As a Revenue Operations Manager at our fast-growing SaaS startup, you will play a pivotal role in driving revenue growth and optimizing operational efficiency across our sales and customer success functions. Reporting directly to the VP of Customer Success & dotted line to Head of Sales, you will be responsible for aligning sales processes, implementing scalable systems, and analyzing data insights to empower our go-to-market teams. This role offers a unique opportunity to blend strategic thinking with hands-on execution, contributing to the company’s continued success in a dynamic and competitive market landscape.

In this role you will:

  • Sales Process Optimization: Collaborate with sales leadership to streamline and optimize sales processes, from lead generation to deal closure, ensuring efficiency and scalability as we continue to grow.
  • Technology Implementation and Management: Lead the implementation, integration, and ongoing management of sales and customer success tools, such as HubSpot and Looker, to maximize their impact on revenue generation and customer satisfaction.
  • Data Analysis and Reporting: Utilize data-driven insights to identify trends, forecast revenue, and make recommendations for improving sales performance and customer retention.
  • Cross-Functional Collaboration: Foster strong partnerships with marketing, product, and finance teams to ensure alignment on revenue goals, operational priorities, and resource allocation.
  • Sales Enablement: Develop and deliver training programs, playbooks, and tools to equip sales and customer success teams with the knowledge and resources needed to excel in their roles.
  • Process Documentation and Compliance: Establish and maintain standardized procedures, documentation, and compliance measures to ensure consistency and adherence to best practices.
  • Continuous Improvement: Proactively identify opportunities for process optimization, automation, and innovation to drive greater efficiency and effectiveness across the revenue organization.

Requirements – what you’ll bring:

  • High Slope & Ownership: Strong interest in digging in deep into revenue operations with the ability to wear many hats. Takes a high degree of ownership and integrity over their work.
  • New Business Sales Operations expertise: At least 2 years of experience in new business sales operations, with experience building out sales processes, forecasting, compensation plans, sales lead routing, and account assignments.
  • Renewal Operations Expertise: At least 2 years of experience in renewal operations, with a keen interest in navigating complex and nuanced renewals. Field experience as a sales rep preferred (closing/negotiation experience).
  • Analytical & Project Management Skills: Strong foundation in analytics, operational management, and project management, coupled with the ability to handle multiple responsibilities.
  • Relationship Building & Collaboration: Proven ability to build trusting relationships with Account Executives, Account Managers, Customer Success Engineers, and cross-functional teams, including Finance, Sales, Marketing, Product, and Engineering. Experience supporting executives (VP+) is desirable.
  • Team Player & Accountability: Collaborative mindset with the ability to take direction while also driving initiatives independently. Strong personal accountability and receptiveness to feedback for growth.
  • Communication & Listening Skills: Clear and proactive communicator with a professional presence, demonstrating strong listening skills and openness to input from team members and departments.
  • SaaS Industry Experience: Minimum 2 years of startup experience, exhibiting the ability to manage new business, renewal and expansion contracts, particularly in complex scenarios. Previous experience in a high-growth SaaS or subscription-based business model, understanding the industry’s challenges and opportunities.

Nice To Have:

  • Change Management Expertise: Experience leading change management initiatives such as updated pricing tiers, driving adoption of new processes, tools, or systems within a sales and customer success organization.
  • Advanced Data Analysis Skills: Experience with advanced data analysis techniques (SQL), predictive modeling, or machine learning algorithms to uncover deeper insights and opportunities for revenue optimization.
  • Certifications: Relevant certifications such as Salesforce Administrator, HubSpot Operations, or Lean Six Sigma are a plus, demonstrating a commitment to continuous learning and professional development.
  • Experience implementing a CPQ (Configure Price Quote) tool: customer price quote for order forms
  • Bonus: Experience working with Hubspot & Looker

30-180 Day Priorities:

  • Own the company forecast for new business, renewals and expansion
    • Weekly executive reporting
    • Data and reporting to support quarterly board decks
  • Own overall Hubspot data cleanliness and hygiene
  • Responsible for accuracy of order forms and data entry of ARR and key product metrics into Hubspot
  • Work with revenue leaders to track how we compare to best-in-class SaaS benchmarks, and chart a course to achieve best-in-class status if we’re not there
  • Get accurate, real time visibility of team performance for revenue leaders
  • Create standardization on discounting levels
  • Own creating compensation plans and quota calculators for account executives and account managers
  • Build territory structures and account assignments
  • Facilitate Docusign signature process
  • Optimize closed won process to best support accuracy of forecasting and data inputs needed for Finance to operate effectively
  • Join calls with account executives and account managers to support successful negotiations
  • Develop training and enablement for field teams
  • Sales operations process enablement for account executives and account management

Benefits – what we offer in return:

  • Joining a high-growth venture-backed startup as part of the early crew. You will be employee #50-60ish.
  • Competitive compensation with generous, employee-friendly equity. We have a 10-year exercise window.
  • Freshpaint Fridays: Half-day FridaysEvery week.
  • Unlimited PTO, with a minimum requirement of 2 weeks per year. Plus various observed holidays.
  • 100% remote
  • Flex in-office if you want with $150 WeWork credits each month
  • 401k
  • Health, dental, and vision insurance 100% covered by the company (some states it’s 99% because laws).
  • Mental health benefits – therapy appointments and more covered by the company
  • 2 Treat Yourself Days per year: We’ll pay you $100 to take a day off and do whatever makes you happy. The only catch is you have to share what you did with the rest of the team.
  • Generous parental leave
  • Paid Spotify
  • Health & Wellness benefit – gym membership or similar covered
  • Regular team offsites 2-4 times per year. We’ve been to Greece, Jackson Hole, Cabo, Santa Fe, California wine country, and Mexico City in the recent past.
  • Ownership of your work, collaboration with a close team, and direct access to founders and what it’s like to build a startup. If you leave to start your own company, we’d love to be your first angel investors.
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