Senior Revenue Operations Manager

Overview

You're the Rev Ops person for Hoxhunt's US market, supporting their sales team selling cybersecurity training software to enterprises. You'll spend your time in Salesforce building reports, fixing data issues, managing the GTM tech stack (likely Salesforce, Outreach/Salesloft, marketing automation, BI tools), and answering questions like "why did pipeline drop this month" or "which lead sources actually close."

Role Snapshot

Company Context

Stage: Growth stage (261 employees, expanding globally)

Size: 261 employees total

Growth: Hiring for senior GTM roles indicates expansion mode

Market Position: Niche player in crowded security awareness/phishing training space competing against KnowBe4, Proofpoint, and others

What You'll Actually Do

Time Breakdown

Salesforce Admin (30%) | Reporting/Analytics (30%) | Ad-hoc Requests (20%) | Process Projects (20%)

Key Activities

• Salesforce Management: You're the Salesforce admin for the US team. This means user setup, permission sets, custom fields, workflow rules, and fixing broken integrations when sales complains leads aren't syncing or deals aren't showing up right. Expect to spend several hours per week just keeping the system working.

• Building Reports & Dashboards: Sales leadership asks questions constantly: "What's pipeline coverage by segment?" "Which SDRs are hitting activity benchmarks?" "Why did Q4 forecast change?" You build and maintain the dashboards that answer these, plus weekly/monthly reporting decks.

• Process Design & Optimization: You'll identify where the sales process breaks—maybe discovery notes aren't getting logged, maybe handoff from SDR to AE is messy, maybe CS isn't flagging expansion opportunities. Then you design new workflows, build supporting automation, and train people on the new way.

• Data Hygiene & Cleanup: Duplicate accounts, incomplete records, deals stuck in wrong stages, fields not being filled out. You'll spend more time than you'd like cleaning up messy data and building validation rules to prevent future issues.

• Tech Stack Management: Managing integrations between Salesforce, Outreach/Salesloft, LinkedIn Sales Nav, Gong/Chorus, Slack, marketing automation, and BI tools. When something breaks (and it will), you're troubleshooting with support or IT.

• Forecasting & Pipeline Review Support: Helping sales leadership run pipeline reviews, building forecast models, tracking deal slippage, and providing analysis on what's actually going to close vs. what reps say will close.

The Honest Reality

What's Hard

• You're a service function: Sales needs something right now. Marketing has urgent questions. CS wants a new report by EOD. Your project list never shrinks because ad-hoc requests eat 20-30% of your week. Strategic work gets pushed when urgent stuff pops up.

• Data quality is always a battle: Reps don't fill out fields correctly. Records get duplicated. Integrations break. You'll build great dashboards that show garbage data and spend time nagging people to update their opportunities instead of actually analyzing trends.

• Balancing speed vs. perfection: Leadership wants answers fast. Building bulletproof analysis takes time. You constantly choose between "good enough for the decision" and "actually statistically rigorous." Most of the time you choose good enough.

• Politics and competing priorities: Sales wants automation that makes their life easier. Finance wants strict controls and audit trails. Marketing wants attribution credit. You're in the middle negotiating what actually gets built and dealing with people unhappy with the tradeoffs.

• Proving ROI is fuzzy: Did revenue go up because of your new lead routing logic, or because marketing ran a good campaign, or because the market improved? Hard to isolate your impact, which matters at review time.

What Success Looks Like

• Sales leadership trusts your pipeline numbers and uses your dashboards to run their business instead of building random spreadsheets
• You reduce "how do I do X in Salesforce" Slack messages by 50% because processes are clearer and better documented
• Forecast accuracy improves to within 10% of actual results
• Time from lead to first meeting drops because you automated routing and reduced manual handoffs
• You ship 2-3 significant process improvements per quarter that measurably change rep behavior

Who You're Supporting

Primary Stakeholders:

• VP Sales / CRO (weekly pipeline reviews, strategic questions)
• Sales Managers (daily operational questions, team performance tracking)
• AE team (~10-20 US reps estimate)
• SDR team (~10-15 US SDRs estimate)
• Marketing Ops (lead flow, attribution, campaign ROI)
• CS leadership (renewal tracking, expansion pipeline)

What They Care About:

• Sales Leadership: Accurate forecast, pipeline coverage, where to focus coaching, territory planning
• Reps: Salesforce not getting in their way, fewer fields to fill out, faster admin tasks
• Marketing: Proof their programs drive revenue, lead routing working correctly, attribution credit
• Finance: Clean data for bookings reporting, commission calculation accuracy

The Rev Ops Reality at This Stage

What's Probably True:

• They're scaling US operations and need someone to bring structure as headcount grows
• Some processes are still ad-hoc from earlier stage; you'll formalize them
• Salesforce instance has technical debt from rapid growth; you'll clean it up
• Data lives in too many places; you'll consolidate and build single source of truth
• Forecasting is probably still spreadsheet-heavy; you'll systematize it

What's Likely Missing:

• Full marketing attribution (you may build this)
• Sophisticated territory/quota planning (you'll improve it)
• Automated workflows for common processes (you'll create them)
• Self-service reporting for reps (you'll enable it)

Requirements

• 5+ years in Revenue/Sales Operations roles
• Expert-level Salesforce admin skills (you're building complex workflows, not just running reports)
• Strong SQL or equivalent for data analysis (pulling data from warehouse, not just Salesforce reports)
• Experience with GTM tech stack: Outreach/Salesloft, Gong, BI tools (Tableau/Looker/Mode)
• Can build financial models and forecasts in Excel/Google Sheets
• Have actually designed and implemented process changes that stuck (not just documented requirements)
• Comfortable working US hours to support US-based sales team
• Previous experience at B2B SaaS company selling to enterprises (need to understand complex sales cycles)
• Can translate business questions into data queries and vice versa
• Comfortable saying "no" or "not now" when requests don't make strategic sense