Revenue Operations Manager
WFA Digital Insight
The remote job market has seen a surge in demand for skilled Revenue Operations professionals, with expertise in GTM and HubSpot. TestGorilla's Revenue Operations Manager role stands out for its focus on modernizing processes and enabling proactive business management. With the global shift towards digital transformation, professionals with strong analytical and strategic skills are in high demand. As a candidate, you should be prepared to showcase your experience in GTM, HubSpot, and revenue governance, as well as your ability to think strategically and systemically.
Job Description
About the Role
The Revenue Operations Manager role at TestGorilla is a strategic position that focuses on modernizing processes, improving efficiency, and enabling leadership to manage the business proactively. As the owner of the commercial GTM system of record, you will be responsible for defining revenue rules, ensuring data integrity, and designing scalable GTM processes. You will be a key partner to GTM leadership on pricing changes, new motions, and strategic initiatives.The role requires a strong alignment with TestGorilla's mission and a deep understanding of the company's goals and objectives. You will be working closely with cross-functional teams, including Sales, Marketing, and Customer Success, to ensure that the GTM system of record is aligned with the company's overall strategy.
As a Revenue Operations Manager, you will have the opportunity to make a significant impact on the company's revenue growth and profitability. You will be responsible for identifying and eliminating revenue leakage and inefficiencies, as well as designing complex, decision-grade reporting for Sales, Marketing, and CS.
What You Will Do
- Own and evolve the commercial GTM system of record across Sales, Marketing, and Customer Success
- Define and enforce SQO criteria, stage exit rules, and revenue governance
- Own forecasting mechanics and pipeline integrity
- Design and modernize end-to-end GTM processes (Lead → Deal → Renewal → Expansion)
- Own HubSpot and Gong architecture as GTM systems of record
- Lead CRM change management and system rollouts
- Define and document commercial standards and definitions
- Identify and eliminate revenue leakage and inefficiencies
- Partner with GTM Engineer to automate and scale processes
- Support strategic GTM initiatives (pricing, new motions, tooling)
- Own the full commissions lifecycle, covering monthly calculations, commission letters, and performance reporting
What We Are Looking For
- Strong alignment with TestGorilla's mission
- Hands-on experience with owning the full Revenue Operations remit
- Deep expertise in HubSpot (required)
- Experience owning forecasting, pipeline, and revenue governance
- Exposure to AI-assisted operational tooling
- Ability to think strategically and systemically
- Strong stakeholder management skills
- Comfort working in ambiguity and scaling environments
- Experience supporting PLG or hybrid GTM motions
- Experience working with Sales, Marketing, and CS leadership
Nice to Have
- Experience with Gong or similar tools
- Knowledge of sales and marketing automation platforms
- Certification in HubSpot or similar platforms
Benefits and Perks
- Global Team: Join a fully remote, mission-driven team from around the world
- Competitive compensation: Receive a competitive pay
- Remote & flexible work: Work from almost anywhere and enjoy flexible hours and asynchronous work
- Opportunities for growth and professional development
- Access to the latest tools and technologies
- Collaborative and dynamic work environment
How to Stand Out
- Make sure you have a strong understanding of GTM and HubSpot, and be prepared to showcase your experience in these areas.
- Highlight your ability to think strategically and systemically, and provide examples of how you have applied this in previous roles.
- Be prepared to talk about your experience with revenue governance, forecasting, and pipeline management.
- Showcase your experience working with cross-functional teams, including Sales, Marketing, and Customer Success.
- Be prepared to discuss your experience with AI-assisted operational tooling and how you have applied this in previous roles.
- Consider creating a portfolio that showcases your experience and skills in Revenue Operations, and be prepared to walk the interviewer through your portfolio.
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