Revenue Operations Manager

Key Responsibilities

Commercial tech stack and CRM ownership

• Own the day-to-day administration of HubSpot and our internal Airtable CRM, including object configuration, field management, workflows, permissions, and integrations.
• Maintain data quality across both systems — deduping records, enforcing required fields, and building automations that keep account, contact, and opportunity data clean as the team grows.
• Manage the integration points between HubSpot, Airtable, Gong, and other GTM tools so that reps see a single source of truth.
• Own the vendor relationships for our commercial tech stack— renewals, contract terms, integration roadmap, support escalations, and the day-to-day partnership with each vendor.
• Evaluate and recommend new tools as our GTM motion evolves, and own the rollout, training, and adoption when we add or change anything in the stack.

Pipeline reporting and forecasting

• Build and maintain pipeline, funnel, and forecast reporting that Commercial leadership uses to run weekly cadence and quarterly planning.
• Partner with Commercial leadership on forecast tracking and pipeline coverage analysis; surface risks and opportunities before they show up in the numbers.
• Build a more dependable attribution model across sales and marketing so the team can clearly see which channels and tactics are driving pipeline, where conversion is breaking down, and where we have the biggest room to improve.
• Partner closely with Finance to align pipeline, forecast, and bookings reporting with how revenue is recognized and tracked, so commercial and finance leadership are working from the same numbers.

Deal process and GTM enablement

• Document the sales process — stage definitions, exit criteria, and the workflows reps use to advance deals — and translate it into scalable SOPs and playbooks the commercial team can use.
• Continuously refine a repeatable sales motion aligned to the buyer’s journey, so deals move predictably from first touch to closed-won.
• Own clean, well-defined handoffs across the full revenue lifecycle: marketing to sales, sales to implementation.
• Optimize operational processes for deal activities — pricing approvals, contract routing, and order form generation — in close coordination with Finance, so pricing, discounting, and contract terms move quickly without breaking how deals are booked and recognized.

Sales enablement coordination

• Partner with Marketing to make sure sales has the playbooks, collateral, training, and tooling they need to sell effectively.
• Run the feedback loop the other direction: surface what’s working and what’s missing so Marketing can prioritize the right enablement work next.
• Use Gong to surface conversation insights for sales leadership and partner with managers on coaching opportunities grounded in real call data.

Cross-functional analysis

• Run ad-hoc analyses for sales and marketing leadership which may include deal scoring, win/loss patterns, campaign performance, rep productivity.
• Translate questions from leadership into clean, repeatable reporting that the team can self-serve over time.

AI-enabled analysis and workflow administration

• Use Claude and similar AI tools as a core part of your daily toolkit — analyzing data across HubSpot, Airtable, and Gong; drafting documentation; building and maintaining automations; and accelerating ad-hoc analyses for leadership.
• Identify opportunities to push more of our RevOps workflows into AI-assisted or AI-administered processes, and build the guardrails that make those workflows reliable.

Requirements

• 3-5+ years of experience in Revenue Operations, preferably at a B2B SaaS or healthcare technology company.
• Hands-on HubSpot experience, including workflows, custom properties, reporting, and integrations. HubSpot certification is a plus.
• Comfort working in flexible, non-traditional CRM environments — experience with Airtable (or similar tools like Notion databases, Smartsheet, or custom-built systems) is a strong plus.
• Strong analytical fundamentals: advanced Excel, comfort with pivot tables and lookups, and the judgment to know when a quick analysis is enough vs. when something needs a more rigorous approach.
• Familiarity with Gong or another conversation intelligence platform.
• Real comfort using Claude or similar AI tools to analyze data across systems, draft and refine workflows, and accelerate everyday analytical work.
• Excellent written communication and documentation habits — you make processes legible to people who weren’t in the room when they were built.
• A bias toward cleaning things up: you notice when a field is mislabeled, a workflow is broken, or a report is telling a misleading story, and you fix it.
• SQL proficiency and experience with a BI tool (Sigma, Looker, Tableau, Mode, etc.).

Nice to Have

• Experience supporting commercial teams in healthcare, healthtech, or other regulated industries.
• Exposure to revenue forecasting methodologies (e.g., weighted pipeline, commit/best case, top-down vs. bottom-up reconciliation).
• Experience standing up or scaling RevOps function at an early-stage company.

Compensation

The base salary range for this role is $90k-110k. We expect the ideal candidate to fall near the midpoint of this range, though final compensation will be determined based on experience, skills, and organizational needs.