Sr, Revenue Operations Manager

POSITION SUMMARY

The Sr. Revenue Operations Manager will serve as the primary owner and administrator of CIQ's CRM ecosystem (HubSpot) and broader RevOps tooling stack, driving data integrity, reporting, and process governance across the revenue funnel. This role partners closely with Sales, Marketing, and Finance leadership to build reliable pipeline, bookings, and forecasting reporting; administer sales commission plans; govern deal desk and pipeline hygiene standards; and ensure a single source of truth for revenue data across systems. The ideal candidate combines deep HubSpot/CRM expertise with strong analytical and cross-functional skills to turn data into actionable insight, streamline GTM workflows, and support CIQ's continued growth.

As Sr. Revenue Operations Manager, additional responsibilities include but are not limited to:

• Serve as primary owner/administrator of CRM tools (HubSpot) - pipeline configuration, properties, workflows, automation, data architecture, and integrations with adjacent GTM tools (e.g., ZoomInfo, Amplemarket, Slack)
• Maintain CRM data quality and hygiene standards, and own user provisioning, permissions, training, and vendor relationships for HubSpot and the broader RevOps tooling stack
• Build and maintain dashboards and reporting for pipeline, bookings, forecast accuracy, and rep/team performance, delivered through recurring cadences (weekly pipeline reviews, QBRs, board reporting) and ad hoc executive analysis
• Partner with Sales and Marketing leadership to define and track KPIs, and ensure a single source of truth for revenue data across HubSpot, Finance, and other business systems
• Design, document, and administer sales commission plans in partnership with Sales leadership and Finance, including monthly/quarterly calculations, approvals, and payouts
• Own sales process governance (pipeline stage definitions, deal-stage hygiene), deal desk (pricing/discounting/terms approvals with Finance and Legal), and quota/territory assignment.
• Partner with the sales team to administer and maintain NDA's, customer contracts, and partner contracts.
• Manage lead routing and contract/order-management workflows, support rep onboarding to systems and processes, and conduct win/loss and pipeline analysis
• Partner closely with Finance on revenue forecasting, reconciling bookings, pipeline, and revenue data between RevOps and Finance systems
• Collaborate with Sales to manage and govern the lifecycle of NDAs, customer agreements, and partner contracts.
• Own lifecycle stage and lead qualification definitions (MQL, SQL, handoff SLA) jointly with Marketing, and govern changes to them
• Own source and campaign attribution integrity in HubSpot so channel and campaign performance is reportable end to end
• Build funnel reporting from first touch to closed won, including conversion rates by stage, campaign influence, and cost per opportunity, alongside pipeline and bookings reporting

NEEDED TO SUCCEED

Successful candidates will: 

• Build and maintain accurate, real-time reporting and forecasting mechanisms across the revenue funnel
• Implement operational governance and process frameworks (deal desk, pipeline stage-gating, commission plan administration) for visibility and accountability
• See the big picture and identify how automation and AI can transform RevOps workflows - from lead routing to reporting to commission calculations
• Use modern technologies, including AI tools, automation platforms, and HubSpot's native and third-party integrations, as multipliers of efficiency, not ends in themselves
• Embed data-driven solutions into core business systems (CRM, Finance/ERP tools, sales engagement platforms) to improve workflow velocity and decision-making
• Excel at defining clear success metrics, building reporting frameworks, and using data to guide decisions for Sales, Marketing, and Executive leadership
• Manage multiple concurrent workstreams - commissions cycles, forecasting deadlines, systems projects - and deliver results on time without sacrificing accuracy
• Advocate for new tools and process changes in a credible, business-oriented way to drive adoption and overcome skepticism from reps and stakeholders
• Influence without authority across Sales, Marketing, and Finance in a matrixed organization
• Bring a friendly, collaborative, humble, and honest attitude, always striving to improve

EDUCATION AND EXPERIENCE

• 5+ years of experience in Revenue Operations, Sales Operations, or a closely related role, with at least 2+ years in a HubSpot admin capacity (or equivalent CRM, e.g., Salesforce)
• Demonstrated experience owning sales commission processes end-to-end, including plan design support and payout administration
• Strong experience building reporting/dashboards and partnering with Finance on forecasting and planning cycles
• Advanced HubSpot administration skills (workflows, custom objects/properties, reporting, integrations); HubSpot certifications a plus
• Excellent Excel/spreadsheet modeling skills; SQL or BI tool experience (Looker, Tableau, etc.) a plus
• Strong analytical rigor with the ability to translate data into clear, actionable narratives for executive audiences
• Experience in a B2B SaaS or infrastructure/open-source software company preferred
• High ownership mentality, comfortable operating with autonomy in a fast-moving, lean organization
• Excellent cross-functional communication skills; able to work effectively with Sales, Marketing, Finance, and Executive stakeholders