RevOps Manager

WHO WE ARE Overflow is a Series C, growth-stage technology company on a bold mission: to inspire the world to give. We're a vertical fintech and SaaS platform unlocking more ways to give — cash, stock, crypto, and beyond — through a beautifully designed ecosystem built for high-impact churches, nonprofits, and mission-driven institutions. Backed by Uncork Capital, Craft Ventures, Salesforce Ventures, R7, and WIF (one of the largest lenders to faith and philanthropic organizations in the country), we're building the infrastructure that makes generosity frictionless at scale. OUR FOUNDING PRINCIPLES Overflow was founded on the belief that generosity transforms people and communities. Inspired by Proverbs 11:24 — "The world of the generous gets larger and larger" — we operate with integrity, stewardship, service, and excellence. HOW WE WORK Overflow operates with a flexible work model. While there is no company-wide in-office requirement, some teams may establish in-person collaboration rhythms based on their function, goals, and team needs. We maintain offices in Los Gatos, CA and Birmingham, AL for team collaboration, coworking, meetings, and intentional in-person connection. Candidates should be comfortable participating in occasional in-person gatherings or team-specific onsite expectations, depending on their role and department. ABOUT THE ROLE We're building our GTM engine from the ground up — and this role sits at the center of it. As our first Revenue Operations Manager, you'll own the systems, processes, and data infrastructure that connect Sales, Customer Success, Marketing, and Finance into one coherent revenue machine. You’ll also be managing our RevOps Associate. This is a builder role. The foundation needs work — pipeline hygiene, process documentation, attribution rules, handoff playbooks — and you'll be the person who designs and instruments it. You'll work with GTM leadership to define how things should work, then build the systems and reporting that make sure they actually do. If you're energized by blank-slate problems and take ownership over outcomes (not just tasks), this is your seat. WHAT YOU'LL OWN GTM SYSTEMS ARCHITECTURE - Own HubSpot end-to-end — lifecycle stages, deal structures, custom objects, attribution models, and integrations - Design and maintain the full GTM tech stack (HubSpot, Make, connected Finance tools, integrations with other platforms and tools like Monday.com http://Monday.com) as one coherent system, not a collection of tools - Evaluate, onboard, and sunset tools as the company's needs evolve - Co-create and maintain the GTM playbook with leadership — templates, sequences, follow-up SLAs, and escalation paths — and build reporting to monitor whether it's being followed PIPELINE INTEGRITY & REPORTING - Build and enforce pipeline data standards so leadership can trust what they see in reports - Build dashboards and recurring reports that track performance against targets set by leadership — lead qualification, pipeline health, conversion rates, renewal risk, expansion signals - Surface data and commentary that helps leaders and managers make informed decisions; own the system, not the strategy SALES ENABLEMENT & RULES OF ENGAGEMENT - Work with Sales leadership to define attribution policies, deal ownership rules, and rules of engagement — then instrument them in HubSpot so they're enforced systematically - Design commission tracking infrastructure so managers have clean data to make crediting decisions; individual disputes are handled by managers, with your data as the source of truth - Build the AE and BDR outbound motion's operational backbone: activity tracking, communication workflows, sequence tracking, and performance dashboards CROSS-FUNCTIONAL PROCESS ALIGNMENT - Partner with Sales, CS, Marketing and Finance leadership to build reporting and design clean handoff processes — define what "done" looks like at every transition, document it, and build reporting to monitor execution - Support cross-functional alignment by providing accurate, timely data and operational commentary; process exceptions and conflicts are owned by the relevant managers - Be the system-of-record keeper across GTM tools so every team is working from the same data AUTOMATION & PROCESS DESIGN - Identify manual, error-prone workflows and replace them with reliable automations (Make, Clay, HubSpot workflows, Monday.com http://Monday.com) - Build lead scoring, follow-up workflows, and re-engagement triggers so no opportunity falls through the cracks - Document processes so they scale beyond any one person WHO YOU ARE - You've built RevOps infrastructure before — not just maintained it — and you have the scars to prove it - You have an ownership mentality — you can own ambiguous, half-built systems independently and you’re not someone who needs the system designed for them.

• You understand that RevOps is a revenue function, not an IT function — your north star is pipeline and retention, not tool utilization - You know the difference between owning the system and owning the outcome — you design the process with leadership, build the reporting to monitor it, and provide data when something goes wrong; you don't try to resolve what's not yours to resolve - You don't wait to be told what to fix — you find it, prioritize it, and bring a solution - You're comfortable with ambiguity and can make good decisions with incomplete information - You think in systems — when you fix one thing, you're thinking about what it breaks or enables downstream WHAT YOU BRING - 5-10 years in Revenue Operations, GTM system architecture, or a closely related function at a B2B SaaS company - You have deep HubSpot expertise — custom objects, workflows, deal pipelines, reporting, and integrations.

• Experience building reporting and dashboards that track GTM performance against leadership-set targets - Familiarity with outbound sales infrastructure — BDR tooling, sequencing, call tracking, and commission tracking logic - Proficiency with automation platforms (Make / Zapier) and project management tools (Monday.com http://Monday.com or equivalent) - Strong analytical skills — comfortable in Google Sheets / Excel, and able to build reports that non-technical stakeholders can actually use NICE TO HAVES - Experience building a RevOps function from scratch or during a period of rapid GTM growth, ideally in a Series C environment or equivalent - Previous experience building outbound motions and BDR programs from the ground up - Familiarity with event-driven or field marketing workflows OUR TECH STACK GTM: HubSpot, Make, Clay, Monday.com http://Monday.com Shared: Slack, Google Suite, Notion, Zoom, Canva You'll have input into what gets added.

• Build a one‑page “RevOps Dashboard” in Google Sheets that pulls mock data from HubSpot and Salesforce (using their free sandbox APIs) to illustrate how you’d track lead‑to‑revenue funnel health, churn, and donor‑conversion rates; embed this link in your résumé or portfolio so interviewers can interact with it live.
• Write a concise case study (500‑800 words) describing a past GTM optimization you led—focus on the metrics you improved (e.g., CAC, MQL‑SQL conversion, donor‑acquisition cost), the exact formulas you built in Excel, and the automation steps you implemented in HubSpot workflows; attach it as a PDF and reference it when asked about “impact on revenue operations.”
• Before the interview, research Overflow’s recent Series C deck and note any growth‑stage KPIs they highlighted (e.g., # of churches onboarded, total donation volume). Prepare three “quick‑win” ideas that use Salesforce reporting or HubSpot segmentation to surface those KPIs faster, and be ready to walk the panel through your step‑by‑step implementation plan.
• Highlight remote‑first collaboration skills by sharing a short video (1‑2 min) showing how you run weekly RevOps stand‑ups using shared Google Sheets dashboards, Slack integrations, and Zoom screen‑sharing; link the video in your cover letter and mention it when discussing “operating in distributed teams.”
• When negotiating salary, reference the market data for RevOps managers at Series C fintech firms (e.g., $130‑$155 k base + 0.15‑0.25 % equity) and tie it to the specific value you’ll deliver—such as shortening the sales‑to‑donation cycle by X% or increasing average donation size by $Y—so the discussion is framed around measurable ROI for Overflow.