Revenue Operations Manager

We are looking for a mid-Senior Revenue Operations professional to serve as the operational backbone of our go-to-market organization. This role owns forecasting, pipeline analytics, deal support, and sales systems, and extends into ownership of Marketing's HubSpot platform, automation, data model, and shared GTM engineering resources. It is a cross-functional role that connects Sales, Customer Success, Marketing, Product, and Finance. The ideal candidate is equally comfortable building processes, analyzing data, running systems, and partnering with sales and marketing leadership to drive revenue predictability and growth.
The core responsibilities for the job include the following:
Forecasting and Pipeline Management:
Finalize and continuously improve the sales forecast process and methodology.
Run weekly forecast calls and pipeline analysis with sales leadership.
Lead the quarterly account planning process in partnership with the sales team.
Assess progress of large/strategic deals against account plans and drive follow-up with VPs and AEs on at-risk or high-priority opportunities.
Follow up on and drive resolution of stale leads and pipeline hygiene issues.
Sales Reporting and Analytics:
Own weekly sales reporting, including conversion rates, win/loss analysis, partner momentum, and regional performance, and drive related follow-ups with sales teams to improve performance.
Capture and feed win/loss learnings back to the sales team to inform coaching and strategy.
Track and report on AE performance, including territory, capacity, quota, and attainment analysis.
Revenue Programs and Cross-Functional Alignment:
Partner with Customer Success and Sales on upsell and renewal pipeline processes, forecasting, and tracking.
Work with marketing to evaluate revenue marketing campaign outcomes and ROI, and translate findings into actionable follow-ups.
Partner with Product on SKU refreshes and updated pricing tiers.
Sales Leadership and Enablement:
Facilitate sales leadership meetings, driving clear action items and outcomes from each session.
Lead sales enablement, including ongoing training and onboarding for the sales team.
Lead channel enablement, including partner training, SPIFFs, and contracts.
Systems, Pricing, and Compensation:
Own ongoing CRM and GTM process enhancements.
Own the GTM tech stack, including operations and ongoing enhancements across sales tools.
Own Deal Desk operations, responding to pricing requests for deals of up to 1TB/day.
Manage compensation and commission letters for the sales organization.
Marketing Systems and GTM Engineering Ownership:
Own HubSpot administration for marketing, including user permissions, workflows, list architecture, and the data model for marketing objects.
Set change control on marketing's platform requests, defining and holding a turnaround time for campaign builds, list pulls, and workflow changes.
Build and maintain marketing's automation logic, owning lead scoring, lifecycle stage definitions, and routing rules inside HubSpot.
Manage marketing's tech stack integrations, owning the connections between HubSpot and marketing's enrichment, intent, and signal tools (e. g., Bitscale, ZoomInfo), and evaluating new tool requests.
Own data hygiene and compliance for the marketing database, running deduplication, enrichment standards, and consent and opt-out compliance.
Own marketing's pipeline and attribution reporting, building and maintaining the data model, attribution logic, and automated reporting behind marketing pipeline numbers by route and by account tier.
Allocate the shared GTM Engineers' time, setting and reviewing a specific, written allocation against marketing's stated needs on a fixed cadence.
Maintain a backup plan for marketing's technical systems, documenting coverage for the tiering, signal- routing, and agent-layer systems the GTM Engineer builds and runs, so work doesn't depend on one person.
Capture DataBahn's current HubSpot architecture and ABM ops build in a structured handoff session with Heather before her exit.
Run cross-functional prioritization for shared RevOps resources, weighing marketing's requests against sales and CSs on stated criteria, on a standing cadence.
Requirements:
5+ years of experience in Revenue Operations, Sales Operations, or a related GTM role, ideally in a B2B SaaS or data/security environment.
Strong analytical skills with proven experience in forecasting, pipeline management, and sales reporting.
Hands-on experience owning a CRM (e. g., Salesforce, HubSpot) and broader GTM tech stack.
HubSpot administration experience, including workflows, list architecture, lead scoring, lifecycle stages, and data model management.
Experience managing marketing/sales tech stack integrations (e. g., enrichment, intent, and signal tools) and evaluating new tool requests.
Understanding of data hygiene, deduplication, and consent/compliance practices for a marketing database.
Experience allocating and managing shared technical or engineering resources across teams.
Experience supporting or owning deal desk, pricing, and quoting processes.
Familiarity with sales compensation plans, commission structures, and quota/territory design.
Excellent cross-functional collaboration skills, with experience partnering across Sales, CS, Marketing, and Product.
Strong communication and facilitation skills; comfortable presenting to and driving action with sales leadership.
Self-starter who can balance strategic process ownership with day-to-day operational execution.

Experience
5-8 yrs