Senior Revenue Operations Specialist

📋 Description

• • Own the entire revenue technology stack end-to-end. You will be the single-threaded owner of HubSpot and every adjacent tool that touches the customer journey—from first anonymous web visit to renewal and expansion. This includes configuring custom objects, workflows, sequences, dashboards, and integrations that allow Marketing, Sales, and Customer Success to move in lock-step.
• • Diagnose and eliminate friction in the buyer journey. You will map every stage of the funnel, measure conversion rates and cycle times, and then surgically remove bottlenecks. Examples: redesign lead-routing logic so enterprise prospects reach the right AE in <5 minutes, or build a self-serve quote-to-order flow that cuts close time by 30%.
• • Guarantee data integrity at scale. Partner with our Data Team to establish governance rules, deduplication jobs, and nightly reconciliation scripts that keep every field, object, and report trustworthy. You will own the “single source of truth” dashboards that the CEO, CRO, and Board review each week.
• • Architect and iterate on comp plans, territories, and quotas. Translate board-level revenue targets into granular, fair, and motivational quotas. Build territory heat-maps that balance TAM, rep capacity, and pipeline density; then automate crediting and claw-back logic so reps trust the numbers.
• • Enable rapid experimentation on pricing, packaging, and segmentation. When leadership wants to test a new usage-based SKU or vertical-specific bundle, you will model the impact, update CPQ, train the field, instrument tracking, and report results within days—not quarters.
• • Drive cross-functional strategic projects. Examples: launch a PLG motion that feeds self-serve users into an enterprise upsell workflow; stand up an integration marketplace that lets partners co-sell; or roll out a new compliance workflow that satisfies both SOC 2 auditors and Fortune 100 security teams.
• • Serve as the connective tissue between Marketing, Sales, and Customer Success. Run weekly RevOps stand-ups, publish a monthly “State of the Funnel” brief, and maintain a living roadmap so every stakeholder knows what is launching, when, and why.
• • Champion a culture of measurement and continuous improvement. Introduce OKRs for funnel health, forecast accuracy, and tool adoption. Celebrate wins publicly and run blameless post-mortems on misses so the team learns faster than the competition.
• • Mentor junior analysts and admins. Create playbooks, run office hours, and build a RevOps wiki so knowledge scales beyond any one person.
• • Stay ahead of the curve. Evaluate new tools (e.g., Gong, Clari, Mutiny, Pocus) and emerging best practices in RevOps, RevTech, and data privacy. Present findings to leadership with clear ROI and implementation timelines.