Senior Manager, RevOps- Growth Enablement

Job description

ABOUT PEARL Pearl is the world's leading dental AI company, building software that helps dentists see more, diagnose better, and deliver superior patient care. Our AI-powered tools are used by thousands of dental practices across the U.S. and internationally, helping clinicians detect pathology earlier, streamline workflows, and improve clinical outcomes. We are a fast-growing, mission-driven company building at the intersection of AI, healthcare, and SaaS. At Pearl, the RevOps, Data and Analytics team sits at the center of how we understand and grow the business. We build the infrastructure, reporting, and analytical frameworks that cross functional leadership rely on to make confident decisions. This role will enable the acceleration of our Revenue Growth through our Growth Marketing, Brand Marketing and SMB Sales engine. THE ROLE Pearl is hiring a Senior Manager of RevOps, Growth to support SMB Sales, Growth Marketing and Brand Marketing. This role oversees the operations and analytics of our full funnel: you own how we measure, route, and improve everything from the first paid click or organic session through to a closed SMB deal. Overseeing the operations and analytics of the funnel highlights conversion across the funnel and provides business stakeholders insights and cross functional overview for areas of efficiency. You will be the RevOps and analytics partner to three teams: Growth Marketing (demand gen, paid, SEO, lifecycle), Brand Marketing (awareness, content, events), and SMB Sales. In practice that means sitting in their initiatives calls, not just fielding their reporting requests. When Growth wants to shift spend between channels, you have the conversion and CAC. When SMB Sales asks what lead sources are driving high quality deal conversions, you can trace it to the stage and the source. The role has two direct reports. You will set the priorities for the team, decide what gets built versus deferred, and develop two people into stronger operators. We are looking for someone who wants the analytical and strategic scope of growth, and who is still willing to go build the workflow in HubSpot when that is what the funnel needs. KEY RESPONSIBILITIES Full-Funnel Growth Analytics & Conversion Optimization - Oversee Pearl's SMB growth funnel model end to end enablement, reporting and analytics: session to lead, lead to demo sets and completes, opportunity to closed won, segmented by channel, campaign, and business segment - Report the efficiency metrics that drive spend decisions, including cost per lead, cost per meeting held, cost per opportunity, blended and paid CAC, and payback by channel - Monitor funnel velocity alongside volume to differentiate between demand generation issues and conversion performance - Maintain a single source of truth for funnel definitions to resolve discrepancies between Growth, Brand, and SMB Sales metrics - Quantify where volume leaks and bring a recommendation, not just a dashboard: which channel to scale, which stage to fix first, which lead segment is not worth routing to an AE - Forecast inbound pipeline contribution against marketing spend and rep capacity, and flag early when the two are out of balance - Partner with the broader Data & Analytics team so marketing and funnel data is modeled properly in Snowflake and available for cross-functional reporting Top of Funnel: Tracking, Attribution & Growth Systems - Oversee lead source and attribution logic in HubSpot to accurately represent multi-touch customer journeys, and make sure landing pages and forms are instrumented for session capture and source retention - Monitor the data flow between ad platforms, web analytics, HubSpot, and Snowflake, and diagnose tracking failures and field mapping breaks - Build and maintain HubSpot lists, workflows, and campaign setup (segmentation, triggers, email sends/nurtures) on behalf of Growth, Brand, and Events - Audit and enforce data hygiene on marketing-sourced records, including platform to Hubspot data flow (tags, pixels, etc.), deduplication, enrichment, and lifecycle stage accuracy, fixing systematic issues in partnership with GTM Systems and Platform Mid Funnel: Routing, Qualification & the Marketing-to-Sales Handoff - Own sales distribution and lead routing in RevenueHero; keep it current as the sales org changes and new initiatives requiring new routing - Define and maintain lead qualification and scoring criteria with Growth Marketing and SDR leadership - Monitor distribution health for imbalances, missed assignments, and silent failures Conversion: SMB Sales Operations - Govern the SMB pipeline and deal stage architecture so funnel conversion is measurable and accurate - Build automation that removes friction for reps, including stage triggers, task creation, sequence enrollment, and deal creation - Oversee HubSpot adoption and data quality for SMB Sales and surfaces gaps to SMB management and lead RevOps improvements to process and systems - Oversee the SMB sales reporting layer, including funnel conversion, rep performance, and lead source quality, and act as a thought partner to sales leadership on sales team performance, commission incentives, and conversion metrics to drive growth and optimization QUALIFICATIONS - 5+ years working hands-on in HubSpot as a power user, with the ability to build and troubleshoot workflows, lead routing, deal pipelines, forms, lists, and reporting. HubSpot certification a plus - 5+ years in revenue operations, marketing operations, growth operations, or sales operations at a B2B SaaS company, with real exposure to both the demand side and the sales side of the funnel - Experience leading people or a small team; This role manages two analysts - Full-funnel analytical range: you can take channel spend through to pipeline and revenue, and speak to CAC, conversion, and velocity without waiting on someone else to pull the data - Strong command of UTM strategy, landing page tracking, and attribution methodology, including its limits - Track record owning lead distribution and keeping routing current with a sales org that changes often - History of building and enforcing CRM data quality standards with sales teams, through training, reporting, and accountability rather than manual cleanup - Comfort working cross-functionally with Marketing and Sales leadership; providing insights, recommendations and turning decisions into system configuration quickly - Proficiency building sales and marketing dashboards, and working with data at the contact, company, tasks and deal level - SQL familiarity preferred; experience with BI tools such as Omni, Sigma, Looker or Tableau a plus - Bonus: Experience at a dental or healthcare B2B SaaS company - Strong preference for candidates in Lehi, Utah or New York, NY WHAT WE OFFER - Competitive benefit and compensation offerings - Ongoing training and development opportunities - Unaccrued, flexible PTO - Remote work - While this role is remote-first, team members located in the Lehi area are asked to join us in the office once per week.