Overview
You're the Revenue Operations Manager at EasyLlama, a compliance training platform selling to businesses across healthcare, hospitality, tech, professional services, and about a dozen other verticals. You'll own the CRM, reporting dashboards, sales processes, and data hygiene for the revenue team - which is growing fast enough that they're hiring multiple AEs at once. You report to revenue leadership and work closely with sales, marketing, and customer success to keep the GTM engine running smoothly.
Role Snapshot
| Aspect | Details |
|---|---|
| Role Type | Revenue Operations Manager |
| Primary Focus | Systems administration, process optimization, reporting |
| Deal Complexity | N/A - enablement role |
| Team Supported | Sales, CS, Marketing (probably 10-20 revenue-generating people) |
| Reporting To | Likely VP Sales or CRO |
| Team Size | First or only RevOps hire (based on company size) |
Company Context
Stage: Likely Series A/B based on 61 employees and active growth hiring
Size: 61 employees
Growth: Hiring multiple sales roles simultaneously, VP of Marketing joined a year ago and compares trajectory to early HubSpot
Market Position: Highest-rated compliance training platform (per their site) in a market with established competitors
What You'll Actually Do
Time Breakdown
CRM/Systems Admin (40%) | Reporting/Analytics (30%) | Process/Projects (20%) | Firefighting (10%)
Key Activities
- Salesforce administration: User management, custom objects, workflows, data cleanup. You'll spend hours a week fixing duplicate records, updating fields, and troubleshooting why a report doesn't match what finance says.
- Building dashboards: Creating and maintaining reports for pipeline coverage, forecast accuracy, win rates by vertical, CS health scores. Leadership will ask for new cuts of data constantly.
- Tech stack management: Owning integrations between CRM, marketing automation, sales engagement tools, CS platform. When Zapier breaks at 4pm on Friday, you're the one fixing it.
- Sales process design: Documenting and optimizing the sales stages, defining what "qualified" means, setting up lead routing rules. You'll referee debates about opportunity stages.
- Forecasting support: Running weekly forecast calls, consolidating pipeline data, building predictability models. The forecast will always be wrong; your job is to make it less wrong.
- Enablement support: Training reps on CRM hygiene, building playbooks for how to log activities, creating ROE (rules of engagement) between SDRs and AEs.
The Honest Reality
What's Hard
- You're likely the only RevOps person for a growing team across multiple verticals and buyer personas. Everyone wants your help and you can't clone yourself.
- Data quality will be your constant nemesis. Reps won't log calls correctly, deals will be in the wrong stage, contact info will be outdated. You'll spend 10+ hours a week on hygiene.
- You're stuck between sales wanting flexibility and finance/leadership wanting standardization and predictability. Someone's always unhappy with your process decisions.
- Fast-growing companies mean constant system changes. As soon as you document a process, it'll change. As soon as you build a dashboard, someone wants it different.
- You'll be asked to produce insights from messy data, then blamed when the insights don't drive behavior change.
- Being a small team means wearing multiple hats - you might also own pricing analysis, comp plan modeling, territory design, and sales compensation administration.
What Success Looks Like
- Sales leadership can run a forecast call in 30 minutes instead of 90 because the data is clean and accessible
- Pipeline coverage and conversion metrics are accurate within 10% month-over-month
- New AE ramps are standardized with clear onboarding checklists and system access workflows
- Monthly recurring revenue reports reconcile with finance without 3 days of back-and-forth
- Major system changes (new tool rollout, process shift) happen without breaking existing workflows
Who You Support
Primary Stakeholders:
- VP Sales / CRO (your direct line - needs clean forecasts and performance data)
- Account Executives (need efficient workflows and working tools)
- Customer Success team (need health scores and renewal tracking)
- VP Marketing (needs closed-loop reporting on lead sources and conversion)
- Finance (needs accurate revenue recognition data)
What They Care About:
- Sales leadership: Forecast accuracy, pipeline visibility, rep productivity metrics
- Reps: Systems that work, not wasting time on admin, clear commission tracking
- Marketing: Attribution data, MQL-to-SQL conversion rates, campaign ROI
- Finance: Revenue recognition timing, clean data for board decks, reconciliation
Requirements
- 3-5 years in sales operations, revenue operations, or sales/CS enablement roles
- Strong Salesforce admin skills - custom objects, reports, dashboards, workflows
- Experience with sales tech stack (Outreach/Salesloft, Gong/Chorus, enrichment tools)
- SQL or similar for pulling data from databases
- Comfortable with ambiguity and changing priorities in a fast-growth environment
- Ability to say no diplomatically when requests don't align with strategic priorities
- Track record of improving forecast accuracy or sales productivity metrics