Revenue Operations Manager (Hubspot)

Runway AI, Inc.

Job Overview

Location

San Francisco

Job Type

Full-time

Full Job Description

📋 Description

• Architect the revenue engine from 0→1. As the founding RevOps hire you will design, implement, and continuously evolve the entire GTM tech stack—HubSpot (CRM), Outreach (sequencing), HockeyStack (marketing attribution), Clay & Vector (data enrichment)—so that every lead, opportunity, and renewal is tracked, enriched, and routed with zero friction.
• Own the data truth. You will create the canonical definitions for lifecycle stages, lead scoring, pipeline health, and churn signals. By enforcing naming conventions, validation rules, and deduplication logic you will give Sales, CX, Marketing, and Finance one shared source of truth they can trust without second-guessing.
• Build executive-level visibility. Design and maintain real-time dashboards in Metabase and HubSpot that surface funnel conversion, CAC, payback, NDR, and capacity coverage. You will set the weekly, monthly, and quarterly reporting cadence and present findings to the exec team so they can make faster, data-driven decisions.
• Eliminate revenue leakage. Proactively audit every stage—from MQL creation to closed-won to renewal—to spot drop-offs, manual work-arounds, or pricing inconsistencies. You will run win/loss analyses, cohort studies, and capacity models, then translate insights into playbooks that lift win-rates and shorten sales cycles.
• Drive cross-functional alignment. Sit at the intersection of Sales, CX, Marketing, Finance, and GTM Engineering to translate high-level goals (ARR, NDR, logo retention) into operational plans. You will design territory carve-outs, quota models, and rules of engagement that scale from 10 to 100 reps.
• Automate everything repeatable. Leverage n8n, Zapier, Clay APIs, and HubSpot workflows to auto-route leads, trigger alerts, update enrichment, and create renewal tasks. Your automations will free reps to spend more time selling and less time on data entry.
• Manage vendor lifecycle. Evaluate, negotiate, and renew every GTM tool; track utilization and ROI to ensure the stack remains lean and cost-effective. You will own the annual budget and roadmap, presenting trade-offs to leadership before renewals hit the P&L.
• Champion data hygiene. Establish weekly data audits, field-usage reports, and user-adoption metrics. When gaps appear you will roll up your sleeves to fix records, write SQL, or update APIs yourself—no waiting for another team.
• Enable the field. Build just-in-time battle cards, competitive tear-downs, and churn-risk alerts inside Outreach and HubSpot so reps have context at their fingertips. You will run office hours and office-norms to ensure adoption and continuous feedback loops.
• Iterate at startup speed. Run bi-weekly sprints with Sales and CX leadership to test new sequences, pricing tiers, or trial flows. Measure impact in days, not quarters, and double-down on what moves the needle.
• Shape company culture. As an early employee you will help define “how we do RevOps” at Runway—documenting playbooks, setting hiring rubrics, and mentoring future team members. Your fingerprints will be on every process that scales the company from Series B to IPO.

🎯 Requirements

• 5+ years in Revenue Operations, Sales Operations, or GTM Strategy at a high-growth B2B SaaS startup
• Expert-level HubSpot administration (objects, workflows, custom properties, reporting, integrations)
• Hands-on experience with modern GTM tools: Outreach, Clay, Vector, HockeyStack, Metabase, n8n or Zapier
• Proven track record of designing and optimizing full-funnel metrics—lead routing, pipeline stages, win-rates, churn analysis
• High agency and comfort with ambiguity; you have built processes from scratch and can write SQL or work with APIs when needed

🏖️ Benefits

• Base salary $160-200K plus generous early-employee equity
• Remote-first culture with quarterly in-person off-sites in San Francisco and optional offices in SF & NYC
• Full medical, dental, and vision coverage for you and dependents
• Annual learning & wellness stipend, latest MacBook, and home-office setup budget

Skills & Technologies

Remote

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Runway AI, Inc.

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About Runway AI, Inc.

Runway AI, Inc. is a New York-based artificial intelligence company that develops generative video, image, and audio tools for creative professionals. Founded in 2018, it offers browser-based software enabling users to synthesize and edit media using machine learning models. Its flagship product, Gen-2, converts text prompts or images into short video clips. Runway targets filmmakers, designers, and marketers, providing APIs and enterprise solutions for automated content production and workflow integration.

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