Revenue Operations Specialist

Overview

You'll manage the day-to-day operations of Hoxhunt's revenue tech stack—primarily Salesforce—and support the sales, marketing, and customer success teams with data and process improvements. You'll work under a RevOps lead (likely the poster, Julius) handling the tactical execution: fixing workflows, pulling reports, investigating data issues, and configuring integrations. This is a good first RevOps role if you want to learn the systems before moving into strategy.

Role Snapshot

Company Context

Stage: Series B/C estimate (267 employees suggests mature growth stage)

Size: 267 employees

Growth: Actively hiring for RevOps suggests they're scaling GTM teams

Market Position: Security awareness training is crowded (KnowBe4, Proofpoint, others), but Hoxhunt positions on AI/gamification differentiation. They're likely a challenger brand competing on engagement metrics.

GTM Reality

Pipeline Sources:

• Mixed inbound/outbound—security software typically requires outbound prospecting to CISOs/security directors, but mature companies get some inbound from content and brand
• Likely have dedicated SDR/BDR team feeding AEs (hence the need for RevOps support)
• May have channel/partner motion with security consultancies or resellers

Team Structure: At 267 people, probably 40-60 in GTM roles. You'd be supporting multiple AEs, SDRs, CSMs, and potentially SEs.

Tech Stack You'll Own:

• Salesforce (guaranteed)
• Marketing automation (likely HubSpot or Marketo)
• Sales engagement platform (Outreach, Salesloft, or similar)
• BI tool (Tableau, Looker, or native SFDC dashboards)
• Various integrations and data connectors

What You'll Actually Do

Time Breakdown

System Admin (40%) | Reporting/Analysis (30%) | Ad-hoc Requests (20%) | Projects (10%)

Key Activities

• Salesforce Administration: You're creating new fields, fixing validation rules, updating page layouts, managing user permissions, and cleaning up duplicate records. Sales reps create messy data—you fix it. Expect daily Slack messages about "why can't I edit this opportunity" or "this field isn't showing up."

• Reporting & Dashboards: Building and maintaining weekly/monthly reports for leadership—pipeline coverage, conversion rates, rep performance, forecast accuracy. You'll spend a lot of time in Salesforce reports and Excel explaining why the numbers don't match between different systems or why someone's quota attainment looks wrong.

• Data Quality & Hygiene: Auditing CRM data, finding duplicate accounts, standardizing fields, investigating why opportunities aren't progressing through stages correctly. This is less glamorous than it sounds—it's detective work through messy data that reps entered incorrectly.

• Process Documentation & Training: Writing up how processes work, training new hires on Salesforce, creating internal wikis. When the sales team doesn't follow the process you documented, you'll be the one fixing the downstream mess.

• Integration Support: Troubleshooting when Salesforce isn't syncing correctly with HubSpot, or when leads aren't flowing from marketing to sales, or when the sales engagement platform is creating duplicate tasks. You don't build integrations from scratch, but you need to understand how data flows between systems.

• Ad-hoc Analysis: Sales leadership asks questions like "why did our demo-to-close rate drop last quarter" or "which industries have the highest win rates"—you dig into the data and present findings. Sometimes the answer is "the data is incomplete" which nobody wants to hear.

The Honest Reality

What's Hard

• You're a service function: Sales reps will treat you like IT support. They want immediate answers when their commission report looks wrong or when they can't find an account. You'll get pulled into "quick questions" constantly.

• Data will be perpetually messy: No matter how many processes you create, reps won't follow them perfectly. You'll spend significant time cleaning up after people who don't fill in required fields or create duplicate opportunities. It's Sisyphean.

• You're executing, not deciding: The RevOps lead sets the strategy and architecture. You're implementing their decisions. If you want to redesign the lead routing logic or change the commission structure, you'll probably need more seniority.

• Systems are never "done": As soon as you finish one project (new dashboard, updated workflow), three more requests come in. The backlog grows faster than you can work through it, and everything is "urgent."

• Cross-functional friction: Marketing blames you when leads aren't routed correctly. Sales blames you when reports are slow. Finance blames you when commission data doesn't match their spreadsheets. You're the person in the middle trying to make everyone's systems play nicely.

What Success Looks Like

• Systems run smoothly: Fewer Slack messages asking "why isn't this working"—your processes and automation reduce manual work and errors
• Leadership trusts your data: When you present a pipeline report, people don't question the numbers or find discrepancies
• Projects ship on time: You scope, build, and launch new workflows or integrations without major issues
• You learn the full stack: After 12-18 months, you understand how all the revenue systems connect and can speak intelligently about GTM strategy, not just button-clicking in Salesforce

Who You're Supporting

Internal Stakeholders:

• Sales Reps (AEs/SDRs): Your primary users—they need the CRM to work and reports to be accurate
• Sales Leadership: They need forecasting dashboards and performance analytics for their team
• Marketing: They need lead routing, campaign tracking, and attribution reporting
• Customer Success: They need visibility into account health and renewal forecasting
• Finance: They need clean opportunity data for commission calculations and revenue recognition

What They Care About:

• Sales wants speed and simplicity—fewer clicks, less admin work
• Leadership wants accuracy and visibility—real-time pipeline data and confident forecasts
• Marketing wants credit for their leads and proof of ROI
• Everyone wants their specific use case prioritized over everyone else's

Requirements

• Salesforce experience: You need to have actually worked in Salesforce as an admin or power user—not just clicked around as a sales rep. Understanding objects, fields, workflows, and validation rules is baseline.

• Analytical mindset: You should be comfortable with Excel, SQL (nice to have), and logical problem-solving. A lot of this job is "why don't these numbers match" detective work.

• Systems thinking: Understanding how data flows between marketing automation, Salesforce, sales engagement tools, and BI platforms. You don't need to be a developer, but you can't be intimidated by technical concepts.

• Communication skills: You'll be translating between technical requirements and business needs constantly. Sales reps will describe what they want vaguely ("I need to see my pipeline better"), and you need to figure out what that actually means in terms of fields and reports.

• Patience with repetitive work: A lot of RevOps is the same tasks repeatedly—updating fields, fixing data, answering similar questions. If you need constant novelty, this will feel tedious.

• Curiosity about SaaS business models: The job posting says this is for people "curious about how modern SaaS companies scale"—you should actually care about pipeline metrics, conversion rates, and revenue operations, not just want a generic analyst role.