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