The Revenue Operations Manager will design and optimize revenue processes, manage GTM systems and tools, enhance forecasting accuracy, and improve pipeline management. Responsibilities include aligning teams, implementing AI-driven workflows, and developing processes for lead management and partner revenue. This role aims to advance to Head of Revenue Operations based on performance.
Description
About Astelia
Astelia is redefining vulnerability and exposure management by focusing on what actually matters: reachability. We help enterprises prioritize and remediate the small percentage of vulnerabilities that can truly be exploited, reducing noise and accelerating real outcomes.
About the Role
Astelia is seeking a Revenue Operations Manager to build and scale our global go to market operating system. This is a hands on individual contributor role with responsibility across Sales, Marketing, SDR, and Channel and Alliances.
The ideal candidate is a builder with strong systems, analytics, and process design experience who can operate independently and drive measurable impact on pipeline, forecasting, and revenue performance.
Key Responsibilities
GTM Operations
- Design, implement, and optimize end to end revenue processes across the funnel from lead to opportunity to close to expansion and partner revenue
- Align Sales, Marketing, SDR, and Channel teams around shared definitions, KPIs, and workflows
- Support enterprise sales motions including POV and POC driven deal cycles
Systems and Tools
- Own and manage the GTM tech stack including HubSpot, Gong, and Swan
- Ensure data accuracy, system integrity, and proper integration across tools
- Build and maintain dashboards and reporting that leadership can rely on
Pipeline Management and Forecasting
- Monitor pipeline health, coverage, and conversion rates
- Support and improve forecasting accuracy using structured methodologies such as MEDDPICC
- Identify bottlenecks and implement process improvements to increase velocity and win rates
Marketing and SDR Operations
- Define and manage MQL to SQL to Opportunity processes
- Optimize lead routing, scoring, and speed to lead
- Track and improve SDR performance and pipeline generation
Channel and Alliances Operations
- Implement partner pipeline tracking and attribution
- Support co sell motions and partner sourced revenue reporting
- Provide visibility into sourced versus influenced pipeline
AI and Automation
- Implement automation and AI driven workflows across the GTM funnel
- Improve efficiency in lead management, deal inspection, and forecasting
- Reduce manual processes through system driven execution
Qualifications
- 3 to 7 years of experience in Revenue Operations or Sales Operations within B2B SaaS
- Hands on experience with HubSpot is required
- Experience with Gong and or Swan is preferred
- Experience supporting Sales, Marketing, and SDR functions with Channel or Alliances experience as a plus
- Strong analytical and problem solving skills with experience in funnel metrics and reporting
- Familiarity with enterprise sales processes such as MEDDPICC and POV or POC cycles
- Experience in cybersecurity or a related technical industry is preferred
- Ability to operate in a fast paced, early stage environment with minimal structure
Performance Expectations
- Establish reliable pipeline visibility and reporting within the first 90 days
- Improve conversion rates and pipeline efficiency within the first 6 months
- Deliver consistent and accurate forecasting
- Increase SDR and partner sourced pipeline contribution
- Implement scalable processes and automation across GTM
Similar Jobs
Edtech
The Revenue Operations Manager will optimize revenue processes, manage CRM systems, deliver reporting insights, enhance cross-functional alignment, and drive operational efficiency.
Top Skills:
ExcelHubspotPower BISalesforceTableau
Artificial Intelligence • HR Tech • Software
The Revenue Operations Senior Manager will enhance revenue processes, analyze performance metrics, optimize tools, and collaborate across teams to drive growth and efficiency.
Top Skills:
ExcelGoogle SheetsHubspotLookerSalesforceSQLTableau
Software
The Senior Revenue Operations Manager will strategize, design, and optimize processes for revenue growth, managing systems and cross-functional collaboration.
Top Skills:
LookerSalesforce
What you need to know about the Colorado Tech Scene
With a business-friendly climate and research universities like CU Boulder and Colorado State, Colorado has made a name for itself as a startup ecosystem. The state boasts a skilled workforce and high quality of life thanks to its affordable housing, vibrant cultural scene and unparalleled opportunities for outdoor recreation. Colorado is also home to the National Renewable Energy Laboratory, helping cement its status as a hub for renewable energy innovation.
Key Facts About Colorado Tech
- Number of Tech Workers: 260,000; 8.5% of overall workforce (2024 CompTIA survey)
- Major Tech Employers: Lockheed Martin, Century Link, Comcast, BAE Systems, Level 3
- Key Industries: Software, artificial intelligence, aerospace, e-commerce, fintech, healthtech
- Funding Landscape: $4.9 billion in VC funding in 2024 (Pitchbook)
- Notable Investors: Access Venture Partners, Ridgeline Ventures, Techstars, Blackhorn Ventures
- Research Centers and Universities: Colorado School of Mines, University of Colorado Boulder, University of Denver, Colorado State University, Mesa Laboratory, Space Science Institute, National Center for Atmospheric Research, National Renewable Energy Laboratory, Gottlieb Institute
