Revenue & GTM Operations Manager

Role Overview

• Own HubSpot as the system of record for GTM operations: lifecycle stages, objects/fields, governance, automation standards, permissions, and change management.
• Maintain clean integration and tracking standards across GA4, ad platforms, enrichment tools, and any sales tooling.
• Own lead management end-to-end: capture, enrichment, de-dupe, routing, SLAs, handoffs, and feedback loops with Sales.
• Define and maintain funnel definitions and stage exit criteria (MQL/SQL/SAO, opportunity stages, close lost reasons, etc.).
• Drive pipeline hygiene: required fields, stage integrity, close date quality, next-step compliance, and consistent qualification data.
• Own GTM reporting and dashboards across funnel conversion, velocity, pipeline coverage, source attribution QA, and performance by segment.
• Establish operating rhythms (weekly pipeline reviews, SLA adherence reporting, funnel health checks) to drive accountability with Sales and Growth.
• Improve forecasting accuracy by ensuring the CRM reflects reality: stage consistency, close date hygiene, amounts, pipeline coverage metrics, and risk flags.
• Partner with commercial finance on forecast needs, but own the upstream system/process inputs.
• Partner with the Growth Marketing Manager to ensure campaign tracking standards, UTMs, and lifecycle mapping are correct and consistent.
• Partner with Sales Leadership to optimize process, identify bottlenecks, and implement improvements that increase conversion and reduce cycle time.
• Collaborate with leadership on ICP definitions, segmentation, and territory/account models where relevant.
• Own the Experience Index (our AI-driven sales database) as a GTM data asset: definitions, taxonomy, governance, and ongoing maintenance.
• Build and manage automated workflows to enrich ICP accounts and contacts; ensure data flows reliably into HubSpot and downstream tools.
• Maintain data quality standards and resolve enrichment exceptions.
• ‘Deal desk’ ownership includes governance of approval and discount workflows with stakeholders in CS, Sales and Marketing.
• Co-ownership of Customer Success workflows, including Solutions and Event Operations systems.
• Guide best in class CRM practices including QA of existing processes, tooling and training sales, CS on CRM workflows, reporting streams.

Requirements

• 3-5+ years of experience working in Rev Ops / GTM functions. Some of that will have been in a scale-up / high-growth / tech environment
• Experience in SaaS, Marketplace and / or Fintech/payments business models would be a plus
• Great communication skills
• you’ll have to work closely with internal as well as external stakeholders who are not always financially proficient or comfortable with data; being able to translate their insights into data and learnings is central to this role’s success
• Top analytical skills, proficient in Internal systems, data analysis and manipulation (ideally able to use data queries)

Tech Stack

• SQL

Benefits

• 🧠 You'll have real visibility of what's happening in the business. We have bi-monthly company meetings, where we all get together to discuss our wins, learning opportunities, our goals and direction
• 🗣 There is an open forum for you to have your say in what we do and how we do it. We empower our team to share their ideas
• no egos here!
• 🌏 You'll have access to our incredible perks, such as a 'work from anywhere', where you can travel to a destination of choice and work remotely for up to 3 weeks a year, utilise our 'Thrive' allowance to pay for massages, gym classes, gigs or anything that helps you thrive!
• 🏥 We have Vitality healthcare, inclusive of optical, dental & audiological care.
• 💰 In addition to that, we offer a monthly contribution towards your mobile phone contract, an annual personal development budget and support to choose your own equipment and a lot more!
• ✈ You’ll have 33 days of holidays, inclusive of public holidays
• 🌱 Employees of all backgrounds and physical abilities will be supported by us in every way possible to thrive