Revenue Operations

• Own enablement for BDRs, AEs, the Customer Activation team, and Customer Success
• Report to the Head of GTM Strategy & Operations
• Partner closely with Sales, Customer Success, Product Marketing, and Product leadership
• Build content and learning pathways
• Embed the SPICED sales methodology into representative behaviour
• Establish scorecards and reinforcement mechanisms, including in Gong and with frontline managers
• Measure the impact of enablement efforts
• Lead messaging and readiness for major product launches
• Develop skills in discovery call quality, competitive positioning, and QBRs
• Evaluate the LMS within the first 60 days and recommend whether to keep, replace, or restructure it
• Operate day to day across Gong, Salesforce, Unify, Notion, and HubSpot
• Drive adoption of new programs, tools, and skills across fast-moving teams
• Use AI to draft content, mine call data, and identify priority gaps

Revenue Enablement Manager

• Own the operating model for the lead-to-closed-won revenue engine
• Set direction on segmentation, coverage, territories, capacity, pipeline generation, and sales productivity
• Build and manage the pipeline operating system
• Establish a rigorous revenue forecasting process covering pipeline creation, coverage, stage conversion, velocity, quality, and source performance
• Identify revenue gaps early and determine actions with GTM leaders to close them
• Shape the operating model for the usage-based commercial motion
• Partner with Sales, Customer Success, Product, and Finance on usage-informed pipeline, forecasting, customer expansion, and sales execution
• Establish an operating cadence across Sales, Marketing, and Customer Success
• Run pipeline reviews, forecast reviews, business reviews, and performance management
• Ensure a clean commercial handoff from closed-won into the customer lifecycle
• Own the architecture and evolution of GTM systems, including CRM, sales engagement, forecasting, compensation, routing, enrichment, and reporting
• Establish a single source of truth for GTM performance, metrics, data standards, and reporting
• Build and lead the GTM Operations team across Sales Operations, Customer Success Operations, and Systems
• Work across Sales, Marketing, Customer Success, Finance, Product, and Data to translate strategy into a GTM operating model
• Partner closely with the VP of Finance while operating as a company-wide leader

Head of Revenue Operations – RevOps

• Build and lead a high-performing Revenue Operations team for the B2B business unit
• Establish a best-in-class revenue operations function
• Guide go-to-market teams in strategic planning, reporting, and performance optimization
• Own the development, monitoring, and refinement of KPIs across the customer journey
• Partner with Finance and GTM leadership to develop investment cases for productivity and efficiency
• Lead weekly performance reviews and provide pipeline analysis and forecasting updates for EOM, EOQ, and EOY
• Identify and establish new KPIs for GTM team health and effectiveness
• Conduct bi-weekly deep-dive reviews of New Business and Account Management performance
• Deliver rep-level insights, analyze trends, and identify pipeline risks and opportunities
• Contribute to Weekly Business Reviews
• Facilitate Monthly and Quarterly Business Reviews
• Analyze performance metrics and progress against targets
• Oversee monthly quota attainment and coverage analysis
• Recommend IC quotas and coverage adjustments
• Lead quarterly reforecasting with Finance and GTM leadership
• Identify investment and cost-optimization opportunities
• Execute strategic initiatives aligned with company OKRs and revenue and profitability targets
• Collaborate with Enablement, Product, and Sales on global priorities and product roadmaps

Revenue Operations Manager

• Operationalize Athennian's revenue strategy and establish a data-driven decision cadence
• Translate business objectives into revenue targets, capacity models, and headcount plans
• Identify high-leverage opportunities across acquisition, conversion, expansion, and net revenue retention
• Align pricing and packaging structures with LTV and market penetration goals
• Collaborate with Marketing and Sales to architect, build, and maintain outbound automation
• Own the revenue forecasting process with Finance, including improving Customer Experience forecasting
• Develop and monitor KPIs and proactively flag risks
• Act as the accountability layer across go-to-market teams using conversion metrics
• Own quarterly review decks and the data presented in them
• Standardize definitions, SLAs, and accountability frameworks across GTM functions
• Oversee lead qualification, deal attribution, SKU management, and pipeline hygiene
• Own the HubSpot ecosystem and set CRM architectural direction
• Partner with technical leads and consultants on system improvements or redesign
• Architect AI-enhanced revenue-stack workflows for CRM hygiene, lead routing, and administrative automation
• Establish data-quality and hygiene standards as a single source of truth for revenue reporting
• Design and document end-to-end processes across Sales, Marketing, and Customer Success
• Directly manage, mentor, and provide technical guidance to the RevOps Analyst
• Build a high-performing RevOps function with clear ownership and escalation paths

Director of Revenue Operations

• Own and administer the CRM and wider go-to-market tech stack, from configuration to data hygiene
• Build and maintain pipeline, forecasting, and performance reporting
• Define and document revenue processes connecting Sales, Account Management, Customer Success, and Marketing
• Partner with Finance on targets, quota and territory planning, and revenue reporting
• Analyze funnel and retention data to identify what is working and where deals are lost
• Manage lead routing, handoffs, and rules that keep records accurate across systems
• Evaluate, implement, and integrate new tools, and retire underperforming tools
• Run dashboards and cadences for weekly pipeline and forecast reviews

Revops Manager

• Own HubSpot configuration, workflows, custom objects, pipelines, permissions, and data hygiene across Marketing Hub, Sales Hub, and Service Hub
• Design and maintain account and lead segmentation models for multiple GTM motions
• Build and own lead routing, territory, round-robin, and rules-based logic
• Design, implement, and tune lead scoring models based on fit and engagement
• Maintain lifecycle stages and scoring models aligned across Marketing, Sales, Customer Success, and Product-Led Growth
• Build dashboards and reports showing pipeline, funnel conversion, and revenue performance
• Partner with Sales and Marketing leadership to identify process gaps and implement scalable HubSpot solutions
• Own HubSpot integrations with the broader GTM stack and evaluate new tools
• Use AI-powered enrichment and automation to update, deduplicate, and improve CRM data
• Establish and enforce data governance, deduplication, field standardization, and enrichment processes
• Support quota and territory planning, forecasting, and compensation reporting
• Train and support GTM end users on HubSpot best practices

RevOps Manager

• Collaborate with sales unit leaders and executive leadership to define, document, and manage the end-to-end revenue process
• Identify bottlenecks and areas for revenue-process optimization
• Design, implement, and document standardized lead-to-opportunity, opportunity-to-close, and post-sales processes
• Serve as secondary administrator for the revenue stack centered on Salesforce and Outreach
• Configure and customize Salesforce and lead integration-enhancement projects
• Ensure revenue-stack data integrity and contribute to the technology roadmap
• Develop and maintain KPI dashboards and reporting across Sales, Account Management, Support, and other revenue functions
• Own monthly commission calculations, data review, and Cost of Sales analysis
• Analyze and assist with annual and quarterly revenue targets, forecasting, and compensation-plan design
• Provide forecasting support to improve forecast accuracy and pipeline visibility
• Conduct deep-dive analysis of pipeline health, sales productivity, campaign effectiveness, and customer churn/retention
• Ensure alignment across Sales segments, Finance, Marketing, and Partner and Service Operations

Revenue Operations Associate

• Report to the Head of Sales
• Build the Revenue Operations function from scratch
• Support existing AEs, newly hired SDRs, and the Head of Sales
• Run tests, build reporting, and create efficient motions to reach aggressive goals
• Own HubSpot administration, integrations, and data quality
• Own and expand enrichment for new registrants and existing users
• Define and document the funnel from lead to deal created, including the lead-scoring model
• Build dashboards, reporting, and forecasting infrastructure
• Own test-validation tooling for time-boxed motion tests
• Create and iterate prospect-facing messaging across email and LinkedIn
• Work with SDRs on targeting and sequencing
• Own message performance, including reply rates and positive-reply definitions, as funnel inputs
• Work alongside AEs and SDRs to identify what is working, iterate, and improve

Revenue Operations Lead

• Lead and own the systems, processes, and reporting infrastructure for sales and customer success
• Design and personally run forecast and pipeline review cadences
• Create accountability and collaboration mechanisms for sales processes
• Lead day-to-day administration of HubSpot CRM, DealHub CPQ, and other revenue-facing systems
• Present pipeline, forecast, and win/loss status to executives and functional leaders
• Partner with sales leadership to flag underperforming representatives and deals and drive corrective action
• Translate sales data into actionable narratives for Marketing, Customer Success, and Product
• Administer sales and customer success variable compensation processes
• Lead the team responsible for CRM, CPQ, and other sales-critical systems
• Participate directly in system architecture, configuration, maintenance, and refreshes
• Evaluate, implement, and govern go-to-market tools
• Maintain data hygiene and system integrity across GTM platforms
• Own deal desk operations, pricing structures, approvals, and revenue modeling
• Oversee commission plan administration, calculations, tracking, and stakeholder communication
• Partner on territory design and go-to-market planning
• Provide process documentation, training, and sales organization support

Senior Manager, Revenue Operations

• Lead, coach, mentor, and develop a team of Senior Accountants across credit loss/allowance reserves, customer dispute/litigation/insolvency reserves, and AR accounting
• Review and approve account reconciliations, journal entries, reserve calculations, and supporting documentation
• Oversee ASC 326 expected credit loss estimates and reserve activity
• Apply ASC 606 guidance to credit memos, billing errors, and customer disputes
• Oversee accounting for trade and non-trade AR and related accounts, including unapplied cash
• Refine reserve methodologies using macroeconomic conditions and customer activity trends
• Prioritize monthly-close workload across reserve, AR accounting, reconciliation, and reporting functions
• Resolve complex and judgmental accounting issues
• Partner with Finance and senior leadership on P&L and forecast impacts of accounting estimates
• Present reserve trends and accounting recommendations to senior leadership
• Apply technical accounting guidance to complex transactions
• Interact with internal and external auditors and complete audit requests
• Lead process improvement initiatives
• Maintain and communicate current knowledge of GAAP, ASC 326, ASC 606, SEC requirements, and related regulations
• Manage performance, development, and career growth of direct reports
• Complete special projects and ad hoc analyses

Revenue Operations jobs in Canada