About the role
We're hiring a Revenue Operations Manager to build the operational backbone behind how Dusty sells, bills, and tracks revenue. You will own the systems, data, and processes that connect Marketing, Sales, Customer Success, and Finance, and bring rigor to forecasting and pipeline reporting as the business scales.
This role reports to the VP of Finance.
Location: Mountain View, CA
What you'll do
- Systems ownership. Administer and continuously improve Salesforce, HubSpot, Gong, NetSuite, Samsara and WorkRamp (all tied to Databricks): configuration, integrations, data flow between Sales, CS, Billing, and Finance systems.
- Data pipeline integrity. Own the Salesforce to Databricks (Fivetran) sync, including field coverage and active monitoring for silent sync failures.
- Definitions layer. Own the definition layer. Maintain canonical metric and object definitions in the Rev Ops documentation so downstream reports and tools inherit them automatically.
- Data integrity & reporting. Own the accuracy of pipeline, bookings, and usage data; build and maintain dashboards and reports that give Sales, CS, and leadership a reliable view of performance.
- Forecasting support. Partner with Customer Success, Sales and Finance on pipeline reviews and revenue forecasting; bring structure and consistent definitions to how forecasts are built and tracked. Build and own forecasting infrastructure for CS revenue streams: renewals, expansion, and non-renewal categories (Professional Services, surges, conversions, prepaid days).
- Quote-to-cash. Support and streamline the process from quote/contract through order, provisioning, and billing including robot deployment scheduling, contract start dates, and utilization tracking as revenue-timing inputs, especially as usage-based and project-based revenue coexist.
- Sales process design. Implement, instrument, and maintain the sales and customer success processes in the CRM. Own stage definitions and exit criteria, the validation and field requirements that gate stage progression, and the deal hygiene standards that make pipeline reporting trustworthy. Keep the Rules of Engagement and process documentation current and discoverable, and retire superseded versions.
- Compensation administration. Design and administer commission plans, calculations, and payout processes in partnership with Finance, Sales, Sales Development, and Customer Success leadership, including AM-specific structures (renewal- and expansion-based comp) distinct from new-logo sales compensation.
- Cross-functional partnership. Act as the connective tissue between Sales, Customer Success, Marketing, and Finance on anything revenue-related, a go-to resource for “what does the data say” and “how should this process work.”
- Analysis & insight. Analyze pipeline, conversion, retention, and usage trends; surface insights that inform go-to-market decisions.
Qualifications
- 4-7 years of experience in Revenue Operations, Sales Operations, or a closely related function, ideally at a B2B SaaS or technology/hardware company, with comfort working with asset and fleet data (equipment records, deployments, utilization) alongside standard subscription revenue mechanics.
- Experience with usage-based or consumption-based billing models.
- Hands-on CRM administration experience (Salesforce strongly preferred); comfort configuring workflows, reports, and dashboards without heavy reliance on engineering support.
- Strong Excel/Sheets skills and general fluency with data comfortable pulling, cleaning, and interpreting data from multiple systems.
- SQL proficiency comfortable querying the data warehouse directly.
- Proven ability to use Claude and Claude Skills to build and maintain automated recurring reporting and analysis, and to bring AI-driven insight into how Sales, CS, and Finance operate. As we shift to AI-first operations, this is core to the role, not a nice-to-have.
- Experience supporting forecasting, pipeline management, or quarterly business reviews.
- Clear, structured communicator who can translate messy processes into clean systems and explain data to non-technical stakeholders.
- Comfortable operating with a fair amount of ambiguity and iterating on a process with different teams.
- Bachelor's degree or equivalent practical experience.
Nice to have
- Experience at an early-stage or growth-stage startup where you had to build process from scratch.
- Exposure to construction, industrial, or hardware/robotics businesses.
- Familiarity with billing/CPQ tools and commission-management platforms.
- Experience in HubSpot, Gong, Celigo (or other iPaaS softwares), Clay.
Why You Should Join:
In joining our team, you’ll become an important part of a small and fast-growing company. We are daring to accomplish something big, do you want to be a critical part of Dusty’s success? We are deeply committed to our mission, and we believe in removing roadblocks that distract us from reaching our goals.
To that end, we offer an unlimited vacation policy, a 401k with employer match, reasonable work hours, and flexible schedules. We know that our best work happens when we feel well-rested and capable of focusing all of our energy on making Dusty successful!
Strong, effective teams are composed of people with a diverse set of backgrounds and experiences who bring a variety of perspectives to their work. We actively encourage applications from a diverse pool, including those from historically under-represented groups such as women, people of color, people who identify LGBTQ, people with disabilities, and immigrants.
Our Code of Conduct:
Dusty Robotics exists to serve a wide variety of customers from all walks of life. We believe that our mission is best served in an environment that is friendly, safe, accepting, and free of intimidation or harassment. We do not tolerate abusive behavior.
*We are not accepting unsolicited resumes from third-party recruiters or agencies