Revenue Operations Senior Manager

About the Role

As Cambium’s Revenue Operations Senior Manager, you’ll be the single owner of the systems, process, and data that connect our entire go-to-market motion across sales, marketing, and finance. Revenue operations at Cambium has been a shared responsibility across sales, marketing, and finance leadership. That was the right call at our stage. We've now reached the point where it needs to be someone's whole job. This role consolidates HubSpot, forecasting, pipeline, and attribution under a single owner, ahead of our next fundraise and the acquisition work that follows it, as we bring acquired sales teams onto one system.

You’ll own HubSpot end-to-end, build the funnel reporting that runs from first marketing touch to closed revenue, design the demand-to-deal handoff between marketing and sales, partner with finance on quota, comp, and the linkage between pipeline and the company forecast, and give the executive team one set of revenue numbers to run weekly pipeline, forecast, and board reporting from. This role builds the function from the ground up—no playbook exists yet. You will write it.

Responsibilities

• Own the GTM Tech Stack: Administer, configure, and continuously improve HubSpot and the adjacent tools that sales and marketing run on: HubSpot Sales Hub and Marketing Hub, the calling and recording platform, and the reporting tools that sit on top of them. Build the workflows, properties, lifecycle stages, and integrations that make the system work end-to-end. Clean up existing data and ensure new data lands clean.
• Use AI to get real work done: Leverage AI for tasks like cleaning up messy CRM data, drafting workflows, and turning vague executive questions into actionable answers. Apply judgment to determine where AI saves time and where it doesn’t, embedding this into the function from day one.
• Build the Full Funnel View: Design reporting that tracks every revenue motion from first marketing touch to closed revenue and repeat orders. Create dashboards for leadership and rep-level views that drive accountability. Own marketing attribution, lead scoring, and metrics connecting demand generation spend to revenue.
• Run the Forecast: Design and execute the weekly forecast across four business units: Millwork Outbound, Midwest, Mass Timber, and Furniture. These span inside sales, outside sales, and project sales teams, plus acquired sales teams. Bridge the gap between sales pipeline and company financial forecast so finance and sales work from the same numbers.
• Design the GTM Process: Define and document stage criteria, deal qualification standards, the marketing-to-sales handoff, the inside-to-outside sales handoff, and rules of engagement between sales and business development. Make the process repeatable to reduce reliance on tribal knowledge.
• Partner with Marketing: Own shared definitions across marketing and sales—MQL criteria, lead-ready thresholds, attribution logic—and the conversion reporting that tracks leads from first touch to closed deal. Run the feedback loop tying marketing programs to revenue outcomes to build shared accountability.
• Partner with Finance: Work with the finance lead on commission calculations, deal profitability, and revenue recognition tied to pipeline movement. Collaborate with the COO on quota setting and comp plan administration.
• Support Acquisition Integration: Partner with integration teams to bring acquired companies’ revenue operations into the Cambium system. Migrate data, align processes, and ensure no revenue visibility is lost during transitions as Cambium grows through acquisition.

Requirements

• Revenue Operations Experience: 5+ years in revenue operations, GTM operations, or a closely related discipline spanning sales, marketing, and finance. You have built processes and systems for a growing GTM org, not just administered tools designed by others.
• CRM and Marketing Automation Mastery: Deep hands-on expertise in HubSpot (strongly preferred), including both Sales Hub and Marketing Hub. Experience with Salesforce paired with Marketo, Pardot, or similar is also considered. You can configure complex workflows, build attribution reporting, and integrate with adjacent tools without engineering support.
• Cross-Functional Fluency: Experience working side-by-side with marketing leaders on funnel design and attribution, finance leaders on quota and forecasting, and sales leaders on pipeline and process. You speak all three languages and translate between them.
• Startup Experience: At least one tour at an early-stage company. You know how to build processes from scratch with limited resources and are energized by ambiguity rather than slowed by it.
• Forecasting and Analytics: Experience building funnel forecasts that leadership trusted, along with dashboards that surface the right questions. Strong Excel or Google Sheets skills; SQL or BI tool experience is a plus.
• Operator Mindset: You translate operational complexity into clear decisions for executives and embody Cambium’s “extreme ownership” and “people first” core values.
• Industry Familiarity (Nice to Have): Experience in building materials, lumber, manufacturing, or B2B industrial is a plus but not required. We prioritize your ability to build over industry pedigree.

Benefits

• Equity options package
• Flexible PTO and schedule
• 401k with employer matching
• Comprehensive medical, dental, and vision insurance
• Work with an incredibly smart, diverse, mission-driven team
• Opportunity to play a core role in defining our fast-growing company
• Volunteer tree planting days

Pay

Salary Range: $140K to $175K

Schedule

Hybrid in-office 3x/week in the Presidio, San Francisco

This role reports to Sydney Tanaka, VP of Sales. We’re looking to fill this role immediately.