Revenue Operations Manager

About the role

In this role, you will play a pivotal role in enhancing our go-to-market (GTM) strategies as one of two Revenue Operations Managers. You own the end-to-end optimization of revenue operations, focusing on the systems, reporting, and processes that drive predictability and efficiency across the GTM motion. Your work will directly influence how effectively the sales pipeline is converted into revenue and how successfully customer renewals and expansions are achieved over time. You will serve as a key liaison between Sales, Marketing, and Customer Success, aligning teams around shared operational definitions and data integrity. This position requires a proactive mindset to identify bottlenecks, design scalable solutions, and ensure that operational workflows support revenue growth. You will be responsible for maintaining the integrity of the tech stack, enabling teams with actionable insights, and continuously refining playbooks based on performance data. Your contributions will be measured by improvements in pipeline conversion, cycle time reduction, and retention metrics that demonstrate the impact of streamlined operations. By owning these responsibilities, you help create a more transparent, data-driven revenue engine that supports sustainable scale.

Key facts

What you'll do

Develop and maintain core revenue operations processes that connect Sales, Marketing, and Customer Success into a unified workflow.

Lead the configuration, administration, and optimization of HubSpot to ensure accurate tracking of leads, opportunities, and customer health.

Utilize Apollo to enhance targeting efforts, manage account insights, and support data-driven outreach across the sales organization.

Leverage Jiminny to capture and analyze call intelligence, enabling coaching opportunities and pipeline visibility for the team.

Integrate data from Clay to maintain a 360-degree view of accounts, ensuring that outreach and follow-ups are informed by comprehensive context.

Monitor activity within Nook to support structured selling motions, ensuring that sellers follow proven frameworks and best practices.

Own the reporting stack and dashboards that provide visibility into pipeline performance, funnel conversion, and revenue attainment.

Partner with Sales Leadership to define, track, and optimize key revenue metrics that align incentives and forecast accuracy.

Design and manage feedback loops from the field to refine GTM strategies, messaging, and positioning based on market response.

Support the implementation of security and compliance protocols required under ISO 27001 standards for all revenue systems.

Collaborate with Customer Success to establish renewal and expansion playbooks that drive predictable net revenue retention.

Champion initiatives that improve the efficiency and effectiveness of Account Executives through automation and insight delivery.

Coordinate cross-functional projects that require alignment between Revenue, Product, and Operations teams to enable scalable growth.

Act as a subject matter expert on revenue operations tools and best practices, providing guidance and training to internal stakeholders.

Drive continuous improvement by analyzing operational data, identifying gaps, and proposing enhancements to workflows and systems.

Requirements

Bring a minimum of 5 years of cumulative experience in Revenue Operations, Sales Operations, Marketing Operations, or Business Operations within a B2B SaaS environment.

Demonstrate the ability to work fluidly across Sales, Marketing, and Customer Success functions, even in areas where your background may be less extensive.

Show a consistent commitment to process rigor, data accuracy, and transparency in all operational activities.

Possess strong analytical skills, enabling you to translate complex data sets into clear recommendations and actionable insights.

Exhibit excellent written and verbal communication skills, with the capacity to influence stakeholders at multiple levels of the organization.

Have experience managing multiple priorities in a fast-paced environment while maintaining attention to detail and delivery standards.

Display a collaborative mindset, with a willingness to partner closely with technical and non-technical teams to solve operational challenges.

Commit to adhering to company policies, security protocols, and training requirements necessary to maintain compliance with ISO 27001.

Nice to have

Experience working directly within a sales organization, understanding the day-to-day realities of sellers and their workflows.

A proven track record of enhancing the productivity of Account Executives through tools, enablement, or process improvements.

Practical notes

This role operates from the New York office, and all team members are expected to be physically present during standard working hours.

Full-time employment is expected, with a standard schedule aligned with business needs and availability.

Benefits include 25 days of vacation in addition to public holidays, flexible working hours, a personal development budget, complimentary lunch on Wednesdays, a Deliveroo budget for late-night work, and a cycle-to-work scheme.

Orbital is dedicated to fostering a diverse and inclusive workforce and encourages applications from individuals belonging to underrepresented groups.

All employees are required to adhere to security protocols and complete awareness training in accordance with ISO 27001 standards.