Sales and Revenue Operations Manager

<h3>Accountabilities</h3><li>Own the ARR and revenue reporting framework, implementing it in HubSpot and supporting complex scenarios including multi-year agreements, annual purchase orders, pilots, academic calendars, expansions, contractions, renewals, and churn.</li><li>Reconcile ARR with Finance on a monthly basis, track revenue movements, and produce reliable gross and net revenue retention reporting and leadership dashboards.</li><li>Lead deal desk and contract-to-cash operations, creating self-service workflows for standard agreements while coordinating redlines, data processing agreements, district contracts, invoicing, order processing, and commissions.</li><li>Coordinate RFPs, vendor registrations, cooperative purchasing agreements, and other administrative requirements associated with selling into education organizations.</li><li>Establish and maintain a disciplined forecasting process across new business, renewal, and expansion pipelines, ensuring consistent stage definitions and timely follow-up on inactive opportunities.</li><li>Design territories, account assignments, quota structures, and capacity models in partnership with sales leadership.</li><li>Administer and optimize HubSpot, maintaining data quality through required fields, segmentation, deal sources, imports, lifecycle automation, and campaign tracking.</li><li>Own the broader GTM technology stack, evaluating tools, improving integrations, and determining which systems should be retained, optimized, or removed.</li><li>Train new sales hires on CRM usage, sales processes, and operational standards.</li><li>Build scalable processes and automation that improve efficiency, data quality, forecasting accuracy, and cross-functional collaboration.</li><li>Monitor operational performance against defined success metrics and proactively communicate risks, gaps, and opportunities to leadership.</li><h2>Requirements</h2><li>Hands-on experience managing deal desk or contract-to-cash processes within a B2B SaaS environment, including MSAs, order forms, redlines, invoicing, and commission calculations.</li><li>Strong HubSpot administration experience or deep expertise with another CRM combined with the ability to become highly proficient in HubSpot quickly.</li><li>Demonstrated experience building ARR or revenue reporting frameworks that have been validated and adopted by Finance, including reporting for renewals, expansion, and churn.</li><li>Experience running forecasting cadences that sales leadership can rely on for business planning and decision-making.</li><li>Strong understanding of revenue operations, pipeline management, sales processes, CRM data governance, and GTM systems.</li><li>A proven ability to build scalable processes and automation and drive adoption among stakeholders who do not report directly to you.</li><li>Exceptional attention to detail, analytical ability, organization, and follow-through.</li><li>Strong written and verbal communication skills, with the ability to work proactively and independently in a remote, asynchronous environment.</li><li>A hands-on, builder-oriented mindset and comfort operating in an early-stage company where processes and systems are still evolving.</li><li>Experience selling into higher education or K-12 environments is a plus, particularly familiarity with DPAs, district contracts, vendor registration, RFPs, or cooperative purchasing programs.</li><li>Experience with territory design, quota planning, or sales capacity modeling is advantageous.</li><li>Familiarity with tools such as Gong, Apollo, Instantly, Clay, DocuSign, and Stripe is a plus.</li><li>Experience as an early RevOps hire at a startup or growth-stage company is highly valued.</li><li>Experience using AI tools to accelerate contract management, reporting, or data-quality workflows, while maintaining appropriate human review and validation, is a plus.</li><li>No specific degree is required; demonstrated knowledge, capabilities, and relevant experience are valued above formal education.</li><h2>Benefits</h2><li>Competitive base salary, with a stated U.S. range of<strong>$115,000–$155,000</strong>, adjusted based on location, experience, skills, and impact.</li><li>Equity through stock options, providing an opportunity to share in the organization’s growth.</li><li>Comprehensive medical, dental, and vision coverage for U.S.-based roles.</li><li>401(k) with employer matching for U.S.-based employees.</li><li>Unlimited paid time off.</li><li>Flexible, remote-first working environment.</li><li>Opportunity to join an early-stage organization in a highly visible role with substantial ownership and autonomy.</li><li>Direct influence over revenue operations, sales processes, forecasting, systems, and the foundations for future growth.</li>