Role Overview
You will be one of two Revenue Operations Managers scaling our go‑to‑market engine, owning the shared core (HubSpot, reporting, stack, process) alongside your counterpart, and focusing on sales operations, partnering with Sales leadership on compensation, territory, AE enablement, and forecasting.
Responsibilities
- GTM Systems & HubSpot Administration
- Own and optimize the full GTM tech stack (HubSpot, Apollo, Jiminny, Clay, Nook, and others)
- Design, build, and maintain HubSpot workflows, automation, and routing logic
- Proactively resolve system issues, inefficiencies, and data gaps
- Identify, select, and onboard new AI‑powered GTM tools as the company scales
- Reporting & Analytics
- Deliver accurate, consistent reporting across pipeline, funnel, bookings, conversion, and GTM performance
- Partner with stakeholders to define metrics, KPIs, and reporting requirements
- Translate data into actionable insights for Sales, Marketing, and Leadership
- Data Hygiene & Process Design
- Maintain HubSpot as a clean, reliable source of truth across GTM teams
- Design scalable processes that grow with the business
- Drive operational excellence across the revenue org
- AI in the RevOps Function
- Make RevOps itself AI‑native: rework data hygiene, reporting, and internal research workflows so the function operates at a higher leverage
- Partner with Sales, Marketing, and CS leadership to make their teams more AI‑fluent, not just more AI‑equipped
- GTM Compensation & Planning
- Sales compensation planning and administration, including quota and commission tracking
- Partner with Finance and Sales leadership to ensure compensation accuracy and transparency
- Model and analyze compensation plan changes
- Identify the drivers and incentives that shift AE behavior
- Account Executive Support
- Act as a trusted operational partner to AEs by resolving CRM issues and improving workflows
- Support lead/account routing, pipeline hygiene, and opportunity management
- Provide coaching and operational excellence to help AEs close deals faster
- Territory & Account Management
- Support territory design and management, including account segmentation and assignment
- Partner with Sales leadership on territory changes, coverage models, and capacity planning
- Ensure territories and account ownership are accurately reflected in HubSpot
- Pipeline & Forecasting
- Own pipeline hygiene standards and opportunity stage definitions
- Deliver accurate forecasting and pipeline reporting to Sales leadership
- AI in Sales Ops
- Redesign the day‑to‑day workflows that AEs run, embedding AI where it changes how the work gets done
- Deploy and tune conversation intelligence so that call data flows back into coaching, deal inspection, and pipeline reviews
- Use AI to sharpen pipeline inspection and forecast accuracy: deal risk scoring, next‑best‑action prompts, automated hygiene checks
- Build AI‑assisted enablement that helps AEs prep, follow up, and progress deals faster
- Evaluate AI for comp modelling, territory design, and quota analytics where it materially beats manual work
Requirements
- 5+ years of experience in Revenue Operations, Sales Operations, Marketing Operations, or Business Operations at a B2B SaaS company
- Comfortable operating across Sales and Marketing, willing to learn the side you’re less deep in
What Success Looks Like
- HubSpot is trusted as a clean, reliable source of truth for the Sales org
- Sales leadership has clear, accurate pipeline and forecast reporting
- AEs spend less time on operational friction and more time selling
- Compensation, territories, and account ownership are accurate and well‑managed
- Sales processes scale smoothly as the company grows
Benefits & Compensation
- Competitive salary range
- Equity options in a fast‑growing startup
- 25 days holiday plus bank holidays
- Flexible working hours and location
- Personal development budget and learning opportunities
- Free lunch on Wednesdays and Deliveroo budget for late nights
- Cycle‑to‑work scheme
Security is everyone’s responsibility at Orbital. We ask all team members to follow our security policies, complete regular awareness training, and handle sensitive data with care in line with ISO 27001 standards. Spotting unusual activity and reporting risks or incidents quickly helps us maintain the strong culture of security and compliance we all depend on.
At Orbital, we’re committed to building a diverse and inclusive team. We especially welcome applications from people who are traditionally underrepresented in tech. Even if you don’t meet every single requirement, or if the right role isn’t listed yet, we’d still love to hear from you.
**This hiring range is a reasonable estimate of the base pay range for this position at the time of posting.** Pay is based on several factors, which may include job‑related knowledge, skills, experience, and business requirements.
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