Role Overview
You’ll be one of two Revenue Operations Managers scaling our GTM engine. You’ll own the shared core (HubSpot, reporting, stack, process) alongside your counterpart, and go deeper on marketing operations, owning the lead lifecycle, attribution, campaign ops, BDR ops and the martech stack that powers demand generation.
What You’ll Own
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
Lead Lifecycle & Routing
- Own lead routing rules, lead scoring, and the lead‑to‑account model in HubSpot
- Define and maintain MQL criteria and the MQL to SQL handoff with Sales
- Build and optimize lead enrichment, deduplication, and assignment workflows
Campaign Operations
- Partner with Demand Gen on campaign setup, tracking, and measurement
- Manage UTM standards, source tracking, and campaign attribution
- Operationalize nurture programs, lifecycle emails, and event follow‑up
Funnel Analytics & Attribution
- Build and own funnel reporting end‑to‑end: traffic to lead to MQL to SQL to opportunity to closed‑won
- Deliver attribution analysis to inform marketing investment decisions
- Partner with Marketing leadership to define KPIs and channel performance metrics
AI in Marketing Ops
- Redesign the day‑to‑day workflows that BDRs/marketers run, embedding AI where it changes how the work gets done
- Deploy and tune AI‑powered enrichment, intent, and scoring tools so the top of funnel is sharper, not just bigger
- Use AI to make MQL routing, deduplication, and lead‑to‑account matching faster and more accurate
- Partner with Demand Gen and Content on AI‑assisted campaign ops: targeting, personalization, nurture optimization
- Evaluate AI for funnel analytics and attribution where it materially beats existing reporting
Requirements
- 5+ years of experience in Revenue Operations, Sales Operations, Marketing Operations, or Business Operations at a B2B SaaS company
- Comfortable operating across Sales, Marketing and Customer Success, 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 Marketing
- Marketing leadership has clear, accurate funnel and attribution reporting
- Leads are routed quickly and consistently, and the MQL to SQL handoff is smooth
- Marketing investment decisions are informed by reliable, well‑instrumented data
- The martech stack scales smoothly as demand‑gen programs grow
Benefits & Compensation
Competitive salary range
US: $150,000-$165,000
UK: £90,000-£110,000
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. Spot something unusual? Reporting risks or incidents quickly helps us maintain the strong culture of security and compliance we all depend on.
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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