About the role
As Senior Manager, Revenue Operations, you own the systems, data, and process that power our go-to-market engine end to end: HubSpot and the wider GTM stack, the reporting and forecasting leadership plans around, the deal desk, and the pipeline process that keeps it all clean.
- This is a senior individual-contributor role, a builder with the judgment of a leader. You will partner with our Heads of Sales, Marketing, and Finance, translate their priorities into one coherent operation, and do the hands-on work yourself, from the CRM field to the leadership dashboard. To keep the role focused, it does not own sales compensation design, quota setting, or territory design; those sit with other teams today.
You will have meaningful ownership from the start and the trust to form a point of view, push back with data, and move the work forward.
What you'll do
- GTM Systems & CRM (HubSpot)
- Own HubSpot administration end to end: fields, pipelines, workflows, permissions, and user management.
- Own the customer lifecycle in the CRM, from net-new lead through renewal and upsell, and maintain data quality and completeness across leads, contacts, companies, deals, and other core objects.
- Manage integrations and data flow between HubSpot and the rest of the GTM stack.
- Own the broader tech stack, including sequencing tools, dialers, call recording, and other platforms across marketing, sales, and CS, and lead evaluations, purchases, and deprecations of GTM tooling.
- Reporting, Forecasting & GTM Analytics
- Build a single source of truth for top-level KPIs and full-funnel reporting, and maintain dashboards leadership can self-serve.
- Own recurring revenue and pipeline reporting for leadership meetings, including the analysis and insight, not just the data pull.
- Own the forecast process and cadence across GTM teams, deliver one consolidated forecast to Finance on a fixed calendar, and track forecast accuracy over time.
- Support quarterly planning: build pipeline-coverage and metrics targets by segment and channel, worked back from the company revenue plan so GTM targets and the financial plan align.
- Pipeline, Process & Deal Desk
- Design and maintain sales stages and exit criteria, building on work already underway, and own pipeline hygiene: stale deals, missing data, and process adherence.
- Run the deal desk as the first point of contact for reps on pricing, discounts, and non-standard terms, enforcing the approval thresholds Finance sets.
- Flag revenue-recognition implications before deals close, own a clean handoff from closed-won to billing, and route contracts with Finance and Legal.
- Enablement, Automation & Documentation
- Design the tech stack to be self-serve and scalable, with automation and templates as the default, and build foundational GTM system projects such as lead scoring, routing, and lifecycle automation.
- Create and maintain comprehensive documentation and training for the systems you own.
- Communicate the GTM systems roadmap and project status to the wider team for transparency and prioritization.
- Stay current on new features and technology, especially AI, and make recommendations to the team.
Qualifications
- 6+ years in RevOps, Marketing Ops, or Sales Ops at a B2B SaaS company.
- Deep, hands-on HubSpot administration across the full platform, not specialized in a single area such as marketing. You have seen it all, and prior sole-admin experience is a strong plus.
- A track record of cleaning, building, and scaling HubSpot to meet a growing business’s needs.
- Working knowledge of B2B SaaS KPIs and the purchase, quoting, and contracting process.
- Direct, data-driven communication, and genuine comfort pushing back on leadership.
- Transparency and accountability in your status updates and on the current state of the systems.
- Experience using AI to multiply your productivity and insight (Claude preferred).
- Hands-on email and landing-page development, mostly HTML and CSS, is a plus.
- Familiarity with the Microsoft 365 ecosystem is a plus.
Why Orchestry?
- Work that matters: Join a growing, remote-first SaaS company solving real problems for organizations navigating the complexity of Microsoft 365.
- Real ownership: Build and scale the revenue operations discipline from the ground up.
- Flexibility with accountability: We trust people to work in the way that works best for them while staying accountable for meaningful outcomes.
- A smart, kind, no-ego team: People show up, work across departments, and care more about getting to the right answer than being the person who had it first.
- Competitive compensation, equity, and benefits.