RevOps Manager

About the role

You will architect and own the end-to-end revenue operations infrastructure that powers our go-to-market engine at Overflow. This position is the central nervous system connecting Sales, Customer Success, Marketing, and Finance into a single coherent revenue machine. You will design, build, and maintain the systems and processes that ensure data integrity and operational excellence from lead capture to cash collection. You will own the management of a RevOps Associate, providing direction, mentorship, and oversight of their day-to-day work. This is a hands-on builder role where you will transform vague requirements into concrete systems and reliable reports that drive decision-making. You will partner directly with GTM leadership to define the future state of our operations and then execute the buildout of the tools and workflows necessary to make it real. If you thrive on solving ambiguous, foundational problems and taking full ownership of outcomes rather than just completing assigned tasks, this is the critical seat for you.

Key facts

What you'll do

• Own HubSpot end-to-end configuration, including lifecycle stages, deal structures, custom objects, attribution models, and deep integrations with other platforms.
• Design and maintain the complete GTM tech stack, ensuring tools like HubSpot, Make, Finance systems, and platforms such as Monday.com http://Monday.com operate as one coherent system rather than a collection of siloed tools.
• Evaluate, onboard, and strategically sunset tools as the company's evolving needs demand, ensuring the tech stack remains efficient and cost-effective.
• Co-create and maintain the GTM playbook alongside leadership, establishing and documenting templates, sequences, follow-up SLAs, and escalation paths, then build the reporting to monitor adherence and effectiveness.
• Build and enforce rigorous pipeline data standards to ensure leadership can trust the accuracy and reliability of what they see in reports and dashboards.
• Create and distribute dashboards and recurring reports that track performance against targets, including metrics on lead qualification, pipeline health, conversion rates, renewal risk, and expansion signals.
• Surface timely data insights and clear commentary that empowers leaders and managers to make informed operational and strategic decisions, while remaining accountable for the system's accuracy, not the strategy itself.
• Collaborate with Sales leadership to define and instrument attribution policies, deal ownership rules, and rules of engagement within HubSpot so they are enforced systematically and consistently.
• Design and maintain the commission tracking infrastructure to provide managers with clean, reliable data for making crediting decisions, while ensuring individual disputes are handled by managers using your data as the definitive source of truth.
• Build the operational backbone for the AE and BDR outbound motion, including activity tracking, communication workflows, sequence tracking, and performance dashboards to measure productivity and effectiveness.
• Partner with Sales, Customer Success, Marketing, and Finance leadership to design clean handoff processes and reporting, defining precisely what "done" looks like at every transition and building reports to monitor execution quality.
• Provide accurate, timely data and operational commentary to support cross-functional alignment, taking ownership of process exceptions and conflicts as they arise within the relevant managerial scope.
• Act as the system-of-record keeper across all GTM tools, ensuring every team consistently works from the same trusted data set and processes.
• Identify manual, error-prone workflows and replace them with robust automations using tools like Make, Clay, HubSpot workflows, and platforms such as Monday.com http://Monday.com to increase reliability and efficiency.
• Build lead scoring models, targeted follow-up workflows, and sophisticated re-engagement triggers to ensure no opportunity falls through the cracks and revenue potential is maximized.
• Document all processes comprehensively so that operational procedures are scalable, sustainable, and not dependent on any single individual.

Requirements

• You have built RevOps infrastructure from the ground up, not merely maintained existing systems, and you carry the tangible proof of this work in your professional history.
• You possess an extreme ownership mentality, capable of independently owning ambiguous, half-built systems and processes without needing a fully packaged specification delivered to you.
• You fundamentally understand that RevOps is a revenue function, not just a technical or administrative one, and your primary focus is enabling predictable and scalable growth.
• You have a proven track record of building the foundational elements like pipeline hygiene, process documentation, attribution rules, and handoff playbooks that form the bedrock of a reliable GTM engine.
• You are highly disciplined in data hygiene and governance, with the ability to design standards and enforce them to ensure leadership receives trustworthy reporting.
• You are fluent in configuring and deeply customizing a CRM like HubSpot, including lifecycle management, complex deal structures, and sophisticated automation workflows.
• You have experience designing and implementing integrations between multiple software platforms, understanding how data flows between systems like Finance, Marketing, and Sales tools.
• You are comfortable making decisions and building systems without having every detail defined upfront, thriving in environments where requirements evolve through collaboration.

Nice to have

None specified in SOURCE.