Revenue Operations Specialist

Scale Army Careers

Job Overview

Location

Remote

Job Type

Full-time

Full Job Description

📋 Description

• This is a mission-critical Revenue Operations Specialist role designed to be the operational backbone for Sales, Marketing, Customer Success, and Finance teams within a rapidly scaling company. You will be instrumental in unlocking Go-To-Market (GTM) efficiency, elevating decision quality, and accelerating outbound growth by establishing clarity, building scalable systems, and ensuring the organization operates with accurate, centralized, and actionable data.
• As a hybrid BizOps and RevOps professional, you will focus on building the essential connective tissue between strategy, execution, and continuous improvement across all GTM functions. Your primary responsibility will be to manage the GTM technology stack, with a strong emphasis on HubSpot and its surrounding tools, ensuring seamless integration and optimal performance.
• You will own the core dashboards and key performance metrics that drive GTM strategy, providing GTM leadership with the operational clarity and decision-ready insights needed to navigate the company's aggressive scaling and vertical strategy.
• A significant part of your role will involve streamlining the HubSpot CRM, automation, and lifecycle workflows. This includes optimizing the customer journey from lead generation to retention, ensuring a smooth and efficient process for both the internal teams and the customer.
• You will be responsible for providing leadership with clear visibility into channel performance, encompassing outbound sales, Product-Led Growth (PLG) initiatives, inbound marketing pages, landing pages, and strategic partnerships. Understanding and optimizing each channel is key to driving overall GTM success.
• A key objective is to reduce the manual workload for sales representatives, aiming for a reduction of 5-10 hours per week. This will be achieved through automation, process optimization, and improved system utilization, allowing reps to focus more on selling and customer engagement.
• You will build and maintain comprehensive dashboards that cover critical areas such as pipeline health, conversion rates across all stages, activity performance, and cohort trends. These dashboards will be the single source of truth for GTM performance.
• A tangible goal is to shorten deal cycles by 20-30%, achieved through process improvements, better data visibility, and optimized sales workflows. This will directly impact revenue velocity and overall business growth.
• You will significantly improve forecast accuracy by ensuring reliable, centralized data and enabling proactive coaching for sales leadership. This data-driven approach will lead to more predictable revenue outcomes.
• Centralizing key GTM dashboards is a priority, including metrics for Average Gross Merchandise Value (AGMV), funnel conversion rates, representative productivity, churn rates, and marketing attribution. This unified view will provide a holistic understanding of GTM performance.
• You will institutionalize quarterly business reviews (QBRs) by providing actionable segment analysis, enabling data-informed strategic discussions and decision-making at the leadership level.
• Overseeing integrations across the entire GTM stack, including tools like Zapier, Clearbit, and Apollo, is a core responsibility. Ensuring these tools work harmoniously is crucial for data flow and operational efficiency.
• You will partner closely with Clay, a key data enrichment and scoring platform, to synchronize enrichment, scoring, and routing logic between Clay and HubSpot, ensuring data accuracy and intelligent lead management.
• Spearheading data-driven lead list generation and driving a 30% increase in Business Development Representative (BDR) efficiency through improved targeting and routing will be a key initiative.
• You will guide Sales and Customer Success (CS) teams in proper pipeline management, stage adherence, and accurate activity logging, fostering a culture of operational discipline and data integrity.
• Support the development of high-performing email sequences and calling workflows, empowering sales teams with effective tools and strategies.
• Promote operational consistency across all sales representatives and channels, ensuring a standardized and efficient GTM motion.
• You will own HubSpot configuration, including deal stages, contact lifecycle stages, pipeline segmentation, and automation rules, ensuring it aligns with business objectives.
• Partner with Sales and CS leads to refine stage definitions, routing logic, scoring models, and attribution practices, continuously optimizing the GTM process.
• Maintain the quality of integrations and reduce manual intervention through automation, leveraging tools like Zapier, Retool, Clearbit, and Apollo.
• Evaluate and implement improvements across the GTM tool stack, including outreach tools, dashboarding solutions, and data enrichment capabilities, staying ahead of technological advancements.
• Own weekly GTM performance dashboards and ensure underlying data hygiene, acting as the guardian of data quality.
• Deliver cohort analysis, segment performance views, and monthly business reviews for Sales and Success teams, providing deep insights into performance drivers.
• Build models for headcount planning, compensation attainment, and vertical territory performance to support strategic GTM decisions.
• Provide ad hoc analysis on critical business questions, such as pricing tests, churn drivers, and operational bottlenecks, offering timely and relevant insights.
• Manage integrations across Zapier, Clearbit, Apollo, and other GTM tools, ensuring seamless data flow and functionality.
• Support GTM strategic projects, including quota setting, ramp modeling, and hiring benchmarks, in collaboration with GTM leadership and Finance.
• Lead change management efforts for process updates that impact Sales, CS, or Marketing teams, ensuring smooth adoption and minimal disruption.
• Co-design compensation logic and commission tracking processes with Finance and Sales, ensuring accuracy and fairness.
• Support onboarding, Standard Operating Procedure (SOP) adherence, and adoption tracking for GTM processes, reinforcing best practices.
• Ultimately, success in this role means every Account Executive (AE) and Account Manager (AM) can clearly articulate their position in the funnel and their next steps, weekly dashboards are trusted and actively used by GTM leadership for coaching and forecasting, and Sales and CS motions reflect clarity, automation, and minimal complexity.
• You will be a force multiplier, where your success is measured by how effectively others can operate. This role reports directly to the CEO, offering high cross-functional exposure and the potential to expand into lifecycle marketing operations or product analytics based on interest and organizational needs.

🎯 Requirements

• 5+ years of experience in Revenue Operations, Sales Operations, or Go-To-Market Systems roles at an individual contributor (IC) level.
• Deep expertise in HubSpot administration, including workflows, sequences, scoring, attribution, and reporting.
• Proven experience with Zapier, Apollo, Clearbit, and data enrichment workflows.
• Strong understanding of outbound, inbound, and Product-Led Growth (PLG) funnels.
• Technical proficiency in integrations, data mapping, and workflow automation.
• Experience working with Clay for enrichment and scoring.

🏖️ Benefits

• Opportunity to report directly to the CEO, offering high visibility and influence.
• Potential for scope expansion into lifecycle marketing operations or product analytics.
• Work remotely, with flexibility to align with U.S. business hours (EST).
• Be part of a rapidly scaling company focused on GTM efficiency and growth.

Skills & Technologies

Remote

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About Scale Army Careers

Scale Army Careers is a platform dedicated to providing information and resources for individuals interested in pursuing a career within the military. It aims to bridge the gap between potential recruits and the opportunities available in various branches of the armed forces. The website offers insights into different roles, training programs, and the overall lifestyle associated with military service. It serves as a comprehensive guide for those seeking to understand the requirements, benefits, and challenges of a career in the army. The platform emphasizes career development and personal growth within a structured and disciplined environment, highlighting the value of service and commitment.

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