Revenue Operations Manager

Job description

We’re looking for a hands-on and data-driven Revenue Operations Manager who combines strong analytical capabilities with a pragmatic approach — someone who can connect people, processes, data and technology across Sales, Marketing and Channel to improve commercial execution and enable predictable growth. Reporting to the Chief Revenue Officer, you will work closely with Sales, Marketing, Channel, Pre-Sales and Finance to establish reliable commercial data, improve pipeline and forecast visibility, optimize processes and provide actionable insights to support business decisions. This is a high-impact role in a fast-growing scale-up environment. You will not simply report on commercial performance — you will help define how we measure, manage and improve it. As Revenue Operations Manager, you will be a key member of our Commercial organization, establishing the processes, metrics, tools and operating discipline required to scale our business across multiple markets. Key responsibilities: Revenue performance, pipeline & forecasting: Build and maintain dashboards covering ARR, bookings, pipeline coverage, conversion, win rates, sales cycle, forecast accuracy and other key commercial metrics. Establish consistent pipeline stages and qualification criteria, support regular pipeline and forecast reviews, identify risks and translate data into actionable insights for the CRO and Sales leadership. Revenue planning & sales operations: Support target setting, territory and quota allocation, capacity planning and sales compensation. Work with Sales leadership to improve opportunity management and support the adoption of structured sales methodologies such as MEDDPICC. Management reporting: Support the CRO with regular Management and Board reporting, providing a consistent view of revenue performance, pipeline, forecast and key commercial KPIs. CRM ownership & data quality: Own and continuously optimize the CRM platform for the Commercial organization. Tighten existing data standards, ensure commercial data is accurate and complete, and drive CRM adoption and accountability across Sales, Marketing, Channel & Pre-sales, while maintaining effective workflows, automation, dashboards and reporting. Commercial processes governance & documentation : Refine, document and continuously improve key commercial processes, including funnel stages, qualification criteria, ownership and handovers. Ensure processes are clearly documented, accessible, understood and consistently applied across the organization. Marketing & Channel operations: Sharpen funnel definitions and measurement across Marketing, Sales and Channel. Monitor lead-to-revenue conversion, attribution, marketing contribution and partner-sourced and partner-influenced pipeline and revenue. Commercial technology stack: Own and continuously optimize the commercial technology stack and its integration with the CRM, including intent data, prospecting and sales intelligence, and marketing automation tools. Assess tool usage and effectiveness, identify opportunities for automation and ensure the technology stack supports efficient commercial execution and reliable data. What makes a good person-job-fit: We are looking for a proactive, structured and self-motivated individual who enjoys turning data and processes into better commercial execution and is comfortable working in a fast-paced scale-up environment and who shares our values. In addition, we are looking for certain requirements and skills to establish a good person-job-fit: 4+ years of experience in Revenue Operations, Sales Operations, Commercial Operations or a similar role within a B2B software or technology company. Experience in SaaS or a high-growth technology environment; cybersecurity experience is a plus. Strong proficiency in HubSpot CRM, including pipeline management, workflows, automation, reporting, dashboards, data management and integrations. Experience working with a modern B2B commercial technology stack, including intent data, sales intelligence/prospecting and marketing automation tools. Hands-on experience integrating third-party platforms via APIs, no code/low code or native connectors. Strong understanding of B2B enterprise sales processes, pipeline management, forecasting and revenue metrics. Experience defining, refining, documenting and implementing commercial processes across teams. Understanding of marketing funnel management, attribution and indirect/partner sales models. Strong business acumen and a hands-on mentality, with the ability to move between analysis and operational execution. Fluent English; German is an advantage. Bachelor's or Master's degree in Business, Finance, Economics, Data Analytics or a related field preferred.