Revenue Operations Manager

Scale Army

The Revenue Operations Manager will play a mission-critical role in ensuring Sales, Marketing, and Customer Success teams operate efficiently through streamlined systems, trustworthy data, and optimized processes. This role is a hybrid between BizOps and RevOps focused on building the connective tissue between strategy, execution, and continuous improvement across GTM teams.

The position will manage the GTM tech stack (HubSpot and surrounding tools), own core dashboards and performance metrics, and support GTM leadership with operational clarity and decision-ready insights as the company scales its vertical strategy.

Key Responsibilities

Funnel & Process Optimization

• Streamline HubSpot CRM, automation, and lifecycle workflows.

• Provide leadership with clear visibility into channel performance (outbound, PLG, inbound pages, landing pages, partnerships).

• Reduce rep manual workload by 5 10 hours per week.

• Build dashboards covering pipeline health, conversion rates, activity performance, and cohort trends.

• Shorten deal cycles by 20 30%.

• Improve forecast accuracy and support proactive coaching with reliable, centralized data.

GTM Reporting & Forecasting Maturity

• Centralize dashboards for AGMV, funnel conversion, rep productivity, churn, and attribution.

• Improve forecast accuracy and enable proactive coaching.

• Institutionalize quarterly business reviews with actionable segment analysis.

Systems Integration & Data Enrichment

• Oversee integrations across the GTM stack (Zapier, Clearbit, Apollo, etc.).

• Partner closely with Clay to synchronize enrichment, scoring, and routing logic between Clay and HubSpot.

• Reduce manual work through automation and smarter workflows.

Lead Generation Uplift

• Spearhead data-driven lead list generation.

• Drive 30%+ increase in BDR efficiency through improved targeting and routing.

GTM Enablement & Rep Productivity

• Guide Sales and CS teams in proper pipeline management, stage adherence, and accurate activity logging.

• Support the development of high-performing email sequences and calling workflows.

• Promote operational consistency across reps and channels.

Systems & Workflow Enablement

• Own HubSpot configuration across deal stages, contact lifecycle, pipeline segmentation, and automation.

• Partner with Sales and CS leads to refine stage definitions, routing logic, scoring models, and attribution practices.

• Maintain integration quality and reduce manual intervention through automation (e.g., Zapier, Retool, Clearbit, Apollo).

• Evaluate and implement improvements across the GTM tool stack, including outreach tools, dashboarding, and enrichment capabilities.

Reporting & Analysis

• Own weekly GTM performance dashboards and underlying data hygiene.

• Deliver cohort analysis, segment performance views, and monthly business reviews for Sales and Success.

• Build headcount, compensation attainment, and vertical/territory performance models to support GTM decisions.

• Provide ad hoc analysis on pricing tests, churn drivers, and operational bottlenecks.

Integrations, Automations & Enrichment

• Manage integrations across Zapier, Clearbit, Apollo, and other GTM tools.

• Partner with Clay to sync enrichment logic and scoring rules with HubSpot.

• Automate manual workflows to streamline GTM motions and reduce rep workload.

GTM Strategic Projects

• Support quota setting, ramp modeling, and hiring benchmarks alongside GTM leadership and Finance.

• Lead change management for process updates impacting Sales, CS, or Marketing teams.

• Co-design compensation logic and commission tracking processes with Finance and Sales.

• Support onboarding, SOP adherence, and adoption tracking for GTM processes.