Revenue Operations Manager

Position Title · Revenue Operations Manager

Immediate Supervisor · VP of Marketing

Direct Reports · None

Department · Marketing

Status · Full-time exempt

Location · Remote (US)

Travel · Minimal

Compensation · 90k-120k annually

Last Reviewed · October 2026

Hiring in the following states: Arkansas, California, Colorado, Connecticut, Florida, Georgia, Maine, Massachusetts, Minnesota,New Hampshire, New Jersey, New York, North Carolina, Pennsylvania, Texas, Vermont.

Position summary

Widewail is a B2B SaaS company helping automotive dealerships turn customer feedback into growth through reputation management and customer intelligence.

We are looking for a hands-on Revenue Operations Manager to build and optimize the systems, data, and processes that power our revenue engine.

In this highly cross-functional role, you will partner with Marketing, Sales, Customer Success, and Finance to create a connected, data-driven approach to revenue growth across the entire customer lifecycle.

You will serve as the primary owner of HubSpot, establish reliable revenue reporting, improve operational efficiency, and develop scalable processes that support customer acquisition, retention, and expansion

We are looking for someone who combines strong technical expertise with commercial judgment. A builder who can simplify complexity, identify opportunities for improvement, and translate data into meaningful business outcomes.

This role has three priorities:

1. Build a scalable revenue operations foundation. Establish HubSpot as a reliable source of truth through strong data governance, integrated systems, consistent metrics, and efficient workflows from first touch through billing.
2. Drive new revenue. Improve revenue visibility and performance, and build the signal-driven engine that surfaces our best opportunities. Partner with GTM leadership to strengthen forecasting, pipeline management, marketing attribution, and revenue reporting, enabling better decisions and more predictable growth.
3. Increase customer retention and expansion. Work closely with Customer Success and Finance to improve customer lifecycle visibility, streamline renewal and expansion processes, and provide actionable insights into recurring revenue performance.

What You’ll Do

Go-to-market and sales operations

• Own the sales process in HubSpot: pipeline stages, exit criteria, deal desk, and approval workflows
• Run forecasting in partnership with Finance and give leadership a weekly view of pipeline health and risk
• Find and fix funnel leaks across conversion, win rate, sales cycle length, and deal size
• Design lead routing, territories, and Marketing-to-Sales SLAs, including leads from OEM and partner programs
• Support annual planning, quota and capacity models, and commission administration with Finance

Post-sales and Customer Success operations

• Partner with Customer Success leadership to operationalize onboarding, adoption, renewal, and expansion
• Build customer health scoring that combines product usage, engagement, and customer feedback signals, with triggers and playbooks that help CSMs act on churn risk and upsell opportunity
• Optimize the sales-to-CS handoff and renewal and expansion workflows in HubSpot
• Own MRR, GRR, and NRR reporting, including movement by cause (new, expansion, contraction, churn)

Systems, data, and quote-to-cash

• Own HubSpot administration across all hubs, including user permissions and integrations with product, GTM, and finance systems
• Partner with Finance to configure quoting, products and pricing, contracts, billing, and payments in Revenue Hub
• Own data governance: field definitions, deduplication, account hierarchies, and a single source of truth for accounts, contacts, deals, and revenue
• Evaluate, implement, and rationalize GTM tools and vendors
• Maintain a RevOps roadmap and run intake and prioritization for system, workflow, and reporting requests, pushing back on changes that add complexity without clear business value

Reporting and analytics

• Set the definitions and calculation logic for core revenue metrics, including MRR, GRR, NRR, CAC, LTV, and pipeline coverage, so every team reports the same numbers
• Build full-funnel leadership dashboards and turn them into regular business reviews with clear recommendations

Enablement and change management

• Lead change management for new processes and systems: build buy-in with leaders, roll changes out, and make sure they stick
• Train teams on HubSpot, AI tools, and process changes, and track usage and data quality by team to close adoption gaps
• Maintain process documentation and playbooks for the full customer lifecycle

AI-augmented operations

• Use AI tools (such as HubSpot Breeze agents and general-purpose AI assistants) to speed up analysis, reporting, forecasting, campaign builds, and documentation
• Find and automate repetitive manual work across Marketing, Sales, and CS
• Apply and help shape AI usage standards with Security, consistent with our compliance commitments
• Design, build, and run our the technical components of Widewail’s signal-driven GTM engine: unify first-party data (customer feedback and reputation data, product usage, HubSpot engagement) with third-party enrichment and intent signals
• Maintain and improve enrichment and routing workflows across Widewail’s technology stack, from signal detection to scoring, routing, and outreach, with HubSpot as the system of record

Marketing campaign operations

• Partner with Marketing to design each campaign's operational setup before launch: audience logic, workflows, lead scoring, attribution, UTM and naming conventions, and success metrics
• Partner with Marketing to establish scalable campaign infrastructure, automation, attribution, and reporting standards in HubSpot, enabling the Marketing team to execute campaigns effectively.
• Own campaign tracking, attribution, and ROI reporting so each campaign ties to MQLs, pipeline, revenue, and expansion, and recommend where to invest or cut
• Maintain lifecycle stage definitions and lead scoring models, and keep MQL-to-SQL handoffs clean

What Success Looks Like

• First 30 days: HubSpot audit complete; current-state map of the customer lifecycle, data gaps, and quick wins shared with leadership.
• First 90 days: Agreed definitions for MQL, SQL, pipeline, MRR, GRR, and NRR; first leadership revenue dashboard live; RevOps roadmap approved; every new campaign launches with standard tracking and attribution.
• 6 months: Forecast accuracy improving against baseline; customer health scoring live with Customer Success; renewal and expansion workflows running in HubSpot.
• 12 months: Measurable gains in win rate, campaign-sourced pipeline, MRR, and NRR against baseline; manual reporting time cut through documented, AI-assisted processes.

Qualifications

• 5+ years in Revenue Operations, Sales Operations, or Marketing Operations at a B2B SaaS company with recurring revenue
• Experience supporting a high-volume subscription customer base, with frequent renewals and expansion across hundreds of accounts or more
• Expert-level HubSpot skills, including 3+ years as the primary admin or owner of a multi-hub HubSpot instance (Marketing, Sales, Service, and Revenue at minimum)
• Hands-on experience with HubSpot Revenue Hub, or with HubSpot's quoting, billing, and payments tools and a clear plan to master Revenue Hub fast
• Proven results improving GTM performance, with specific examples of better forecast accuracy, conversion and close rates, lead generation, and revenue growth
• Proven success partnering with Customer Success leaders on retention and upsell, with clear, quantified impact on MRR, GRR, and NRR
• A track record of leading change across teams without direct authority, getting leaders to adopt new processes and shared definitions
• Demonstrated ability to leverage AI and automation to improve operational efficiency, data analysis, reporting, and workflow execution, with sound judgment around data security, accuracy, and business value
• Strong analyst and communicator who turns data into clear recommendations and aligns Marketing, Sales, CS, and Finance on shared definitions
• A hands-on builder with the judgment to prioritize competing requests and say no when a change doesn't serve the business
• Deep experience running marketing campaign operations: building, tracking, attributing, and measuring campaigns tied to pipeline and revenue

Preferred

• HubSpot certifications (such as Revenue Operations, Marketing Hub, or Sales Hub Implementation)
• Experience selling to automotive dealerships or other multi-location businesses, including modeling account hierarchies (location, group, OEM program)
• Experience operationalizing OEM, channel, or partner-sourced revenue programs
• Experience working in a SOC 2 or similarly controlled data environment
• Familiarity with SQL or a BI tool for analysis beyond HubSpot reporting
• Experience at a company growing from early to mid-stage, building RevOps from the ground up

Benefits

• Medical, Dental, Vision, HSA, FSA, DCA
• Company funded Lifestyle Spending Account
• Remote Monthly Stipened
• Employer match 401K
• Paid Parental Leave
• Sick Time Off
• Paid Time Off & Paid Holidays

Physical Demands & Work Environment

This position requires the ability to sit and stand for extended periods in an office environment. The in office work environment may include moderate noise levels, such as from office equipment, conversations, or foot traffic.

Equal opportunity

Widewail is an equal opportunity employer, and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability status, protected veteran status, or any other characteristic protected by law. If you need a reasonable accommodation to participate in the application or interview process, contact [alias] and we will work with you.

Closing scope statement

This job description describes the general nature and level of work expected in this role. It is not an exhaustive list of all duties, responsibilities, or qualifications, and it may be updated as the business evolves.