Senior Manager of Revenue Operations, Overstory

• Expertise in HubSpot CRM (administration, automation, workflows, reporting)
• Metrics fluency: Comfort with ABM KPIs (pipeline coverage, conversion rates, win rate, sales cycle, forecast accuracy; renewal/expansion)
• Exposure to B2B business models, ideally in utilities, regulated industries, or account-based / sales-led growth environments
• Strong analytical and problem-solving skills; highly data-driven with an eye for process optimization
• Excellent communication and stakeholder management skills

Desirable

• We are looking for a Senior Manager of Revenue Operations to build and scale our go-to-market operations across marketing, sales, and customer success
• This is a critical role in ensuring our commercial engine runs efficiently, enabling predictable growth and data-driven decision making
• You’ll play a pivotal role in transforming how we grow — designing the systems and insights that power smarter decisions, accelerate revenue, and unlock our next stage of scale
• You will own the strategy, systems, and reporting that underpin revenue generation — from marketing automation and lead routing to pipeline forecasting and process optimization
• You’ll collaborate closely with leaders in Sales, Marketing, Customer Success, and Finance to ensure alignment on metrics, process, and execution
• Drive alignment across GTM teams (Marketing, Sales, Customer Success) through shared KPIs, consistent definitions, and integrated processes and tools
• Identify bottlenecks and design scalable processes to support rapid growth in our GTM motion
• Partner with Finance to ensure consistent forecasting, revenue attribution, and territory design
• Build and maintain executive dashboards covering pipeline, bookings, churn, and customer lifecycle and health metrics
• Analyze data and provide actionable insights on GTM performance and recommend adjustments to strategy
• Own and administer our CRM (HubSpot), including user management, data integrity, integrations, and process automation
• Partner with GTM teams to design efficient lead, opportunity, and account management workflows
• Evaluate, implement, and optimize RevOps tools (e.g., HubSpot, Intercom, Zoominfo, Dovetail, Gong and other sales enablement tools) to drive productivity
• Develop and maintain robust forecasting to provide clear visibility into pipeline health, conversion and renewals rates, and revenue performance
• Establish operating cadences and run GTM planning cycles: support pipeline reviews, deal reviews, account prioritization, territory design, quota setting and and deal velocity analysis to ensure targets are met
• Own marketing operations, ensuring HubSpot automation, campaign attribution, and lead scoring models function seamlessly
• Work with marketing to improve lead quality and implement processes to improve funnel conversion efficiency
• Maintain dashboards and analytics to measure ROI on campaigns and channels