RevOps Manager

Position Overview

We're hiring our first RevOps Manager to build the operational foundation for predictable, scalable revenue growth. You'll own core revenue operations functions—standardizing sales processes, maintaining CRM hygiene and integrity, building reporting infrastructure, and supporting accurate forecasting. This is a hands-on role focused on execution and process excellence. Location: [Remote/On-site/Hybrid] Reports to: VP of Sales & Account Management Travel: Minimal (occasional quarterly all-hands or customer engagement)

Key Responsibilities

Revenue Process Design & Standardization

· Map and document end-to-end sales and revenue processes (lead capture through renewal)

· Standardize deal hygiene, pipeline definitions, forecast categories, and stage-gating criteria across the sales team

· Design and drive adoption of repeatable sales playbooks (discovery, qualification, negotiation, close)

· Own pipeline discipline: define stage exit criteria, enforce data entry standards, establish forecast/actual reviews

CRM Administration & Data Governance

· Own day-to-day HubSpot configuration, field taxonomy, custom objects, and user access management

· Establish and enforce data governance standards; lead quarterly data quality audits and remediation

· Build and maintain CRM documentation (field definitions, system processes, user guides)

· Create and optimize HubSpot workflows and automation to reduce manual data entry and process friction

Analytics, Reporting & Visibility

· Design and build HubSpot dashboards and reports (pipeline by stage/rep/product, forecast vs. actual, velocity, cycle time)

· Create and maintain executive dashboards for leadership reviews (weekly pipeline, forecast accuracy, key metrics)

· Own pipeline reporting hygiene; spot and investigate data anomalies

· Support ad hoc analysis requests from sales, product, and finance leadership

· Establish performance baseline metrics (win rate, deal size, sales cycle, etc.) for benchmarking

Forecasting Support & Accuracy

· Partner with sales leadership to run monthly and quarterly forecasting processes

· Build bottom-up pipeline views and probability-weighted revenue forecasts

· Reconcile forecast vs. actual; track and report forecast variance

· Provide sales leadership with leading indicators (pipeline coverage, new opportunities added, velocity trends)

· Support financial planning with monthly revenue projections and historical trend analysis

Systems Integration & Tooling

· Manage integrations between HubSpot, marketing automation, customer success platforms, and other internal tools

· Evaluate and recommend tools where manual workarounds exist; manage vendor relationships

· Document system architecture and data flows for the revenue stack

· Troubleshoot and resolve integration issues and data sync problems

Required Qualifications

· 3+ years of hands-on revenue operations, sales operations, or similar business operations role

· 2+ years of hands-on HubSpot CRM administration (configuration, customization, data governance, reporting)

· Demonstrated success owning CRM data quality and/or sales process implementation at a growing company

· Experience building and maintaining dashboards and reports (Tableau, Looker, Power BI, or HubSpot native)

· Solid understanding of sales metrics, pipeline stages, forecasting methodology, and deal flow analysis

· Excellent attention to detail and ability to spot data inconsistencies and process gaps

· Advanced Excel skills (pivot tables, VLOOKUP, INDEX-MATCH, financial modeling)

· Strong communication skills; ability to explain technical concepts to non-technical stakeholders

· Comfortable owning end-to-end processes with minimal oversight

Preferred Qualifications

· HubSpot Certification (CMS or Sales Hub)

· Prior experience at a Series B–D or high-growth stage company ($10M–$100M+ ARR)

· Exposure to HubSpot custom objects, workflows, or API integrations

· Experience with API integrations or middleware platforms (e.g., Zapier, Workato, MuleSoft)

· Familiarity with marketing automation platforms (Marketo, Pardot) and sales-marketing integration

· Background in financial analysis, FP&A, or analytical roles

· Strong SQL proficiency for writing queries, building reports, and analyzing revenue data

· Experience with git/version control or change management practices (helpful for CRM change discipline)

· Curiosity about emerging tools and willingness to learn new platforms

Technical Skills

Required:

· HubSpot CRM: configuration, customization, data management, reporting, field governance

· Advanced Excel: pivot tables, formulas, financial modeling, scenario analysis

· BI/Analytics tools: Tableau, Looker, Power BI, or HubSpot native reporting

· Process documentation and mapping (Lucidchart, Miro, Visio, or similar)

· CRM data governance and best practices

Preferred:

· HubSpot custom objects, workflows, or custom code module

· ETL or data pipeline concepts

· API integrations and middleware platforms

· Git/version control (for managing CRM change)

· Google Analytics or CDP experience

· SQL: ability to write SELECT queries, joins, and basic data analysis

What We Value

· Process-oriented mindset—you document workflows, enforce standards, and build repeatable systems

· Data-driven thinking—you trust data over intuition and spot inconsistencies

· Operational rigor—you care about CRM hygiene, data quality, and system discipline

· Bias toward clarity—you explain what you built and why; you make systems transparent to users

· Ownership—you own the whole revenue operations function end-to-end, not just discrete tasks

· Hands-on execution—you are comfortable diving deep into HubSpot configuration, SQL queries, and spreadsheet modeling yourself

· Adaptability—you work effectively in a growing, sometimes chaotic environment and roll with ambiguity