Revenue Operations Manager

Remote (United States)

Job Details

Employment Type: Full Time

Department: Commercial

Annual Salary: $90,000 – $110,000 per year

About the Role

The Revenue Operations Manager will serve as the operational link across the Commercial organization. This hands-on role owns the systems, data, processes, and tools that help sales, account management, marketing, and finance operate with greater speed, discipline, and visibility.

The position is responsible for CRM administration, data quality, pipeline reporting, forecasting support, deal workflows, sales enablement coordination, cross-functional analysis, and AI-assisted process improvement. The Revenue Operations Manager will perform the day-to-day work while also establishing clear standards for how revenue operations should function as the organization grows.

What You’ll Do

Commercial Technology Stack and CRM Ownership

• Own the day-to-day administration of HubSpot and an internal Airtable CRM.
• Manage CRM object configuration, custom fields, workflows, permissions, and integrations.
• Maintain data quality across CRM systems by deduplicating records, enforcing required fields, and creating automations that keep account, contact, and opportunity data accurate.
• Manage integrations between HubSpot, Airtable, Gong, and other go-to-market tools to maintain a dependable single source of truth.
• Own vendor relationships across the commercial technology stack, including renewals, contract terms, integration roadmaps, support escalations, and ongoing vendor coordination.
• Evaluate and recommend new tools as the go-to-market model evolves.
• Lead implementation, rollout, training, adoption, and change management when tools are added or replaced.

Pipeline Reporting and Forecasting

• Build and maintain pipeline, funnel, and forecast reporting used by Commercial leadership for weekly operating cadences and quarterly planning.
• Partner with Commercial leadership on forecast tracking and pipeline coverage analysis.
• Identify and communicate pipeline risks and opportunities before they materially affect results.
• Build a dependable attribution model across sales and marketing.
• Provide visibility into which channels and tactics generate pipeline, where conversion is breaking down, and where the greatest opportunities for improvement exist.
• Partner closely with Finance to align pipeline, forecast, bookings, and revenue reporting.
• Ensure Commercial and Finance leaders work from consistent and reliable data.

Deal Process and Go-to-Market Enablement

• Document the sales process, including stage definitions, exit criteria, and workflows used to advance opportunities.
• Translate sales processes into scalable standard operating procedures and playbooks.
• Continuously refine a repeatable sales motion aligned with the buyer journey.
• Help opportunities move predictably from initial contact through closed-won status.
• Own clear and well-defined handoffs across the revenue lifecycle, including marketing-to-sales and sales-to-implementation transitions.
• Optimize operational processes for pricing approvals, contract routing, and order-form generation.
• Coordinate closely with Finance to ensure pricing, discounting, and contract terms move efficiently without disrupting booking or revenue-recognition processes.

Sales Enablement Coordination

• Partner with Marketing to ensure sales teams have the playbooks, collateral, training, and tools needed to sell effectively.
• Maintain a feedback loop between sales and marketing by identifying what is working, what is missing, and which enablement needs should be prioritized.
• Use Gong or similar conversation intelligence tools to identify insights for sales leadership.
• Partner with sales managers on coaching opportunities supported by actual conversation data.

Cross-Functional Analysis

• Conduct ad hoc analyses for sales and marketing leadership.
• Analyze areas such as deal scoring, win-loss patterns, campaign performance, and representative productivity.
• Translate leadership questions into clear, repeatable reporting.
• Build reporting that enables teams to access and interpret information independently over time.

AI-Enabled Analysis and Workflow Administration

• Use Claude and similar AI tools as part of daily revenue operations work.
• Use AI tools to analyze data across HubSpot, Airtable, Gong, and related systems.
• Draft and maintain process documentation with AI-assisted workflows.
• Build, refine, and maintain automations that improve operational efficiency.
• Accelerate ad hoc analysis and reporting for leadership.
• Identify opportunities to move additional RevOps workflows into AI-assisted or AI-administered processes.
• Develop appropriate controls and guardrails to keep AI-enabled workflows accurate and reliable.

Qualifications

• At least 3–5 years of experience in Revenue Operations.
• Experience in a B2B SaaS or healthcare technology environment is preferred.
• Hands-on HubSpot experience, including workflows, custom properties, reporting, and integrations.
• HubSpot certification is a plus.
• Comfort working in flexible or nontraditional CRM environments.
• Experience with Airtable or similar tools, such as Notion databases, Smartsheet, or custom-built systems, is strongly preferred.
• Strong analytical fundamentals and advanced Microsoft Excel skills.
• Experience using pivot tables, lookup functions, and related analytical tools.
• Ability to determine when a quick analysis is sufficient and when a more rigorous approach is required.
• Familiarity with Gong or another conversation intelligence platform.
• Strong working knowledge of Claude or similar AI tools for data analysis, workflow development, documentation, and routine analytical work.
• Excellent written communication and documentation skills.
• Ability to create processes that are clear and usable for people who were not involved in their original design.
• Strong attention to data quality, including the ability to identify and correct mislabeled fields, broken workflows, and misleading reports.
• SQL proficiency.
• Experience with a business intelligence platform such as Sigma, Looker, Tableau, Mode, or a similar tool.

Preferred Qualifications

• Experience supporting Commercial teams in healthcare, health technology, or another regulated industry.
• Exposure to revenue forecasting methodologies, including weighted pipeline, commit and best-case forecasting, and top-down versus bottom-up reconciliation.
• Experience establishing or scaling a Revenue Operations function within an early-stage company.