Sales and Revenue Operations Manager

Accountabilities: Own the ARR and revenue reporting framework, implementing it in HubSpot and supporting complex scenarios including multi-year agreements, annual purchase orders, pilots, academic calendars, expansions, contractions, renewals, and churn. Reconcile ARR with Finance on a monthly basis, track revenue movements, and produce reliable gross and net revenue retention reporting and leadership dashboards. Lead deal desk and contract-to-cash operations, creating self-service workflows for standard agreements while coordinating redlines, data processing agreements, district contracts, invoicing, order processing, and commissions. Coordinate RFPs, vendor registrations, cooperative purchasing agreements, and other administrative requirements associated with selling into education organizations. Establish and maintain a disciplined forecasting process across new business, renewal, and expansion pipelines, ensuring consistent stage definitions and timely follow-up on inactive opportunities. Design territories, account assignments, quota structures, and capacity models in partnership with sales leadership. Administer and optimize HubSpot, maintaining data quality through required fields, segmentation, deal sources, imports, lifecycle automation, and campaign tracking. Own the broader GTM technology stack, evaluating tools, improving integrations, and determining which systems should be retained, optimized, or removed. Train new sales hires on CRM usage, sales processes, and operational standards. Build scalable processes and automation that improve efficiency, data quality, forecasting accuracy, and cross-functional collaboration. Monitor operational performance against defined success metrics and proactively communicate risks, gaps, and opportunities to leadership. Requirements Hands-on experience managing deal desk or contract-to-cash processes within a B2B SaaS environment, including MSAs, order forms, redlines, invoicing, and commission calculations. Strong HubSpot administration experience or deep expertise with another CRM combined with the ability to become highly proficient in HubSpot quickly. Demonstrated experience building ARR or revenue reporting frameworks that have been validated and adopted by Finance, including reporting for renewals, expansion, and churn. Experience running forecasting cadences that sales leadership can rely on for business planning and decision-making. Strong understanding of revenue operations, pipeline management, sales processes, CRM data governance, and GTM systems. A proven ability to build scalable processes and automation and drive adoption among stakeholders who do not report directly to you. Exceptional attention to detail, analytical ability, organization, and follow-through. Strong written and verbal communication skills, with the ability to work proactively and independently in a remote, asynchronous environment. A hands-on, builder-oriented mindset and comfort operating in an early-stage company where processes and systems are still evolving. Experience selling into higher education or K-12 environments is a plus, particularly familiarity with DPAs, district contracts, vendor registration, RFPs, or cooperative purchasing programs. Experience with territory design, quota planning, or sales capacity modeling is advantageous. Familiarity with tools such as Gong, Apollo, Instantly, Clay, DocuSign, and Stripe is a plus. Experience as an early RevOps hire at a startup or growth-stage company is highly valued. Experience using AI tools to accelerate contract management, reporting, or data-quality workflows, while maintaining appropriate human review and validation, is a plus. No specific degree is required; demonstrated knowledge, capabilities, and relevant experience are valued above formal education. Benefits Competitive base salary, with a stated U.S. range of $115,000–$155,000 , adjusted based on location, experience, skills, and impact. Equity through stock options, providing an opportunity to share in the organization’s growth. Comprehensive medical, dental, and vision coverage for U.S.-based roles. 401(k) with employer matching for U.S.-based employees. Unlimited paid time off. Flexible, remote-first working environment. Opportunity to join an early-stage organization in a highly visible role with substantial ownership and autonomy. Direct influence over revenue operations, sales processes, forecasting, systems, and the foundations for future growth.