Revenue Operations Manager

✨ Where do we hire from? Find out more abouthiring at TestGorilla.This role is open for hiring in Spain and UK as an Employer of Records (EOR) as well.

About the role

As our Revenue Operations Manager, you will own and evolve the commercial GTM system of record across Sales, Marketing, and Customer Success.

This is a strategic RevOps role focused on modernising processes, improving efficiency, and enabling leadership to manage the business proactively. You are accountable for defining revenue rules, ensuring data integrity, and designing scalable GTM processes, not for day-to-day reporting or inspection.

You'll be a key partner to GTM leadership on pricing changes, new motions, and strategic initiatives.

Responsibilities
* Own HubSpot and Gong architecture as GTM systems of record
Own HubSpot and Gong architecture as GTM systems of record
* Design and modernise end-to-end GTM processes (Lead → Deal → Renewal → Expansion)
Design and modernise end-to-end GTM processes (Lead → Deal → Renewal → Expansion)
* Define and enforce SQO criteria, stage exit rules, and revenue governance
Define and enforce SQO criteria, stage exit rules, and revenue governance
* Own forecasting mechanics and pipeline integrity
Own forecasting mechanics and pipeline integrity
* Design complex, decision-grade reporting for Sales, Marketing, and CS
Design complex, decision-grade reporting for Sales, Marketing, and CS
* Lead CRM change management and system rollouts
Lead CRM change management and system rollouts
* Define and document commercial standards and definitions
Define and document commercial standards and definitions
* Identify and eliminate revenue leakage and inefficiencies
Identify and eliminate revenue leakage and inefficiencies
* Partner with GTM Engineer to automate and scale processes
Partner with GTM Engineer to automate and scale processes
* Support strategic GTM initiatives (pricing, new motions, tooling)
Support strategic GTM initiatives (pricing, new motions, tooling)
* Own the full commissions lifecycle, covering monthly calculations, commission letters, and performance reporting.
Own the full commissions lifecycle, covering monthly calculations, commission letters, and performance reporting.

What you'll bring
* Strong alignment with TestGorilla's mission
Strong alignment with TestGorilla's mission
* Hands-on experience with owning the full Revenue Operations remit
Hands-on experience with owning the full Revenue Operations remit
* Deep expertise in HubSpot (required)
Deep expertise in HubSpot (required)
* Experience owning forecasting, pipeline, and revenue governance
Experience owning forecasting, pipeline, and revenue governance
* Exposure to AI-assisted operational tooling
Exposure to AI-assisted operational tooling
* Ability to think strategically and systemically
Ability to think strategically and systemically
* Strong stakeholder management skills
Strong stakeholder management skills
* Comfort working in ambiguity and scaling environments
Comfort working in ambiguity and scaling environments

Bonus skills
* Experience supporting PLG or hybrid GTM motions
Experience supporting PLG or hybrid GTM motions
* Experience working with Sales, Marketing, and CS leadership
Experience working with Sales, Marketing, and CS leadership

What's in it for you?

Please note: Some specifics, particularly around leave, may vary depending on your country of residence. This will be discussed during the hiring process.
* Global Team: Join a fully remote, mission-driven team from around the world
Global Team: Join a fully remote, mission-driven team from around the world
* Competitive compensation: Receive a competitive pay of €54,840-€70,000 + Share Appreciation Rights
Competitive compensation: Receive a competitive pay of €54,840-€70,000 + Share Appreciation Rights
* Remote & flexible work: Work from almost anywhere*. Enjoy flexible hours and asynchronous work to balance work and life.* Check out the Countries we currently hire fromhere
Remote & flexible work: Work from almost anywhere*. Enjoy flexible hours and asynchronous work to balance work and life.* Check out the Countries we currently hire fromhere
* Remote work budget: €1,000 per year to help you set up your home office
Remote work budget: €1,000 per year to help you set up your home office
* Growth & development: Invest in yourself and your career with a 3.5% L&D budget and clear growth opportunities
Growth & development: Invest in yourself and your career with a 3.5% L&D budget and clear growth opportunities
* Stimulating work environment: Tackle new challenges and work with innovative technology in a dynamic setting
Stimulating work environment: Tackle new challenges and work with innovative technology in a dynamic setting
* Connect with your team: Join optional fun virtual socials, AMAs with team members and leadership, and regular fun chats. Build a strong sense of community!
Connect with your team: Join optional fun virtual socials, AMAs with team members a