Revenue Operations Manager

Location Type: Remote Employment Type: Full-Time

Position Overview

At Hive, we are dedicated to creating memorable moments and empowering event marketers to connect with their most enthusiastic fans. We believe live events foster community, and our leading platform simplifies the process for promoters to cultivate strong, enduring relationships with their audiences. Our core mission is to facilitate the growth of live events.

We are seeking a strategic, analytical, and systems-oriented Revenue Operations Manager to establish and scale our RevOps function. Reporting to the VP of Revenue, and as Hive's inaugural dedicated RevOps hire, you will be instrumental in connecting all aspects of our revenue engine, spanning Marketing, Sales, Onboarding, Customer Success, and Support.

Your role will involve cross-functional collaboration to design scalable processes, maintain data integrity, enhance system integrations, and generate actionable insights. While sales operations will be a component, we are particularly interested in candidates with extensive marketing operations experience, advanced HubSpot proficiency, and the ability to strategically influence go-to-market (GTM) decisions through data.

If you are enthusiastic about vertical SaaS, building functions from the ground up, and shaping a company's scaling journey from 0 to 1 in RevOps maturity, we encourage you to apply.

Responsibilities

Build Visibility and Drive Insights

• Own reporting and dashboarding for marketing performance, funnel conversion, pipeline health, and revenue.
• Analyze trends across segments to uncover insights and guide team decision-making.
• Guide forecasting accuracy, pipeline generation analysis, win/loss breakdowns, and revenue trends.

Partner Across the GTM Org and Support Strategic Planning

• Collaborate with Marketing and Sales to design campaigns, scoring models, and outbound strategies grounded in Ideal Customer Profile (ICP) and Total Addressable Market (TAM) insights.
• Support territory design, segmentation, quota setting, and campaign effectiveness analysis.
• Contribute to strategic planning cycles, team Quarterly Business Reviews (QBRs), and cross-functional goal-setting.

Improve and Scale Revenue Processes

• Identify and lead improvements in lead routing, attribution, lifecycle stages, and sales workflows.
• Design scalable and streamlined processes across Marketing, Sales, and Customer Success.
• Ensure data integrity across systems to enable reliable forecasting, segmentation, and outreach.
• Support contract management workflows and compliance with stipulated processes.

Own and Optimize GTM Systems

• Manage our HubSpot CRM, ensuring it accurately reflects our GTM reality (lifecycle stages, lead sources, ICP fit, attribution, etc.).
• Manage and optimize integrations with tools such as Chargebee, Gong, and Salesloft.
• Reduce tech debt and automate workflows where possible to enhance efficiency.

Enable Operational Excellence

• Drive regular performance reviews with GTM leaders and translate insights into business actions.
• Document RevOps playbooks and train teams on process and tooling best practices.
• Act as the connective tissue across functions, bridging strategy, systems, and execution.

Requirements

• 6+ years of experience in Revenue Operations or Sales/Marketing Operations roles, preferably within high-growth B2B SaaS environments.
• Deep understanding of GTM funnels (leads, opportunities, accounts, renewals) and SaaS sales motions.
• Strong technical proficiency in Salesforce and HubSpot.
• Hands-on experience managing HubSpot is essential.
• Analytical mindset with a bias for action; adept at using data to identify problems and implement solutions.
• Excellent communication skills, with the ability to influence, challenge assumptions, and clarify complexity.
• Highly collaborative and process-driven, capable of influencing without direct authority.
• Proactive, organized, and eager to build from the ground up in a fast-paced environment.

Nice to Haves

• Experience scaling RevOps functions at a SaaS company in the $20M–$50M ARR range.
• Strong project management experience.
• Experience with SaaS financial modeling, quota setting, or sales compensation plan development.
• Experience working closely with Finance on revenue recognition and ARR calculations.

About Hive

At Hive, we’re all about creating moments that matter and helping event marketers connect with their biggest fans. Live events bring people together, and our industry-leading platform makes it easier than ever for promoters to build strong, lasting connections with their audiences. Our mission is simple: to help live events grow.