Revenue Operations Manager

Role summary: The Revenue Operations Manager owns the systems, data, and reporting the RIS Rx commercial organization runs on: HubSpot as the system of record for business development and client success, Sigma as the reporting layer, and the data connections between them and finance. The role designs and maintains the pipeline, forecast, bookings, renewal, and performance reporting used by the commercial team, leadership, the board, and investors, and keeps the underlying data clean enough to trust.

This is as much a data engineering role as an operations role. The right candidate has watched sales and client success teams actually work inside HubSpot, builds dashboards the team uses every week, writes SQL, is comfortable building and maintaining data connections, and partners with finance on the numbers that matter. RIS Rx over-indexes on data in this seat: the expectation is a data-forward self-starter who defaults to measuring and reconciling, and who learns any tool the problem requires rather than waiting to be trained on it.

Responsibilities

• HubSpot design and administration: Own HubSpot configuration for business development and client success: objects and properties, pipelines and stage definitions, required fields and validation, workflows and automation, permissions, and data hygiene. Translate how the teams actually operate into a system design that captures the right data with the least friction, and enforce the standards that make the forecast trustworthy: stage criteria, close dates, next steps, and amount conventions.
• Reporting and dashboards in Sigma: Design, build, and maintain the commercial reporting layer: pipeline and forecast views, bookings and quota attainment, pipeline creation and stage conversion, renewal and expansion tracking, rep and pod performance, and board and investor views. Build on reusable data models with documented definitions so a number means the same thing in every view.
• Data engineering and connections: Build and maintain the connections that feed reporting: HubSpot to the data warehouse and Sigma, finance and planning systems, and other sources as the business adds them. Write SQL for models, reconciliations, and ad hoc analysis. Own data quality end to end: deduplication, field standardization, and reconciliation across HubSpot, contract records, and finance.
• Forecast and pipeline operations: Run the mechanics of the operating cadence: the weekly pipeline and forecast package, hygiene and stale-deal reports, slippage and conversion analysis, forecast accuracy tracking, and the quarter-end bookings close. Reconcile closed-won deals to executed contracts and to invoiced revenue.
• Finance partnership: Partner with finance on bookings definitions, revenue recognition inputs, commission calculations and plan administration, pricing workbook data, and the monthly and quarterly reporting package. Keep contracted, verbal, and expected values reported separately and consistently in every view.
• Territory, quota, and compensation operations: Maintain account assignments, territory and pod structures, and quota records; produce attainment reporting and commission statements with finance; and support annual planning with capacity, productivity, and coverage analysis.
• Enablement and adoption: Train business development and client success on HubSpot standards, maintain the data dictionary and process documentation, and field the questions. Measure adoption, and when the team works around the system, fix the design rather than the team.

Ownership seams

This role owns systems, data, definitions, and reporting. It does not own the forecast number (the sellers and the CRO do), pricing decisions, or finance's books. Marketing campaign configuration and attribution in HubSpot are owned by the VP, Growth; this role sets the data standards they operate within. Reporting that touches restricted client data follows RIS Rx data handling policy: aggregate views, minimum necessary, and no restricted data in shared or published outputs.

Measures of performance: Targets are set in the annual plan and reviewed quarterly.

• Pipeline, forecast, and bookings reporting delivered on cadence and reconciled to finance each month and quarter
• HubSpot data quality: required-field completeness, duplicate rate, and stale-deal rate
• Dashboard adoption: weekly active use by the business development and client success teams
• Quarter-end bookings close completed on time with no unexplained variance to finance
• Commission statements accurate and on time
• Turnaround and accuracy on reporting and analysis requests from leadership

Required experience and skills

• Four or more years in revenue operations, sales operations, or business analytics supporting B2B sales and client success teams, with hands-on HubSpot administration: pipelines, custom properties and objects, workflows, permissions, and reporting.
• Direct exposure to how business development and client success teams operate inside HubSpot, and the judgment to design for how they work rather than how the system defaults.
• Dashboard building in Sigma, or in a comparable tool (Looker, Tableau, Power BI) with a demonstrated record of picking up new platforms quickly.
• SQL proficiency: joins, CTEs, window functions, and the ability to build models and reconciliations from raw tables.
• Experience building and maintaining data connections: CRM and application APIs, integration tools, and a cloud data warehouse (Snowflake, Redshift, BigQuery, or Databricks).
• Finance fluency: bookings versus revenue, contract value and recognition concepts, commission plan mechanics, and reconciliation discipline. Comfortable working directly with a controller and FP&A.
• Advanced Excel, clear written documentation, and the ability to explain a data definition to a seller and a controller in the same meeting.
• A self-starter who owns problems end to end in a small company without a large team behind them.
• Preferred experience
• Experience in pharmaceutical services, healthcare analytics, or another regulated data environment, including working under restricted data handling policies.
• Python or dbt for data modeling and automation.
• Experience in a PE-backed company producing board and investor reporting.
• Commission plan administration, in a dedicated tool or in spreadsheets
• HubSpot or Sigma certifications.

What We Offer

• Free gym membership
• Modern office
• Annual merit-based salary increases
• 401(k) with annual company match
• Medical - RIS Rx covers 100% of the employee’s base HMO medical plan
• Voluntary Dental, Vision & Life Insurance
• Flexible Savings Account (FSA)
• Paid Holidays
• Time off that grows with you: 3 weeks PTO 0-2 years. 4 weeks PTO after 3+ years. 5 weeks PTO after 5+ years
• Recognition programs that celebrate impact and results
• Mentorship and coaching opportunities
• Clear growth paths and career development support
• Fully stocked snack kitchen
• Monthly Company-paid lunches
• Best cold brew coffee in town on tap