Revenue Operations Manager

Responsibilities

Deal Desk

• Own the quote-to-close process, including pricing and discount approval paths, order forms, non-standard terms intake, and handoff to legal and security review.
• Manage enterprise security questionnaires, third-party risk assessments, vendor onboarding, and procurement workflows.
• Build a reusable answer bank for recurring enterprise requirements.
• Triage, route, and drive contract redlines and DPAs to close, escalating judgment calls as needed.
• Instrument the process to identify deal bottlenecks and measure cycle time at each stage.

CRM and GTM Systems

• Own HubSpot as the source of truth, including the object model, deal stages, lifecycle definitions, required fields, and data hygiene rules.
• Evaluate, implement, and drive adoption across the CRM, enrichment, sequencing, call intelligence, customer success, and business intelligence stack.
• Build integrations and reporting used by the revenue organization, Finance, and the board.

Forecasting and Planning

• Run weekly forecasting and pipeline review cadences.
• Build capacity, quota, and coverage models at the representative and segment levels.
• Model quarterly hiring and segmentation scenarios.
• Prepare materials for QBRs, board reporting, and deal reviews.
• Conduct win/loss analysis, conversion diagnostics, and funnel intelligence, bringing recommendations alongside findings.

Lead Routing and Territory Management

• Design and operate inbound routing, qualification SLAs, and account scoring against the ideal customer profile.
• Build territory and coverage models that support team growth.
• Identify territory gaps, overlaps, and uncovered pipeline.
• Maintain clear account ownership as the team scales.

GTM Operations and Enablement

• Own and evolve the go-to-market technology stack, including CRM, marketing automation, customer success platforms, and business intelligence tools.
• Build the source-of-truth data foundation for revenue planning and reporting.
• Partner with Finance on compensation plan mechanics.
• Design and scale onboarding, representative certification, ongoing training, and structured skill development.
• Build agents, skills, and automations for research, account planning, CRM enrichment, call summarization, and follow-up.

Requirements

• 3–5 years of experience in Revenue Operations, Sales or Business Operations, strategic finance, or go-to-market analytics.
• At least 1 year at a high-growth B2B SaaS company, preferably at the Seed through Series B stage.
• Hands-on administration experience with HubSpot or Salesforce.
• Experience with enterprise deal cycles, including security review, procurement, and contract redlines.
• Experience automating workflows and building AI-enabled operational processes.
• Strong analytical, communication, judgment, and problem-solving skills.
• Builder mindset with the ability to operate independently in an ambiguous environment.
• Interest in building the function before managing it; this is an individual contributor role initially.

Benefits and Compensation

• Annual salary range of $175,000–$200,000.
• 90% health insurance premium coverage.
• Relocation support for candidates outside New York City.
• Unlimited paid time off.
• Daily lunch and snacks covered, plus dinner when working late in the office.
• Unlimited token and tooling access.
• Learning and development investment.