Revenue Operations Manager

Overview

You manage the systems and processes that Instrumentl's GTM teams use to find nonprofits, close deals, and retain customers. You spend your time in HubSpot, building automations, creating dashboards, and troubleshooting why data isn't flowing correctly. You work with AEs, CSMs, and marketing to understand what's broken and figure out how to fix it without creating new problems.

Role Snapshot

Company Context

Stage: Growth stage (107 employees, 5,500+ customers suggests Series A/B)

Size: 107 employees

Growth: Actively hiring for GTM roles, expanding customer base

Market Position: Established player in nonprofit grant management software - niche but defined category

GTM Reality

Pipeline Sources:

• Likely 50-60% Inbound - nonprofits searching for grant management solutions, content marketing, SEO for grant-related keywords
• 30-40% Outbound - targeted outreach to nonprofits in specific sectors, consultants, universities
• 10% Referrals - word-of-mouth in the nonprofit community

SDR/AE Structure: Likely has dedicated BDRs/SDRs given company size - your job is to make their workflows efficient

SE Support: Likely no dedicated SEs - AEs do their own demos of the platform

Competitive Landscape

Main Competitors: Foundation Directory Online, GrantStation, other grant databases and CRM tools

How They Differentiate: Complete lifecycle platform (prospecting + writing + management) vs point solutions

Common Objections: Cost vs free grant databases, budget constraints common in nonprofits, existing manual processes

Win Themes: Time savings, AI-powered matching, all-in-one platform eliminating need for multiple tools

What You'll Actually Do

Time Breakdown

HubSpot Admin (35%) | Reporting/Analytics (25%) | Project Work (20%) | Meetings/Support (20%)

Key Activities

• CRM Maintenance: You fix HubSpot workflows that break, clean duplicate records, update field mappings when sales wants to track something new. You spend a lot of time in settings and dealing with data quality issues.
• Reporting & Dashboards: You build and maintain dashboards for AEs, managers, and execs. Pipeline reports, conversion metrics, rep performance. You field requests for "one more filter" and explain why the numbers don't match what someone saw in Salesforce last week (if they migrated).
• Process Documentation: You write and update the GTM playbook—how to log activities, when to move deals between stages, what fields are required. You train new hires and answer the same questions about how to do things in the system.
• Cross-functional Projects: You run point on territory redesign, lead routing changes, new tool implementations. You sit in meetings with sales, marketing, and CS trying to align everyone on what "qualified lead" actually means.

The Honest Reality

What's Hard

• You're often the person who gets blamed when something isn't working, even if it's user error or a problem with the source data
• Sales wants speed and flexibility, finance wants control and accuracy—you're stuck in the middle trying to design systems that satisfy both
• Nonprofit GTM has unique challenges: fiscal year timing, grant cycles, committee-based buying. Systems need to account for these nuances.
• The backlog is always longer than the resources—you have to say no to requests and prioritize, which makes people unhappy
• You inherit technical debt from earlier stages—old workflows, inconsistent naming, integrations that barely work

What Success Looks Like

• Sales teams can find the information they need without asking you or digging through multiple tools
• Reports are trusted—leadership stops questioning the numbers and starts making decisions with them
• Forecast accuracy improves because pipeline hygiene and stage definitions are clear
• New reps ramp faster because the systems and processes are documented and intuitive

Who You Work With

Internal Stakeholders:

• Sales leadership (VP Sales, Sales Managers) - want visibility and forecasting accuracy
• AEs and BDRs - need efficient workflows and clear processes
• Marketing - lead routing, attribution, campaign ROI
• Customer Success - renewal tracking, expansion pipeline
• Finance - revenue recognition, commissions, board metrics

What They Care About:

• Sales: "Don't slow me down, help me close more deals"
• Marketing: "Prove which campaigns drive revenue"
• Finance: "Make the numbers accurate and auditable"
• Leadership: "Give me predictable forecasting and strategic insights"

Requirements

• 2-4 years in revenue operations, sales operations, or similar GTM systems role
• Strong HubSpot experience (since poster is a "HubSpot Harmonizer" - this is clearly a HubSpot shop)
• Ability to translate business needs into system requirements and actually build the solution
• Experience with GTM analytics, reporting, and dashboard creation
• Project management skills—you're juggling multiple priorities with incomplete information
• Comfortable working cross-functionally and managing stakeholders who all want different things
• Bonus: Experience with nonprofit sector or understanding of their unique buying patterns and budget cycles