СШАRevenue Operations Manager
1 нед. назад
СШАMiddleRemote
hubspotcrmautomationforecastingdata analysis
Manage and optimize revenue operations, including CRM administration, GTM systems, and process automation for sales and marketing.
Обязанности
- Here at we are at the forefront of Post-Quantum Cryptography that is changing how the world operates. We’ve helped shape all of the international PQC NIST standards, and we were the first cybersecurity company to develop quantum-safe cryptography on chips, in applications, and in the cloud.
- is seeking an analytical Revenue Operations Manager to own our GTM systems, data, and processes across Sales, Marketing, Partnerships, and Account Management.
- Beyond CRM administration, you will manage the end-to-end revenue engine including prospecting, lead qualification, pipeline progression, forecasting, and GTM tools and automation.
- The ideal candidate brings deep HubSpot expertise, a strong understanding of B2B GTM stacks, and hands-on experience leveraging AI for prospect research and revenue workflow automation.
- You will partner across cross-functional leadership to build a scalable, data-driven revenue operation.
Требования
- 4–8+ years of experience in Revenue Operations, Sales Operations, Marketing Operations, or a closely related role, ideally with exposure to both sales and marketing sides of the funnel.
- Deep hands-on experience administering and optimizing HubSpot, including CRM, Marketing Hub, and Sales Hub.
- Experience owning forecasting, pipeline management, and executive reporting.
- Demonstrated experience with B2B lead generation, contact enrichment, and account intelligence.
- Experience with LinkedIn, ZoomInfo, Apollo, or similar data platforms.
- Practical experience using AI tools to automate revenue operations, prospect research, enrichment, or data workflows.
- Highly analytical with rigorous attention to data quality.
- Comfortable in a startup environment where you will build processes rather than inherit them.
- Strong communication skills and the credibility to work directly with sales, marketing, finance, and executive leadership.
Будет плюсом
- Experience with Clay, ChatGPT, Claude, Gemini, 6sense, Clearbit, or similar AI/data platforms.
- Experience building AI-powered enrichment or prospecting workflows.
- Experience with account-based marketing and strategic-account mapping.
- Experience supporting a global GTM organization across multiple regions.
Условия
- A competitive compensation package.
- Share options.
- A remote first company. You will work from home most of the time, but will need to join us in the office for planning sessions and key meetings as required.
- Travel for customer meetings and marketing events as needed.
- Health insurance.
- Generous PTO and holiday package.
- Company contributions towards 401K.
- …and other great benefits.
- If you enjoy working as part of a technology company, value the security of our daily digital lives, and love solving hard problems - then we’d love to hear from you.
Другое
- Administer and optimize HubSpot as the central system for all revenue activities.
- Manage the GTM tech stack, including enrichment tools, automation platforms, integrations, vendor relationships, and budgets.
- Maintain CRM structures for accounts, contacts, deals, pipelines, and lead stages.
- Ensure data quality, deduplication, and accuracy across systems.
- Integrate web forms, landing pages, and campaigns with HubSpot and third-party tools.
- Evolve the tech stack as the company scales.
- Develop processes for identifying and enriching target accounts and contacts using platforms such as LinkedIn Sales Navigator, ZoomInfo, Apollo, Clearbit, 6sense, Clay, or similar.
- Use AI to research companies, identify buying personas, discover relevant contacts, and enrich account records.
- Build automated workflows that combine CRM data with external data sources and AI-generated intelligence.
- Monitor target accounts for buying signals such as new executives, funding events, acquisitions, product announcements, and hiring activity.
- Use AI to summarize account intelligence and surface actionable insights for sales and marketing.
- Continuously evaluate new AI tools that can improve prospecting productivity and data quality.
- Own the full revenue lifecycle, from lead qualification to opportunity close and expansion.
- Define cross-functional lifecycle stages, handoffs, and SLAs for Marketing, Sales, and Partnerships.
- Establish sales stages and exit criteria with sales leadership.
- Create repeatable workflows across all lead sources and account tiers.
- Support account segmentation, territory design, and contact mapping.
- Track multi-stakeholder engagement across target enterprise accounts.
- Track contracts, renewals, and expansion to maintain post-sale visibility in the CRM.
- Eliminate operational bottlenecks and automate repetitive workflows.
- Maintain documentation and training for revenue processes and tooling.
- Lead the forecasting cadence, pipeline reviews, and forecast roll-ups for leadership.
- Drive annual/quarterly planning for quotas, targets, capacity models, and territories.
- Partner with Finance on bookings, revenue reporting, and commissions.
- Build executive dashboards to track key metrics:
- Pipeline creation, coverage, and velocity
- Full-funnel conversion from lead to closed revenue
- Marketing-sourced and influenced pipeline
- Source and campaign attribution
- Account and contact engagement
- Sales and partner activity
- Forecast accuracy and revenue performance
- Renewals and expansion
- Define consistent revenue metrics across Sales, Marketing, and Finance.
- Identify key revenue trends, risks, and performance anomalies.
- Own the connection between the corporate website and HubSpot, ensuring forms, landing pages, CTAs, tracking, and conversion events are captured correctly.
- Build the attribution model that shows which content, campaigns, channels, and website activity generate qualified pipeline and revenue.