The job in a nutshell

As the Revenue Operations leader, you will join our GTM Operations team to build on the existing Revenue Operations foundation, helping TestGorilla transition from a start-up to an efficiently operating scale-up business. This is a highly cross-functional role, where you will serve as a ‘Trusted Advisor’ to the GTM Leadership, GTM Ops team, and Finance, among other key business partners.

The Revenue Operations Manager will play a critical role in defining and converting strategy into action, becoming a subject matter expert and custodian of Sales Operations processes, systems, targets, and quota setting. You will lead the annual operating planning process and other core areas of expertise.

As a centralized GTM Ops team, we strive to unify systems, processes, and operations to create seamless alignment with customer journey stages. We’ve grown fast, and our GTM approach has become more sophisticated at the same time. Your objective is to improve and optimize the customer journey and realize commercial value simultaneously.

You will take the lead on the Revenue Operations roadmap, partnering closely with the Revenue Leaders to optimize revenue operations. Your goal will be to drive scalable revenue growth while enhancing the customer journey and value delivery.

This is an amazing opportunity for a highly operational professional looking to embark on an entrepreneurial journey and ready to help put 1 billion people in their dream jobs!

You’ll spend time on the following

Take full ownership of sales operations processes, systems, quota setting, commissions, forecasting and similar core aspects of the revenue operations
Embedded within our GTM teams to deeply understand their strategy, targets and KPIs
Be a trusted advisor to the Sales and GTM Leadership on all aspects of the revenue strategy and operations
Connect the dots between day-to-day operations to the strategic priorities
Develop and manage a reliable, accurate and streamlined process for building and deploying quarterly quotas
Collaborate effectively with other teams to drive data integrity and improve our data ecosystem, contributing to the data team’s wider efforts
Driving continuous improvement initiatives to enhance the efficiency and effectiveness of data processes

Here’s what we’re looking for

Our ideal candidate has B2B SaaS expertise and leverages data to drive commercial impact. You will build trust with GTM teams while enhancing revenue operations capabilities. You prefer solving complex problems efficiently and can navigate roadblocks independently.

You are inspired by our mission to place 1 billion people in dream jobs
You are fully aligned with our values
Experience with B2B SaaS metrics and operations, pre and post sale customer-facing roles, CRM (HubSpot preferably), sales cycles etc
Strong ability to collaborate and influence up, down, and across the business. This means influencing without authority, building alliances, and bringing a sense of calm to complex and time-sensitive situations
Comfortable pivoting from high-level strategy to granular execution; one minute, you might be presenting to the entire executive staff; the next, you’re writing FAQs for a new sales initiative; the next, you’re deep in an Excel workbook tracing through formulas to understand a key insight better
Ability to operate independently with minimal supervision (i.e., self-starter)
Clear thinker and compelling communicator – both verbal and written
Advanced understanding of end-to-end customer funnel, sales finance metrics,, revenue forecasting, and various routes to market (channel, direct, self-serve)
Are hands-on and pragmatic, able to take end-to-end ownership of analytics projects from conception to delivery
Can ‘unblock’ themselves: a willingness and aptitude to rapidly pick up new concepts to get the job done
Macro-to-micro versatility: strategic mindset coupled with a keen attention to detail
Well-rounded interpersonal skills, and experience interacting with diverse stakeholders

We typically expect candidates with at least 5+ years of experience in analytics, GTM Operations (Marketing or Revenue Ops) or similar positions to have the skills mentioned above.

Bonus points if …

Previous experience with HubSpot or similar CRMs
Experience in capacity planning, quota setting, commissions structures
Have been in an business partnership or advisory role previously
Have experienced the transition from start-up to scale-up before

Revenue Operations Manager

Anywhere in the world

Remote

Senior ++

TestGorilla