RevOps Manager

Responsibilities

• Serve as the primary administrator and architect for our internal HubSpot portal and integrated tech stack (ZoomInfo, PandaDoc, Vidyard, Slack).
• Ensure SmartBug’s internal portal serves as a gold standard for HubSpot usage, piloting new features before they are recommended to clients.
• Create and maintain comprehensive SOPs (Standard Operating Procedures) and flowcharts that document the "quote-to-cash" process.
• Establish and enforce strict validation rules and automated workflow to maintain a clean, duplicate-free and standardized database.
• Enforce the mandatory use of the HubSpot Product Library and accurate line item entry (billing frequency, term and unit price) on every deal to facilitate granular reporting.
• Design and build complex sales workflows that remove administrative burden, including lead rotation logic, SLA task queues, and automated contract generation.
• Automate the critical transition from "Closed Won" to project launch. Ensure Client Services receives all necessary billing and staffing data immediately upon closing, eliminating manual re-entry.
• Collaborate with the SVP to define and enforce entry/exit criteria for Deal Stages. Act as the gatekeeper to ensure the pipeline reflects reality, not optimism.
• Build the technical onboarding process for new SmartBug sales reps, ensuring they are proficient in our tools and playbook.
• Drive adoption of new tools and processes through effective change management and internal training.
• Build and maintain the dashboards used for Weekly Sales Meetings and Board Meetings, specifically tracking Forecast Accuracy and Funnel Velocity.
• Monitor conversion rates between lifecycle stages to proactively identify bottlenecks where leads are "falling out" of the funnel.
• Partner with Marketing to track the end-to-end ROI of internal campaigns, ensuring attribution data clearly identifies which channels drive our highest-value retainers.
• Analyze activity metrics to hold the team accountable, ensuring the sales force is utilizing resources and time effectively.
• Ensure 100% accuracy in reporting for all revenue types, including new business, upsells, retainer reductions and hourly out-of-scope.
• Work with finance to import and reconcile project data into HubSpot, ensuring revenue and end dates are accurately reflected on the company record.

Required Skills & Experience

• Experience: 5+ years in RevOps or Sales Ops (preferably B2B SaaS or Professional Services).
• Education: Bachelor’s degree or relevant professional experience.
• HubSpot Mastery: You must be a "Power User" who has managed a complex HubSpot portal as a super-admin. You understand the backend API limits, custom objects, and advanced workflow logic.
• Integration Fluency: Experience managing integrations with tools like ZoomInfo (data enrichment), PandaDoc (contract management), and Vidyard.
• Data Manipulation: High fluency in Excel/Google Sheets (ability to turn raw data into pivot table analysis or lookup models) to supplement CRM reporting.
• Reporting: Ability to build custom reports from scratch, translating abstract business questions into data-backed visualization.
• Problem Solving: Proactive capability to navigate complex challenges; you spot the fire before it starts.
• Forecasting: Understanding of sales forecasting methodologies and the math behind pipeline velocity.
• Accountability: Demonstrated ability to hold peers accountable to data standards.
• Clarity: Exceptional communication skills, with the ability to explain complex technical process changes to non-technical sales reps.
• Organization: High level of organization and attention to detail to manage multiple priorities.

Preferred Qualifications

• HubSpot Revenue Operations Certification
• HubSpot Sales Software Certification
• HubSpot Marketing Software Certification
• HubSpot Service Hub Software Certification
• HubSpot Reporting Certification
• Experience working remotely in a high-velocity environment is strongly preferred.