Runway

Founding Revenue Operations Manager

Runway

full-time

Posted on:

Origin:  • 🇺🇸 United States • California, New York

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Salary

💰 $160,000 - $200,000 per year

Job Level

Mid-LevelSenior

Tech Stack

GoSQL

About the role

  • Design, implement, and manage the go-to-market tech stack and RevOps infrastructure (CRM, sales engagement, lead routing, data enrichment)
  • Act as HubSpot administrator and configure workflows, permissions, and integrations
  • Create and maintain a robust CRM data model and process framework with lifecycle stages, lead routing rules, and automation triggers
  • Partner with Sales, Marketing, Customer Success, Finance, and GTM Engineer to translate business objectives into processes and insights
  • Establish key metrics, dashboards, and reporting cadence for pipeline health, conversion rates, and forecast accuracy
  • Identify funnel bottlenecks and recommend solutions to improve win rates and sales velocity
  • Implement data quality and enrichment strategies; maintain data hygiene and duplicate management
  • Own sales forecasting mechanics, support annual/quarterly planning, quota assignments, and territory design
  • Continuously evaluate and improve GTM processes and tools; select and implement new solutions when appropriate
  • Provide documentation, training, and support to ensure high team adoption of tools
  • Troubleshoot day-to-day tactical issues (lead routing errors, broken workflows, mis-assigned deals) and execute hands-on tasks to keep revenue engine running
  • Report directly to the COO and help architect the Revenue Operations function from the ground up

Requirements

  • 5+ years in Revenue Operations, Sales Operations, or similar roles in high-growth B2B SaaS environments
  • Experience as the first RevOps hire or building the RevOps function from scratch (major plus)
  • Strategic & analytical mindset; comfort defining metrics and analyzing funnel data
  • Hands-on builder mentality; track record executing projects end-to-end
  • Deep B2B GTM knowledge (lead generation → MQL → SQL → opportunities → closed-won → renewal/expansion)
  • HubSpot CRM proficiency (administration, workflow building, property management, reporting) — must
  • Experience with sales engagement platforms (Outreach or similar), marketing automation, data enrichment tools (Clearbit, Clay), routing/scheduling tools (Default)
  • Ability to write simple scripts or use APIs/Zapier to connect systems (bonus)
  • Excellent cross-functional communication and training/enablement skills
  • Adaptable, proactive, resourceful, resilient in fast-paced startup environments