Revenue Operations Manager, Runway
Hubspot
$160-200k
+ Generous early employee equity
More information about location
Financial planning platform for business
Be an early applicant
Financial planning platform for business
21-100 employees
Be an early applicant
$160-200k
+ Generous early employee equity
More information about location
21-100 employees
Company mission
To empower teams to build great companies by making business understandable and accessible to everyone.
Role
Who you are
- If you love architecting systems, thrive on turning strategy into execution, and want the autonomy to have a direct impact, this role is for you
- Strategic mindset: Able to think beyond day-to-day execution to anticipate challenges, identify opportunities, and design long-term solutions
- Experience: 5+ years in Revenue Operations, Sales Operations, or related roles, ideally at a fast-paced startup or high-growth SaaS company
- Understanding of B2B sales motions: Deep familiarity with how modern B2B SaaS go-to-market strategies work, including lead routing, pipeline stages, and deal velocity optimization
- Systems expertise: Proficiency with HubSpot, Outreach, Vector, Clay; bonus points for API-level understanding or experience connecting tools
- Tech experience: BI Tools like Metabase. Automation tools like n8n, clay.com, etc. Marketing Intelligence tools like HockeyStack
- Hands-on builder: You thrive in an environment where you can own projects end-to-end, from strategy to execution
- Collaborative partner: Exceptional communicator who works well with Sales, Marketing, Finance, and Engineering to align on shared goals
- Thrives in ambiguity: Excited by the challenge of building systems, rules of engagement, and processes where few exist today
- Ownership mentality: High agency and eager to expand your scope and take on new projects as opportunities arise - whether that's pricing strategy, capacity planning, or new system implementations. You see gaps as growth opportunities
What the job involves
- The Revenue Operations Manager will be the founding member of the internal RevOps function and a key player in shaping Runway’s growth engine. You’ll partner closely with the Head of Sales, Head of CX, Head of Growth, Finance, and our GTM Engineering Team to design, build, and optimize our go-to-market systems and processes from the ground up
- This is an individual contributor role that is highly strategic and hands-on. You’ll define the revenue operations roadmap, own our CRM and reporting strategy, and ensure we have full visibility into every stage of the funnel. You’ll also work cross-functionally to empower our GTM teams with the insights, tools, and processes needed to accelerate growth and improve conversion
- Build the foundation: Design, implement, and manage the infrastructure for our GTM systems (HubSpot, Outreach, HockeyStack, Clay, Vector) to ensure they scale alongside the business, while owning integrations across the tech stack - ensuring seamless data flow from top to bottom of funnel
- Develop CRM strategy: Create and maintain a CRM and reporting framework that maximizes funnel visibility and optimizes conversion at every stage
- Drive revenue efficiency: Proactively identify and execute on revenue leakage across the entire funnel, from lead generation through deal closure and renewal
- Manage GTM infrastructure: Manage tool evaluations, renewals, and tech stack strategy while establishing and enforcing rules of engagement across revenue teams
- Enable GTM teams: Act as a strategic partner to Sales, Customer Success, and Marketing leadership, translating business goals into operational plans and actionable insights. This includes sales territory design, executive dashboards, and churn analysis
- Optimize the funnel: Establish key metrics, dashboards, and reporting cadences to track pipeline health, identify bottlenecks, and recommend solutions
- Lead target account optimization: Drive segmentation and enrichment strategies to ensure optimized and timely account and contact data
- Be a builder and a doer: Roll up your sleeves to execute while keeping an eye on the bigger picture, iterating quickly to improve outcomes
- Drive operational excellence: Continuously evaluate tools, processes, and data quality to ensure our GTM motion is efficient, scalable, and customer-centric
Our take
Runway sets out to make financial planning simpler for businesses, with a platform that replaces tedious spreadsheets and dispersed data with modern modelling and planning tools. Through its various functions, users can automate the updating of their forecasts with new data, connect their numbers to business context, and answer "what if" scenarios with the help of an AI co-pilot, as well as much more.
With its easy-to-implement and easy-to-understand approach, Runway is a promising proposition for businesses who want to ensure all their teams can understand and act aligned with their key goals. The company has seen significant funding that will support it in its development, with a real chance to capture new clientele as demand for this sort of product is only set to rise.
Freddie
Company Specialist at Welcome to the Jungle
Company
Funding (last 2 of 3 rounds)
Jul 2023
$27.5m
SERIES A
Jan 2023
$5m
SEED
Total funding: $37m
Company benefits
- Top-tier healthcare: Runway pays 90% for you and 50% for your family, with plan options to suit your needs
- 3 weeks minimum vacation: Unlimited vacation days, with 3 weeks per year minimum
- Equity: Outsized equity compared to BigTech™
- Monthly employee stipend: $250 monthly stipend for office supplies, wellness, co-working, WiFi - get what you need
- Top-of-the-line laptop: Use the best tools for the job to perform at your highest potential
- Monthly 3-day weekends: We make sure there's at least one long weekend per month to relax and recharge
- CPA & fiduciary reimbursement: $200 to speak to a finance professional about any personal tax/finance questions
- 4 months paid parental leave: Fully paid time off for parents to spend quality time with family
- 401(k): Flexible saving options through Guideline, with industry-leading fund options and low fees
- Corporate credit card: We empower you to make decisions in Runway’s best interest—everyone has a corporate card
Company HQ
SoMa, San Francisco, CA
Leadership
Siqi Chen
(Co-Founder & CFO)Initially the CEO of Runway before moving to the role of CFO in 2023. Member of the Board of Directors at Sandbox VR, where they were previously CEO. Has held a number of Senior positions at various companies over the years.
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