📈 Revenue Operations Manager (Hubspot)

Runway is a collaborative business planning platform designed to make business intuitively understandable for everyone.

Our Mission: To make business accessible and understandable to everyone. We believe that teams that understand the “why” behind their work are more productive and make better decisions. True alignment and collaboration come from having a shared source of truth that everyone understands.

Our Approach: Runway replaces traditional spreadsheets with a modern planning platform that brings clarity and context to business operations for all teams — not just finance. Just as Figma made design accessible across the organization, Runway does the same for business planning.

Why It Matters: Understanding requires more than just access to numbers; real collaboration happens when teams see how their work fits into the bigger picture. By providing this context, Runway helps teams save time and move faster.

Our Customers: World-class companies like AngelList, Superhuman, Stability.AI, ConvertKit, Lambda Labs, Lob, and SandboxVR rely on Runway to run their businesses more efficiently.

Our Investors: We are supported by a select group of investors that we admire, including Garry Tan (YC & Initialized), a16z, Elad Gil, Naval Ravikant, Dylan Field (founder of Figma), Eric Ries, Claire Hughes Johnson (COO of Stripe), Henry Ward (founder of Carta), Akshay Kothari (COO of Notion), Eugene Wei, Lenny Rachitsky, Nikita Bier, Scott Belsky, Soleio Cuervo, Balaji Srinivasan, and many others.

We're early, so you'll have an opportunity to shape not just our product, but the company itself: who we work with, and how we work together.

We strive to be clear in our communication and over-communicate by default.

We're remote-first, so you can work from anywhere in North America. However, we also believe in the value of face-time to solve really hard problems, so we:

• Meet together as a company every quarter in our San Francisco office.

• Open up offices in places with many teammates (we currently have offices in SF and NYC).

• Make it easy to fly out and meet together.

Below are the values we share as a team, so if you like these, you may enjoy working here.

• 💩 Give a Shit: Giving a shit can’t be taught. It’s an inner drive that compels you to do what’s right and do it well. Have passion, take pride, and care deeply about your impact.

• 💡 Create Clarity: Cut through ambiguity and reveal the truth. Start with why, then answer how and what. Treat problems like puzzles, dig deeper, and find the right path.

• 🤝 Build Trust: With trust, it’s safe to take risks. We get there by being open, honest, and accountable. Actively listen, speak your mind, and consistently show up.

• ✨ Raise the Bar: Scrap the status quo and push yourself to create something that wows. Get others excited to do the same. Iterate, elevate, and don’t stop moving forward.

The Revenue Operations Manager will be the founding member of the internal RevOps function and a key player in shaping Runway’s growth engine. You’ll partner closely with the Head of Sales, Head of CX, Head of Growth, Finance, and our GTM Engineering Team to design, build, and optimize our go-to-market systems and processes from the ground up.

This is an individual contributor role that is highly strategic and hands-on. You’ll define the revenue operations roadmap, own our CRM and reporting strategy, and ensure we have full visibility into every stage of the funnel. You’ll also work cross-functionally to empower our GTM teams with the insights, tools, and processes needed to accelerate growth and improve conversion.

If you love architecting systems, thrive on turning strategy into execution, and want the autonomy to have a direct impact, this role is for you.

• Build the foundation: Design, implement, and manage the infrastructure for our GTM systems (HubSpot, Outreach, HockeyStack, Clay, Vector) to ensure they scale alongside the business, while owning integrations across the tech stack - ensuring seamless data flow from top to bottom of funnel.

• Develop CRM strategy: Create and maintain a CRM and reporting framework that maximizes funnel visibility and optimizes conversion at every stage.

• Drive revenue efficiency: Proactively identify and execute on revenue leakage across the entire funnel, from lead generation through deal closure and renewal.

• Manage GTM infrastructure: Manage tool evaluations, renewals, and tech stack strategy while establishing and enforcing rules of engagement across revenue teams.

• Enable GTM teams: Act as a strategic partner to Sales, Customer Success, and Marketing leadership, translating business goals into operational plans and actionable insights. This includes sales territory design, executive dashboards, and churn analysis.

• Optimize the funnel: Establish key metrics, dashboards, and reporting cadences to track pipeline health, identify bottlenecks, and recommend solutions.

• Lead target account optimization: Drive segmentation and enrichment strategies to ensure optimized and timely account and contact data

• Be a builder and a doer: Roll up your sleeves to execute while keeping an eye on the bigger picture, iterating quickly to improve outcomes.

• Drive operational excellence: Continuously evaluate tools, processes, and data quality to ensure our GTM motion is efficient, scalable, and customer-centric.

• Strategic mindset: Able to think beyond day-to-day execution to anticipate challenges, identify opportunities, and design long-term solutions.

• Experience: 5+ years in Revenue Operations, Sales Operations, or related roles, ideally at a fast-paced startup or high-growth SaaS company.

• Understanding of B2B sales motions: Deep familiarity with how modern B2B SaaS go-to-market strategies work, including lead routing, pipeline stages, and deal velocity optimization.

• Systems expertise: Proficiency with HubSpot, Outreach, Vector, Clay; bonus points for API-level understanding or experience connecting tools.

• Tech experience: BI Tools like Metabase. Automation tools like n8n, clay.com, etc. Marketing Intelligence tools like HockeyStack.

• Hands-on builder: You thrive in an environment where you can own projects end-to-end, from strategy to execution.

• Collaborative partner: Exceptional communicator who works well with Sales, Marketing, Finance, and Engineering to align on shared goals.

• Thrives in ambiguity: Excited by the challenge of building systems, rules of engagement, and processes where few exist today.

• Ownership mentality: High agency and eager to expand your scope and take on new projects as opportunities arise - whether that's pricing strategy, capacity planning, or new system implementations. You see gaps as growth opportunities.

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⚠️ Note to Founders

At Runway, our commitment to our mission goes hand in hand with our dedication to cultivating the next generation of entrepreneurs. Around 10% of our team members have been founders themselves, and several early employees have successfully exited to start their own ventures - some backed by our founder Siqi Chen, who has invested in over 200 startups to date.

By stepping into this role, you’ll help shape and grow an array of customer businesses, gaining firsthand insights into diverse operational strategies, monetization models, and long-term vision planning. Paired with our open, transparent culture and the opportunity to work directly with our founder/CEO. Runway offers a uniquely supportive environment for those aspiring to launch their own company in the future.

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The base salary range for this full-time position is $160-200K + generous early employee equity + benefits. The range displayed in this job posting reflects the minimum and maximum target for new hire salary for this position. Within the range, individual pay is determined by various factors, including job-related skills (as uncovered during the interview process), experience, and relevant education or training.

Please note that the compensation details listed in this posting reflect the base salary only, and do not include equity or benefits.