Revenue Operations Manager

Overview

You run revenue operations for Orbital - managing the CRM, building forecasting models, creating reporting dashboards, and designing sales processes for teams selling AI-powered legal tech. You're the person making sure deals don't fall through cracks, data is actually trustworthy, and leadership can forecast revenue accurately.

Role Snapshot

Company Context

Stage: Growth stage (118 employees, hiring across revenue roles)

Size: Small enough that Rev Ops touches everything revenue-related

Growth: Expanding into US market while maintaining UK presence - creates dual-market complexity

Market Position: Emerging AI-powered legaltech category - buyers are conservative, deals are consultative

GTM Reality

Current State:

• They're hiring this role, which means Rev Ops is either very new or non-existent
• Processes likely aren't documented or consistently followed
• Data quality is probably messy (duplicate accounts, missing fields, unclear pipeline stages)
• Reporting exists but isn't trusted or comprehensive
• Teams in NY and London might operate slightly differently

What You're Supporting:

• AEs selling into law firms, conveyancers, and property companies
• Deal sizes likely $50K-$250K+ ACV with 3-6+ month cycles
• High-stakes product where buyers need extensive proof and references
• Mix of new customer acquisition and expansion within existing accounts

What You'll Actually Do

Time Breakdown

Systems Admin (35%) | Reporting/Analytics (30%) | Process Design (20%) | Firefighting (15%)

Key Activities

• CRM administration: You're the Salesforce (or HubSpot) admin. Configure fields, build automation, manage integrations, clean duplicate records, troubleshoot user issues. Sales reps will Slack you constantly about permissions, missing data, and "why isn't this syncing?"

• Build reporting infrastructure: Create dashboards for pipeline health, forecast accuracy, rep performance, conversion metrics, and deal velocity. Right now leadership probably pulls manual spreadsheets - you're automating that and making data actually reliable.

• Forecasting & pipeline reviews: Run weekly/monthly forecast calls. Build models that predict which deals will actually close (vs. what reps say will close). Help leadership understand if they're on track to hit quarterly targets.

• Design sales processes: Map out and document the sales process - what happens at each stage, what exit criteria look like, when deals move forward vs. get stuck. Create rules for lead routing, opportunity management, and territory assignments.

• Tech stack management: Evaluate, implement, and integrate tools (sales engagement platform, CPQ, BI tools, calling software, email tracking, etc.). You'll be comparing Outreach vs. Salesloft or deciding if they need ZoomInfo.

• Data hygiene: Create rules and run cleanup projects to fix messy CRM data. You'll spend time deduping accounts, standardizing company names, filling in missing fields, and training reps to stop creating garbage data.

• Territory & quota planning: Support leadership on territory design, quota allocation, and comp plan modeling. When they're hiring new reps, you'll help carve territories and set realistic quotas.

• Sales-finance alignment: Work with finance on bookings reconciliation, revenue recognition timing, and contract management. When a deal closes, you ensure it's logged correctly for revenue reporting.

The Honest Reality

What's Hard

• Building from zero: They're hiring this role now, which means you're creating systems and processes that don't exist. That's exciting but also means lots of ambiguity, limited budget, and having to prove ROI for every tool request.

• Data quality is awful at first: In an early-stage company, CRM data is a mess. Accounts are duplicated, fields are incomplete, stages don't match reality. You'll spend months cleaning this up while also trying to build new reporting.

• Dual-market complexity: Supporting both US and UK teams means different currencies, time zones, legal requirements, and sometimes different tools. Reporting needs to work across both.

• Everyone wants something different: Sales wants more automation. Marketing wants better attribution. Finance wants accurate forecasting. Product wants usage data integrated. You'll be constantly prioritizing competing requests with limited bandwidth.

• You're not just ops - you're the fixer: At a small company, Rev Ops becomes the catch-all for anything revenue-related. Sales comp question? That's you. Salesforce is slow? That's you. Need a one-off analysis? That's you.

• Change management: Getting reps to follow new processes or adopt new tools is hard. They'll resist changes, skip steps, and find workarounds. You need to be part enforcer, part educator.

What Success Looks Like

• Leadership trusts the forecast - within 10% accuracy quarterly
• Pipeline reviews take 30 minutes instead of 2 hours because data is clean
• Reps spend less time on CRM admin because you've automated manual tasks
• New hires get territory assignments and tool access in days, not weeks
• You can answer "why did we miss the quarter?" with data instead of guesses
• Sales process is documented and actually followed - deals move consistently through stages

Who You're Supporting

Primary Stakeholders:

• Head of Revenue/VP Sales (your main reporting line)
• 10-20 quota-carrying AEs across NY and London
• SDRs if they have them (or AEs self-sourcing)
• Marketing (for lead routing and attribution)
• Finance (for bookings and revenue reporting)
• CS/Account Management (for expansion tracking)

What They Need From You:

• Sales: Clean CRM, fast dashboards, tools that work, clear processes
• Leadership: Accurate forecasts, pipeline visibility, performance insights
• Finance: Clean bookings data, contract tracking, revenue reconciliation
• Marketing: Lead conversion metrics, attribution reporting

Requirements

• 3-5+ years in Revenue Operations, Sales Operations, or similar role at a B2B SaaS company
• Deep Salesforce (or similar CRM) expertise - you're the admin, not just a user
• Strong analytical skills - SQL is a bonus, Excel/Sheets mastery is required
• Experience building reporting dashboards in Tableau, Looker, or similar BI tools
• Understanding of full sales cycle metrics (pipeline velocity, conversion rates, CAC, win rates)
• Project management skills - you'll be implementing new tools and processes
• Comfortable working in ambiguity at an early-stage company
• Bonus: Experience with sales engagement platforms (Outreach, Salesloft)
• Bonus: Prior experience in legaltech, proptech, or selling to regulated industries
• Bonus: Experience supporting multi-currency, multi-geo sales teams