Own and optimize HubSpot CRM architecture, including pipelines, lifecycle stages, routing logic, required fields, and workflows.
Establish and enforce standards for data hygiene, validation, deduplication, and field consistency across revenue systems.
Partner with the Data Team to integrate HubSpot with ActiveCampaign, Zendesk, Stripe, Superset, and product usage data.
Maintain a single source of truth for revenue data from lead acquisition through expansion.
Serve as the centralized owner of discounting, deal guardrails, and approval workflows.
Define and enforce pricing rules and discount thresholds for Sales and Customer Success.
Ensure visibility into deal approvals, exceptions, and margins to protect revenue integrity.
Collaborate with Finance and Revenue Leadership to align pricing execution with financial targets.
Build and manage commission logic, automation, and payout processes, primarily within HubSpot.
Ensure commission calculations are accurate, timely, and transparent across Sales and Customer Success.
Partner with Finance on monthly reconciliation and auditability.
Support compensation plan updates and annual performance cycles.
Develop dashboards and models tracking pipeline health, sales velocity, win rates, CAC payback, and ARR/MRR.
Partner with Sales and Marketing leaders to maintain accurate, data-driven forecasting cadences.
Deliver monthly insights on performance trends, risks, and opportunities.
Build “what-if” models to assess the impact of pricing changes, churn, or funnel improvements.
Automate workflows across the funnel to reduce manual effort and lead leakage.
Define and refine MQL, SQL, and PQL criteria in partnership with Growth and Sales.
Drive operational clarity and accountability across Marketing, Sales, Customer Success, and Finance.
Build scalable processes that support larger deals and longer sales cycles.

Requirements

5+ years of experience in Revenue Operations, Sales Operations, or Deal Desk roles within a high-growth B2B SaaS environment.
Advanced expertise in HubSpot CRM including workflows, automation, and pipeline architecture.
Proven experience owning discount governance and pricing guardrails.
Demonstrated success managing commission plans, incentive logic, and payout automation.
Strong analytical background with experience in forecasting, metrics, and BI tools (Superset, Looker).
Ability to work cross-functionally with Sales, Marketing, Finance, and Leadership.
A builder’s mindset with exceptional attention to detail and operational rigor.

Benefits

Fully remote work from the comfort of your home
Generous time off policy of 21 days (birthday included 🎉), 8 designated/floating holidays, 2 paid volunteer days, and 5+ sick days (dependent on state)
Employer-sponsored health insurance plan through TriNet, including medical (United Healthcare), dental, vision, and life
401(k) retirement plan via TriNet's partner, Empower, with an employer match of up to 4%
Reimbursement package for home office expenses and professional development, up to $1.5k
Eligibility for employee equity plan (stock options)
Wellness program with fitness and mindfulness classes
Love your work and our mission of serving nonprofits!

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools

HubSpot CRMworkflowsautomationpipeline architecturediscount governancepricing guardrailscommission plansincentive logicforecastingBI tools

Soft Skills

analytical skillsattention to detailoperational rigorcross-functional collaborationbuilder's mindset