Senior Manager, Revenue Operations

About the Role

We're hiring our first dedicated Revenue Operations leader — someone who will own the systems, data, and processes that power our entire go-to-market engine. This is a high-leverage, high-visibility role that sits at the intersection of Sales, Marketing, and Product. You'll inherit a solid HubSpot foundation and a hybrid PLG + SLG motion, and your job is to scale it: eliminate friction, deploy AI-driven automation, and turn our GTM stack into a genuine competitive advantage.

You'll start as an individual contributor with the mandate — and budget — to grow a team as the business scales.

What You'll Own

HubSpot Architecture & Administration

• Serve as the internal HubSpot expert and system owner across Marketing Hub, Sales Hub, and Commerce Hub (CPQ/billing)
• Design and maintain our CRM data model, lifecycle stages, pipeline architecture, and automation workflows
• Own data integrity: deduplication, enrichment hygiene, and field governance
• Lead the evaluation and potential rollout of Salesloft as our sales engagement layer

AI-Driven Automation

• Build and own AI-powered workflows across the full revenue funnel — from lead enrichment (Clay/Apollo) through deal progression and post-sale handoffs
• Partner with Sales and Marketing leadership to identify automation opportunities that reduce manual work and accelerate pipeline velocity
• Stay ahead of the AI/GTM tooling curve — evaluate, pilot, and deploy new capabilities where ROI is clear

GTM Intelligence & Tooling

• Own our conversation intelligence stack (Fireflies) — ensure call data is captured, routed, and surfaced to drive coaching and forecasting
• Build and maintain reporting dashboards that give leadership real-time visibility into funnel health, conversion rates, attribution, and revenue targets
• Partner with Finance on forecasting accuracy and deal desk operations via HubSpot Commerce

Cross-Functional Enablement

• Serve as the operational backbone for Sales, Marketing, and Customer Success — translating strategic goals into system changes and process improvements
• Manage territory, routing, and segmentation logic as we scale our AE team
• Run a quarterly tech stack review: rationalize spend, sunset tools, and identify gaps

Team Building

• Own the roadmap for scaling the RevOps function — define when and what to hire as the business grows
• Build documentation, playbooks, and onboarding materials so the team compounds over time

What We're Looking For

Required

• 5+ years in Revenue Operations, Sales Operations, or Marketing Operations at a B2B SaaS company
• Deep HubSpot expertise — you've architected complex HubSpot environments from scratch or significantly rebuilt them; you know its limits as well as its strengths
• Proven track record building and deploying AI-driven automation workflows in a GTM context (not just using pre-built templates — actually architecting them)
• Strong data instincts: you're comfortable owning a data model, debugging pipeline issues, and building dashboards stakeholders actually use
• Experience supporting a hybrid PLG + SLG motion — you understand how product signals and sales plays need to coexist in the same CRM

Preferred

• Hands-on experience with Clay or Apollo for prospecting enrichment and outbound sequencing
• Experience supporting a scaling sales team (10+ AEs) through rapid headcount growth
• Background at a high-growth startup — you're comfortable operating without a fully defined playbook

How You'll Be Measured (First 12 Months)

• 0–30 days: Full audit of HubSpot instance, tooling, and current workflows; stakeholder alignment on top 5 operational pain points
• 0–90 days: Ship at least 3 material automation or process improvements; establish reporting baseline across pipeline, conversion, and attribution
• 0–12 months: Reduction in manual GTM overhead, improvement in lead-to-opportunity conversion, and a documented roadmap for team growth

Why This Role

• Real ownership — you're the architect, not a ticket-taker
• Budget and mandate to build a team as you scale
• Direct line to GTM leadership; your work is visible to the executive team
• A modern stack with room to push it further — no legacy Salesforce debt to untangle
• Hybrid PLG + SLG motion means interesting operational challenges that most RevOps roles don't surface