Senior Manager, Revenue Operations optimizing systems and strategy for Jiko's market growth. Aligning departments and improving revenue generation through data and technology.
About the role
- Revenue Operations Manager at AI startup optimizing sales processes and analytics to enhance performance. Collaborating with sales and GTM leadership to shape revenue strategies and execution.
Responsibilities
- Own and administer our CRM (HubSpot), ensuring data integrity, consistent pipeline hygiene, and reliable reporting across the entire revenue organization;
- Design and maintain dashboards, reports, and analytics that give sales leadership clear visibility into pipeline health, deal velocity, conversion rates, and team performance;
- Build and refine the forecasting process, working with sales leadership to deliver accurate and actionable revenue forecasts for the executive team and board;
- Define and document sales processes end-to-end—from lead routing and qualification criteria to opportunity stages, handoffs, and close workflows—ensuring consistency and accountability;
- Build AI-powered automations and internal tooling to streamline sales workflows, reduce manual effort, and increase team productivity—examples include automated lead scoring, deal summarization, pipeline alerts, and reporting workflows;
- Manage territory and account segmentation, including coverage models, book-of-business assignments, and rules of engagement across BDR, AE, and SE teams;
- Administer variable compensation plans, including quota setting support, commission calculations, and attainment tracking;
- Evaluate, implement, and manage the sales tech stack (e.g., HubSpot, Apollo, Sales Navigator, Fireflies, enrichment tools), ensuring tools are adopted effectively and integrated cleanly;
- Partner with Marketing on lead management, attribution modeling, and campaign-to-pipeline analysis to optimize spend and source mix;
- Support GTM planning cycles, including annual and quarterly planning, capacity modeling, and headcount scenarios;
- Identify bottlenecks and inefficiencies in the revenue cycle and drive process improvements that accelerate deal velocity and improve win rates;
- Serve as the single source of truth for GTM data and metrics, establishing definitions and standards that the entire organization can trust.
Requirements
- 5–8+ years of experience in revenue operations, sales operations, or business operations, ideally in B2B SaaS or enterprise software;
- Deep hands-on expertise with HubSpot (strongly preferred) or a comparable CRM platform—you've administered, customized, and scaled it, not just used it;
- Strong analytical skills with advanced proficiency in Excel/Google Sheets and experience building dashboards in BI tools (e.g., Looker, Tableau, or HubSpot reporting);
- Experience supporting an enterprise sales motion with longer deal cycles, multiple stakeholders, and complex deal structures;
- A track record of building or significantly improving RevOps processes in a high-growth or startup environment—you're comfortable with ambiguity and know how to create structure without bureaucracy;
- Comfort using AI tools and coding assistants (e.g., Claude Code, Cursor) to build lightweight internal tooling, automate workflows, and solve operational problems quickly—you don't need to be a software engineer, but you're resourceful and unafraid to build things yourself;
- Familiarity with sales tech ecosystems including outbound tools, enrichment platforms, conversation intelligence, and CPQ or deal desk workflows;
- Experience with compensation plan design and administration, including quota modeling and commission tracking;
- Strong project management instincts—you can juggle multiple workstreams, prioritize ruthlessly, and drive initiatives to completion;
- Excellent communication skills and the ability to partner effectively with sales leaders, marketers, finance, and executives;
- A bias toward action and pragmatism—you optimize for what moves the needle now while building toward long-term scalability;
- Exposure to AI/ML or technical products is a plus but not required—what matters is your ability to learn quickly and operate in a fast-moving technical environment.
Benefits
- Comprehensive medical (health, dental, and vision) insurance
- 401(k) plan with 4% matching (or equivalent)
- Unlimited PTO — we strongly encourage at least 5 weeks each year
- Mental health, wellness, and personal development stipends.
Job title
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Tech skills
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