What You'll Own

Revenue architecture across four GTM motions
Design and maintain the pipeline stages, routing logic, handoff workflows, and conversion metrics for each motion. Marketing, sales, implementation, customer success, support, finance, and leadership all run on this architecture.

GTM systems administration
Own and administer HubSpot (including Operations Hub), ChiliPiper, Gong, Cargo, Unify, DocuSign, Arrows, Pylon, Chameleon, and integrations between them. Maintain data integrity across the stack. Evaluate and integrate new tools as the stack evolves.

AI-native operations and automation
Build production-grade agentic workflows for data enrichment, lead routing, CRM hygiene, and reporting. Apply AI to surface insights and reduce manual overhead. Own the AI enrichment pipeline for outbound targeting. Stay current on the tooling landscape and bring recommendations proactively.

Data enablement and reporting
Build and maintain dashboards and reporting for leadership and Finance, including Metabase for BI and operational reporting. Drive attribution methodology across all four motions. Partner with Finance on forecasting models. Partner with Data team on all things modern data stack to support GTM and Finance use cases — while the Data team owns ETL (Fivetran), data models (dbt) and reverseETL (Census), you should understand how your data architecture decisions in the GTM stack impact this work and be able to PM the data activation and reporting use cases. And have an opinion on when to use the modern data stack architecture vs. the more AI-native options.

Campaign and outbound operations
Architect campaign infrastructure in lockstep with the growth team. Own outbound infrastructure: account prioritization, signal-based triggers, sequence tooling.

Your First 90 Days

30 days: Full working knowledge of all GTM systems, documented handoffs and workflows, prioritized backlog of gaps ranked by revenue impact

60 days: Highest-impact agentic workflows are live. Production-grade automation targeting the outbound enrichment pipeline and the most manual reporting processes, not prototypes.

90 days: Outbound motion is scaling — account scoring, sequence infrastructure, and signal-based triggers running reliably and improving week-over-week

What We're Looking For

5–8 years in revenue operations, sales operations, or marketing operations in B2B SaaS

Hands-on CRM administration depth — workflow logic, pipeline architecture, integrations; you've built things in it, not just used it

Multi-motion GTM experience: designed and maintained 2+ distinct GTM motions with separate pipeline definitions and handoff workflows — you built the architecture, not inherited it

AI-native execution: you reach for AI first; you've shipped production-grade automations using LLMs, not just experimented; you have opinions about where the tooling is going

Technical execution depth: can build automations, troubleshoot API integrations, and audit data quality without a developer

Data architecture rigor: precise about how systems connect, where data degrades, and how to fix it

Strong cross-functional communication: translates between what sales needs, what marketing needs, and what the data actually says

Early-stage startup experience in scaling Series A through C companies

HIPAA-aware systems design: you understand what data can and can't flow where, and you factor that into how you build

Comfortable building systems that will change — you document as you go and don't need processes to be stable before you can improve them

Bonus Points

Experience with HubSpot Operations Hub, Unify, Arrows, Pylon, or ChiliPiper

Clay, Cargo, or AI enrichment pipeline experience

Prior healthcare or life sciences vertical experience beyond HIPAA compliance

For remote candidates: Pacific timezone preferred

We also support in-person candidates based in San Francisco who are able to go into the office 2 days per week

Senior Revenue Operations Manager

TLDR