting and integration improvements, including connecting financial forecasting with HubSpot where appropriate.
• Maintain trusted reporting across pipeline and funnel performance and, where available, customer retention, expansion, and renewal.

Sales policy and enablement
• Develop, document, and maintain sales policies and rules of engagement, including account ownership, coverage, handoffs, exceptions, and escalation paths; align with sales leadership on implementation.
• Establish territory design and quota-setting frameworks for teams where these processes are new, in partnership with sales leadership and Finance; maintain clear methodology and review practices.
• Educate sellers on policies, forecasting, CRM practices, dashboards, KPIs, and pipeline processes; provide practical guides and training.

Cross-functional execution
• Work across Sales, Marketing, Finance, Client Success and Operations to align priorities, improve processes, and execute cross-functional initiatives.
• Keep owners, milestones, decisions, and follow-through visible; surface risks and help remove blockers that could delay priority work or affect business performance.

What success looks like
• The Commercial Organization has clear priorities, visible progress, and timely escalation of risks or blockers.
• Recurring reviews and forums are purposeful, well-run, and result in decisions and follow-through.
• Leaders can see forecast, rep performance and act on emerging risks.
• HubSpot reporting is useful and adopted; sales policies, territories, quotas, and rules of engagement are clear and consistently applied.

Qualifications
• 5+ years in Revenue or Sales Operations, GTM strategy, or related work.
• Experience with forecasting, pipeline management, KPI reporting, and business reviews.
• Experience analyzing rep productivity, operating expenses, and business or initiative ROI; sales policy, territory, and quota design experience is a plus.
• Hands-on experience with HubSpot or a comparable CRM and strong analytical skills.
• Ability to turn complex data into clear recommendations and communicate effectively with senior leaders and sales teams.
• Strong organization, follow-through, cross-functional collaboration, and comfort operating in a fast-changing environment.
• Hands-on experience using AI tools within your discipline - able to speak to specific tools used, workflow integration, and measurable business impact - with a drive to continuously experiment with and apply emerging AI capabilities.

Special Work Conditions
• Sedentary – Involves sitting most of the time but may involve walking or standing for brief periods of time. Some positions may entail exerting up to 15 lbs. of force occasionally and/or a negligible amount of force to lift, carry, push, or pull.