RevOps Manager

SmartBug Media is the most decorated HubSpot agency, recognized as a leader in crafting digital solutions that empower organizations to thrive across the entire customer lifecycle. From marketing and sales to revenue operations, customer success, and e-commerce, we combine sound strategies, cutting-edge AI, and digital innovation to deliver solutions that de-risk the future and drive sustainable growth.

With a fully remote team of over 250 professionals, we excel at creating intelligent web and digital ecosystems—from corporate websites to complex web applications—seamlessly integrated with AI-powered solutions. By aligning SmartBug's expertise with our clients' unique business realities, we build scalable, innovative tools that become engines for growth, setting the course for long-term success.

The Manager of Revenue Operations is the architect of SmartBug Media’s internal revenue engine. Reporting directly to the SVP of Sales and Marketing, you are responsible for the efficiency, data integrity, and technical infrastructure of our commercial teams.

In this role, you will own our internal HubSpot instance, transforming it from a static system of record into a dynamic system of insight. You will bridge the operational gap between Marketing, Sales, and Client Services, ensuring that data flows seamlessly from the first touchpoint to the final signature, and the handoff to delivery.While this role is not client-facing, your "customers" are SmartBug’s sales reps, marketing managers, and executive leadership. Your North Star is Operational Excellence: ensuring our sales team spends less time on admin and more time selling, while leadership has 100% confidence in the forecast.

As a RevOps Manager, you will be measured on delivering the following:

Forecast Accuracy: Reliability of pipeline data presented to the executive team.
Funnel Velocity: Reducing the time it takes for a lead to move from MQL to Closed-Won.
Sales Efficiency: Reducing “admin time” for sales reps through automation.
Data Hygiene: Maintaining a duplicate-free, standardized database.
Portal Governance: Oversee user lifecycle, seat licensing, and permission hierarchies.

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.