Senior Manager, Revenue Operations

1 week ago

Remote US Canada Overstory Full time $150,000 - $200,000 per year
The role We are looking for a Senior Manager of Revenue Operations to build and scale our go-to-market operations across marketing, sales, and customer success. This is a critical role in ensuring our commercial engine runs efficiently, enabling predictable growth and data-driven decision making You'll play a pivotal role in transforming how we grow — designing the systems and insights that power smarter decisions, accelerate revenue, and unlock our next stage of scale You will own the strategy, systems, and reporting that underpin revenue generation — from marketing automation and lead routing to pipeline forecasting and process optimization. You'll collaborate closely with leaders in Sales, Marketing, Customer Success, and Finance to ensure alignment on metrics, process, and execution What you'll do Strategy & Enablement
  • Drive alignment across GTM teams (Marketing, Sales, Customer Success) through shared KPIs, consistent definitions, and integrated processes and tools.
  • Identify bottlenecks and design scalable processes to support rapid growth in our GTM motion.
  • Partner with Finance to ensure consistent forecasting, revenue attribution, and territory design.
  • Build and maintain executive dashboards covering pipeline, bookings, churn, and customer lifecycle and health metrics.
  • Analyze data and provide actionable insights on GTM performance and recommend adjustments to strategy.
CRM & Systems Management
  • Own and administer our CRM (HubSpot), including user management, data integrity, integrations, and process automation.
  • Partner with GTM teams to design efficient lead, opportunity, and account management workflows.
  • Evaluate, implement, and optimize RevOps tools (e.g., HubSpot, Intercom, Zoominfo, Dovetail, Gong and other sales enablement tools) to drive productivity.
Forecasting & Pipeline Management
  • Develop and maintain robust forecasting to provide clear visibility into pipeline health, conversion and renewals rates, and revenue performance.
  • Establish operating cadences and run GTM planning cycles: support pipeline reviews, deal reviews, account prioritization, territory design, quota setting and and deal velocity analysis to ensure targets are met.
Marketing Operations
  • Own marketing operations, ensuring HubSpot automation, campaign attribution, and lead scoring models function seamlessly.
  • Work with marketing to improve lead quality and implement processes to improve funnel conversion efficiency.
  • Maintain dashboards and analytics to measure ROI on campaigns and channels.
About you
  • Expertise in HubSpot CRM (administration, automation, workflows, reporting).
  • Metrics fluency: Comfort with ABM KPIs (pipeline coverage, conversion rates, win rate, sales cycle, forecast accuracy; renewal/expansion).
  • Exposure to B2B business models, ideally in utilities, regulated industries, or account-based / sales-led growth environments.
  • Strong analytical and problem-solving skills; highly data-driven with an eye for process optimization.
  • Excellent communication and stakeholder management skills
Nice-to-haves
  • 5-7 years of experience in revenue operations
  • Familiarity with additional systems (Salesforce, BI tools like Looker or Power BI, CPQ platforms)
  • Background in pricing operations, territory management, or customer success analytics.
  • Understanding of revenue recognition and collaboration with finance team

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