Senior Manager, Revenue Operations

Location: San Francisco, CA
Reports to: Chris Bennett
Priority: High

About the Role
We are hiring a Revenue Operations Manager / Senior Manager to own the systems, data, and processes that power our sales motion—particularly across government revenue. This role
exists to ensure our sales team operates efficiently, intelligently, and at scale by leveraging best-in-class CRM practices, automation, and AI-driven workflows. You will be responsible for managing HubSpot and related systems, building scalable lead and deal processes, enabling the sales team with data and materials, and acting as the operational backbone of our revenue engine. This is a hands-on role with real ownership and influence over how revenue gets generated.

Mission
Manage HubSpot and all sales-related data systems to enable the sales organization to hit and exceed revenue goals—using automation, AI, and strong operational discipline.

Key Outcomes (What “A Performance” Looks Like)
1. AI-Driven Automation
○ Implement high-usage AI and automation across sales systems to reduce manual work and increase speed, accuracy, and insight.

2. Lead & Pipeline Systems
○ Build and maintain systems to generate, route, manage, and convert leads through the full sales pipeline.
○ Ensure clear stage definitions, ownership, and progression.

3. Sales Process Ownership
○ Project manage the end-to-end sales process, from lead intake to deal close.
○ Continuously identify bottlenecks and opportunities for improvement.

4. Sales Enablement
○ Own creation, organization, and maintenance of sales decks and materials.
○ Gather and synthesize data to support pitches, renewals, and strategic conversations.

5. CRM & Data Excellence
○ Own HubSpot administration and optimization.
○ Ensure data integrity, reporting accuracy, and system adoption across the sales team.

6. External Partner Management
○ Manage relationships with consulting and advisory firms (e.g., Tusk,Whiteboard).
○ Coordinate projects, timelines, and deliverables to ensure alignment with revenue goals.

7. Revenue Insight & Reporting
○ Provide clear reporting and insights tied to government revenue performance.
○ Support leadership with data-driven recommendations.

8. Cross-Functional Collaboration
○ Work closely with Sales, Marketing, Finance, and Leadership to align systems and strategy.

Core Metrics
● Primary Metric: Government Revenue
● Supporting metrics may include pipeline health, conversion rates, system adoption, and forecast accuracy.

Role Competencies (How Success Is Achieved)

To be successful in this role, you consistently demonstrate the following behaviors and capabilities:
1. Understanding of the Legislative / Government Sales Process
○ Comfortable operating within complex, policy-driven, and relationship-oriented sales environments.

2. High Intellectual Rigor
○ Exceptionally analytical and able to quickly understand complex systems, data, and business problems.

3. Sales Operations Expertise
○ Proven experience in sales or revenue operations, ideally in a startup or scale-up environment.

4. AI-First Builder Mindset
○ Actively builds, experiments, and implements AI-powered workflows and tools to improve efficiency.

5. Strong CRM Mastery
○ Deep understanding of CRMs (HubSpot preferred), including architecture,automation, reporting, and integrations.

6. Extreme Ownership & Work Ethic
○ Incredibly hard worker who takes full responsibility for outcomes and execution.

7. Desire to Be Close to the Sales Process
○ Genuinely interested in how deals move, how sellers sell, and how operations can directly improve results.

Who This Role Is For
This role is ideal for someone who wants to:
● Be the operator behind the revenue engine
● Build systems from scratch and improve them continuously

● Sit close to leadership and influence real business outcomes
● Grow with a fast-moving startup/scale-up environment