Senior Revenue Operations Manager

Overview

You're the person making sure Hoxhunt's revenue engine runs cleanly. That means Salesforce hygiene, forecast accuracy, territory design, and building the reporting that tells leadership where deals are really at. You'll work across sales, marketing, and customer success to standardize processes, clean up data, and figure out why conversion rates are what they are.

Role Snapshot

Company Context

Stage: Growth stage (261 employees suggests Series B/C)

Size: 261 employees

Growth: Actively hiring for senior GTM roles, indicating expansion

Market Position: Challenger in security awareness training space - competing against established players like KnowBe4 with a differentiated product approach (gamification, AI-driven personalization)

GTM Reality

Your Stakeholders:

• AEs selling to enterprise security teams (CISOs, Security Directors)
• SDRs/BDRs generating pipeline through outbound
• Marketing running campaigns and generating inbound
• CS team managing renewals and expansions
• Leadership (CRO, VP Sales) wanting accurate forecasts

Current State Challenges (likely):

• Data inconsistency as they scale internationally
• Manual processes that worked at 100 employees breaking at 250+
• Salesforce customizations that need cleanup
• Reporting that takes too long to generate
• Territory alignment issues with US expansion

Systems You'll Own:

• Salesforce (primary CRM)
• Marketing automation (likely HubSpot or Marketo)
• Sales engagement tools (Outreach/Salesloft)
• BI/Analytics platform (Tableau/Looker/similar)
• CPQ and deal desk tools

What You'll Actually Do

Time Breakdown

Salesforce Admin (30%) | Analysis & Reporting (30%) | Process Design (20%) | Meetings & Firefighting (20%)

Key Activities

• Salesforce Administration: Building custom fields, fixing workflows, managing integrations, cleaning up duplicate records. Reps will ignore your data standards, so you'll spend time enforcing hygiene.
• Forecast Management: Running weekly forecast calls, reconciling what reps say vs what's in SFDC, building models to predict where the quarter actually lands. You'll learn to spot sandbagging and over-optimism.
• Dashboard Building: Creating reports that executives actually use. Most of what you build won't get looked at. The ones that do will require constant tweaking.
• Territory & Quota Planning: Designing territory splits, setting quotas, managing changes when someone leaves. This involves a lot of spreadsheet modeling and political negotiation.
• Process Improvement: Documenting the sales process, identifying bottlenecks (why are deals stuck in Legal for 6 weeks?), proposing fixes that sales may or may not adopt.
• Deal Desk Support: Helping structure non-standard deals, getting approvals for discounts, working with legal and finance on contract terms.
• Systems Integration: Making sure data flows between marketing automation, Salesforce, billing systems, and product analytics. Something is always broken.

The Honest Reality

What's Hard

• Getting Sales to Follow Process: You'll build elegant workflows. Reps will skip steps or enter garbage data because they're busy closing deals. Enforcement is constant.
• Being Caught in the Middle: Sales wants tools that make their life easier. Finance wants controls and approvals. You're translating between competing priorities.
• Forecast Pressure: When the quarter looks bad, everyone wants you to explain why and fix it. You don't control whether deals close, but you'll get asked for answers.
• Reporting Whack-a-Mole: Every executive wants custom dashboards. You'll build something, they'll use it twice, then ask for something different. Prioritization is hard.
• Data Quality: You inherit messy data from when the company was smaller. Cleaning it up is unglamorous work that never ends.
• System Limitations: Salesforce can't do everything. You'll spend time explaining why certain requests are technically difficult or require expensive add-ons.

What Success Looks Like

• Forecast Accuracy: Your forecast is within 10% of actual results most quarters
• System Adoption: Reps actually use the tools and processes you implement (80%+ compliance is a win)
• Time Saved: Leadership gets answers in minutes instead of days because dashboards are trustworthy
• Fewer Escalations: Deal desk runs smoothly, approvals don't bottleneck deals
• Clean Handoffs: When reps leave, their pipeline data is clean enough that someone else can pick it up

Who You're Supporting

Primary Users:

• Account Executives (likely 15-30 globally)
• SDR/BDR team (generating meetings)
• Sales leadership (VP Sales, Regional Directors)
• Customer Success team (managing renewals/expansions)

What They Need From You:

• AEs: Want clean data, easy reporting, fast approvals for non-standard deals
• Sales Leadership: Want accurate forecasts, pipeline visibility, territory planning that doesn't cause internal fights
• Marketing: Want closed-loop reporting to prove campaign ROI
• CS: Want visibility into expansion opportunities and renewal risk
• Finance: Want predictable revenue, proper controls, clean data for billing

Requirements

• 5+ years in Revenue Operations, Sales Operations, or similar GTM ops role
• Deep Salesforce expertise (admin certification preferred) - you need to build custom objects, workflows, and reports without constantly bugging IT
• Strong Excel/Google Sheets skills for territory modeling, quota planning, forecast analysis
• Experience with BI tools (Tableau, Looker, or similar) to build executive dashboards
• Understanding of B2B SaaS sales metrics (pipeline coverage, win rates, velocity, conversion rates at each stage)
• Experience supporting enterprise sales teams (deals with 3-6+ month cycles, multiple stakeholders, legal review)
• Project management ability to juggle multiple initiatives - you'll have 10 things in flight at once
• Communication skills to translate between technical systems and sales priorities
• Comfort with ambiguity - you won't have all the answers and will need to figure things out
• US-based (likely need overlap with US sales team hours)
• Bonus: Experience with marketing automation platforms, sales engagement tools, or CPQ systems
• Bonus: Prior experience at similar growth-stage B2B SaaS companies (200-500 employees)