Role SummaryWe're hiring a Senior Revenue Operations Manager to own the systems our go-to-market runs on. You'll sit on the internal marketing team as the operator behind the Marketing and Sales teams, owning CRM architecture across Salesforce and HubSpot, lead routing, attribution, reporting, and the tech stack that ties it all together. You'll work cross-functionally with sales, executive leadership, and finance. This is a team-of-one role with direct leadership visibility: you'll set the ops strategy, and you'll also be the one building the workflows and systems that make it real.
We're looking for someone who has built ops functions, not just inherited them. You're fluent in Salesforce and HubSpot, you've rebuilt messy routing and attribution before, and you can walk an executive through why a conversion rate moved and what you're doing about it. You care about data integrity because you know every leadership decision sits on top of it.
If you love owning the full marketing stack, turning weekly numbers into a story leadership trusts, and leaving systems better than you found them, this role is built for you.
Key Responsibilities- Own CRM architecture across Salesforce and HubSpot: objects, fields, validation rules, Flows, formula fields, page layouts, and the sync logic between the two.
- Run lead routing and scheduling end to end across LeanData, Chili Piper, HubSpot, and Salesforce, including round robin logic, booking windows, booking rules, and capacity, so every handraiser reaches the right rep fast.
- Own attribution strategy: first- and last-touch source tracking, lead source definitions and governance, marketing influence tagging, and offline conversion tracking (Google, LinkedIn, Meta).
- Report weekly and monthly on full-funnel performance (handraisers, intro calls, strategy calls, proposals, closed won) against goal, with rolling conversion rates, pacing, and YoY context. Maintain the Growth Dashboard and MoM/QoQ trackers leadership runs the business on.
- Protect data integrity: deduplication (Cloudingo, LeanData), email validation, enrichment, platform properties, and sync logic.
- Own email marketing end to end: newsletters, promotional sends, and nurture programs, including segmentation, build, QA, scheduling, A/B testing, and performance reporting. Protect deliverability and sender health through list hygiene, validation, and suppression management.
- Build and optimize inbound and outbound programs, including handraiser and non-booker follow-up strategy, workflows, suppression logic, and signal-based campaigns across HubSpot, Instantly, Gong Engage, and UserGems.
- Manage the MarTech stack and its budget: tool audits, access, renewals and negotiations, consolidation decisions, and monthly actuals vs. forecast for marketing and sales spend.
- Partner with marketing on campaigns and thought leadership, from webinar operations and event lists to benchmark data for The Verdict Report and standardized campaign setup in Salesforce.
- Support sales and leadership with analysis that drives decisions: pipeline goals by stage and division, channel influence analysis, and spend allocation recommendations.
- Enable the org by training Account Directors, sales, and new hires on Salesforce, HubSpot, and Gong, and by keeping ops documentation, process diagrams, and how-tos current.
- Maintain customer data that powers retention and expansion: point-of-contact and decision maker tracking, CSAT and reference program workflows, and CRM adoption for client-facing teams.
- Design and enforce the pipeline: opportunity stages, entry and exit criteria, and stage-by-stage goals modeled from historical conversion rates so forecasts hold up.
Who You AreExperience & Background- 5+ years in marketing operations, revenue operations, or a similar B2B go-to-market systems role, including experience building or rebuilding an ops function.
- Advanced Salesforce admin skills (validation rules, Flows, formula fields, custom objects, reports and dashboards, Data Loader) and deep HubSpot experience (workflows, lists, properties, forms, integrations). HubSpot and/or Salesforce certification is a plus, but not required.
- Hands-on experience with lead routing and scheduling tools like LeanData and Chili Piper.
- A strong grasp of attribution models, lead source governance, UTM standardization and tracking, and offline conversion tracking with ad platforms.
- The analytical chops to build funnel reporting and pacing models in Salesforce and Google Sheets, and the judgment to explain what the numbers mean, not just what they are.
- Experience with sales engagement, outbound, and data tools such as Gong and Gong Engage, Instantly, UserGems, and Zapier.
- The ability to turn messy, cross-functional requests into clean systems, and the backbone to push back when a request would break reporting.
- Comfort operating as a team of one: you prioritize ruthlessly, communicate tradeoffs clearly in weekly updates, and still sweat the details.
- Experience managing vendor relationships, renewals, and MarTech budgets.
- Confident in presenting performance and recommendations to executive leadership.
- Bonus points for using AI agents or LLMs to automate ops workflows, and for agency or professional services experience.
Cultural Fit & Traits- You take ownership of outcomes and follow through on the details.
- You're curious about all aspects of marketing and are motivated to help the team succeed.
- You're comfortable building repeatable processes while staying hands-on with execution.
- You communicate directly, welcome feedback, and work independently in a remote environment.
- You put the team's success first. We work as one marketing team, with shared goals and flexible responsibilities. You take ownership of your work, jump in where you can make an impact, and collaborate across functions to drive pipeline and revenue together.
- You use AI thoughtfully to support research, personalization, and execution while maintaining accuracy and a natural human voice.
What We Offer:- We have a set living wage at Directive; the actual salary may vary based on Directive's compensation practices, job related skills, and depth of experience.
- Medical, dental, vision plans, disability, and life insurance coverage for you and your family that fit your lifestyle
- Including a 100% employer-paid plan for you and a 50% employer contribution for your dependents (US, CAD, MX)
- Benefits to Support the Whole Person:
- Mental - Access to certified therapists through Spring Health, membership to Headspace
- Physical - Physical therapy through Omada, thousands of Aaptiv virtual workouts, complimentary One Medical membership for primary and virtual care
- Time Off - Unlimited PTO (2-week minimum), Paid Company Holidays, Your Birthday Off, End of Year Recharge (Closed December 24 - January 1), Paid Parental Leave
- Financial - Traditional and Roth 401(k) with a 3% company match
- Bonus - Annual bonus based on tenure, which scales in total amount over time
- Annual Company-wide Retreat
Work Environment RequirementsAs a remote-first company, you'll have the ability to work from your home office. For some positions, as posted, we will accommodate global opportunities where we have established businesses, including Canada, Mexico, and the UK. For global locations, you must have established and current work authorization and permanently reside in that country.
This role has the opportunity to operate 100% virtually from your home office. We primarily collaborate with our colleagues through virtual meetings (Zoom), and Slack. In this role, you will be required to operate a laptop computer (PC or Mac available), computer software platforms, and other office productivity tools as necessary. Due to the nature of this role, you must be able to remain stationary for extended periods, must be able to observe and interpret written and/or verbal communication, must have reliable internet access, and a professional background.
To perform this job successfully, an individual must be able to perform each essential job duty satisfactorily. Reasonable accommodations may be made to enable qualified individuals with disabilities to perform essential job functions.
If you require reasonable accommodations in completing this application, interviewing, completing any pre-employment testing, or otherwise participating in the employee selection process, direct your inquiries to [redacted].
Additional InformationAt Directive, one of our core values is People First. We're committed to fostering a more diverse and inclusive culture in the digital landscape. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status.
