Revenue Operations Manager (Sales)
Role Overview
You'll be one of two Revenue Operations Managers scaling our GTM engine. You'll own the shared core (HubSpot, reporting, stack, process) alongside your counterpart, and go deeper on sales operations, partnering directly with Sales leadership on compensation, territory, AE enablement, and forecasting.
This is the revenue generation seat in our RevOps function: you'll be measured on how predictably and efficiently Stage 1 pipeline converts to closed revenue, and how reliably existing customers renew and expand.
What You'll Own
GTM Systems & HubSpot Administration
Own and optimize the full GTM tech stack (HubSpot, Apollo, Jiminny, Clay, Nook, and others)
Design, build, and maintain HubSpot workflows, automation, and routing logic
Proactively resolve system issues, inefficiencies, and data gaps
Identify, select, and onboard new AI-powered GTM tools as the company scales
Reporting & Analytics
Deliver accurate, consistent reporting across pipeline, funnel, bookings, conversion, and GTM performance
Partner with stakeholders to define metrics, KPIs, and reporting requirements
Translate data into actionable insights for Sales, Marketing, and Leadership
Data Hygiene & Process Design
Maintain HubSpot as a clean, reliable source of truth across GTM teams
Design scalable processes that grow with the business
Drive operational excellence across the revenue org
AI in the RevOps Function
Make RevOps itself AI-native: rework data hygiene, reporting, and internal research workflows so the function operates at a higher leverage
Partner with Sales, Marketing, and CS leadership to make their teams more AI-fluent, not just more AI-equipped
Compensation & Planning
Sales compensation planning and administration, including quota and commission tracking
Work with Finance and Sales leadership to ensure compensation accuracy and transparency
Model and analyze compensation plan changes
Identify the drivers and incentives that shift AE behavior
Account Executive Support
Act as a trusted operational partner to AEs by resolving CRM issues and improving workflows
Support lead/account routing, pipeline hygiene, and opportunity management
Provide coaching and operational excellence to help AEs close deals faster
Territory & Account Management
Support territory design and management, including account segmentation and assignment
Partner with Sales leadership on territory changes, coverage models, and capacity planning
Ensure territories and account ownership are accurately reflected in HubSpot
Pipeline & Forecasting
Own pipeline hygiene standards and opportunity stage definitions
Deliver accurate forecasting and pipeline reporting to Sales leadership
AI in Sales Ops
Redesign the day-to-day workflows that AEs run, embedding AI where it changes how the work gets done
Deploy and tune conversation intelligence (e.g. Jiminny, Gong) so that call data flows back into coaching, deal inspection, and pipeline reviews
Use AI to sharpen pipeline inspection and forecast accuracy: deal risk scoring, next-best-action prompts, automated hygiene checks
Build AI-assisted enablement that helps AEs prep, follow up, and progress deals faster
Evaluate AI for comp modeling, territory design, and quota analytics where it materially beats manual work
Requirements
- 5+ years of experience in Revenue Operations, Sales Operations, Marketing Operations, or Business Operations at a B2B SaaS company
- Comfortable operating across Sales, Marketing and Customer Success, willing to learn the side you're less deep in
Benefits & Compensation
- Competitive salary range
- Equity options in a fast-growing startup
- 25 days holiday plus bank holidays
- Flexible working hours and location
- Personal development budget and learning opportunities
- Free lunch on Wednesdays and Deliveroo budget for late nights
- Cycle-to-work scheme
- Security is everyone’s responsibility at Orbital. We ask all team members to follow our security policies, complete regular awareness training, and handle sensitive data with care in line with ISO 27001 standards