Revenue Operations Specialist

The Revenue Operations Specialist is a full-time, exempt, role that reports to the Director of Professional Learning & Customer Success in the Professional Learning department. 

The Revenue Operations Specialist has the overall responsibility for optimizing the systems, processes, and data that support the organization’s revenue-generating functions. The Revenue Operations Specialist ensures alignment across sales, marketing, and customer success by maintaining clean data, improving workflows, and providing accurate reporting and insights. This role supports strategic growth by managing CRM tools, analyzing revenue performance, and implementing scalable operational solutions. 

Starting Pay Expectation:
Our anticipated hiring range for this position is $41.41 – $45.00 per hour.
Final offer amounts are determined based on the candidate's specific qualifications and years of relevant experience. This starting range ensures internal pay equity across our current team while allowing for future salary growth as you gain experience in the role.

Essential Duties and Responsibilities

1. Optimize Revenue Systems and Processes

• Manage and improve the performance, usability, and reliability of CRM and revenue-related systems.
• Maintain data hygiene, deduplication, and data governance standards.
• Identify, diagnose & troubleshoot issues in CRM workflows, automations, and integrations.
• Create dashboards and reports that provide visibility into pipeline, forecasting, and performance metrics. 
• Define and enforce as necessary: deal stage definitions, required fields, and exit criteria to ensure consistent pipeline discipline and audit-ready data.
• Develop and advise on HubSpot best practices for sales, marketing, and customer success teams. 
• Analyze system usage to recommend improvements that increase efficiency and accuracy.
• Compile, write, and distribute technical documentation, including system process specifications and SOPs.

2. Translate Revenue Team Needs into Actionable Insights

• Gather and prioritize operational needs from sales, marketing, and customer success.
• Translate business requirements into clear workflows, automation rules, and system configurations.
• Reconcile feedback from multiple stakeholders into cohesive, feasible solutions.
• Develop documentation including process maps, user guides, training materials, and release notes.
• Translate pipeline, lifecycle, and performance data into actionable insights that improve conversion, onboarding effectiveness, retention, and expansion.
• Facilitate communication between non-technical stakeholders and developers to ensure project alignment.

3. Identify and Implement Scalable Revenue Technology Solutions

• Evaluate opportunities for new system implementations, upgrades, or integrations.
• Conduct cost-benefit and build-vs-buy analysis to support decision-making.
• Support the design and optimization of lead routing, scoring, and lifecycle processes.
• Research and compare revenue tools and provide clear recommendations.
• Estimate and monitor the ROI of proposed improvements to revenue operations.
• Implement and maintain automation that supports pipeline management, renewal tracking, forecasting inputs, and reduces manual work across the revenue lifecycle.

4. Maintain and Evolve the Revenue Systems Ecosystem

• Ensure cohesion and long-term sustainability across CRM, marketing automation, and customer success tools.
• Define and document data flows between revenue systems.
• Evaluate existing workflows and integrations to identify opportunities for increased efficiency.
• Track adoption, compliance, and outcomes of revenue system updates.
• Develop guides and resources to support onboarding and process consistency.
• Monitor system health and proactively address areas needing optimization.
• Enhance and operationalize forecasting processes, including data inputs, reporting structure, and ongoing accuracy improvements.

5. Develop training and support for Marketing, Sales and Customer Success 

• Compile issues and determine new, more efficient procedures to solve for root cause problems not just symptoms.
• Develop training and processes for the revenue teams consistently use the systems as designed.
• Drive adoption and accountability by ensuring teams follow defined processes, maintain data standards, and consistently use the system as designed.
• Establish and reinforce operating standards (e.g., pipeline updates, deal hygiene, lifecycle management) through training, documentation, and ongoing enforcement.

Additional responsibilities aligned with the needs of the organization.

Your Background and Expertise 

To thrive in this role, an individual must be able to perform each essential duty and responsibility satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• Education and/or Experience: Bachelor's Degree in Business Administration, Finance, Marketing, Data Analytics, or a related field is required. Equivalent work experience may be considered in place of formal education. The ideal candidate has 2+ years of experience in revenue operations, sales operations, or a related role, preferably within a SaaS or high-growth technology environment. Candidates should have experience supporting go-to-market teams, managing or optimizing CRM platforms (such as Salesforce or HubSpot), and working cross-functionally with Sales, Marketing, and Customer Success stakeholders.

Preferred Qualifications:

• Experience working with cross-functional teams including marketing, customer acquisition, and customer success teams..
• Hands-on experience with HubSpot CRM administration, including workflows, pipelines, lifecycle stages, and reporting (HubSpot certification preferred).
• Experience building and maintaining Tableau dashboards and reports to visualize revenue metrics, pipeline performance, and customer health data for go-to-market stakeholders is preferred.
• Experience supporting sales, customer success in a SaaS environment or revenue teams with CRM-driven processes, reporting, and pipeline management is strongly preferred.
• Experience working with data models, property definitions, and lifecycle stage configuration is preferred.
• Understanding of lead lifecycle, funnel stages, and revenue metrics, including onboarding, renewal, and expansion processes.
• Ability to build dashboards and reports for revenue teams, including pipeline health, forecasting, retention, and expansion metrics (NRR, GRR, etc)
• Knowledge of sales processes, marketing operations, or customer success workflows, with an understanding of end-to-end revenue lifecycle management.
• Experience with data hygiene, enrichment, and governance, including enforcing required fields, stage definitions, and audit-ready pipeline standards. 
• Familiarity with revenue forecasting methodologies, including pipeline validation, input management, and forecast accuracy improvement.
• Strong communication and presentation skills, including experience creating process documentation, training materials, or change management resources.
• Ability to drive adoption and accountability for CRM usage, including training users and reinforcing process adherence across teams.
• Experience translating business requirements into CRM workflows, automation, and scalable operational processes.

Your Well-Being at Work 

Benefits Overview: CPM offers a comprehensive benefits package designed to support employee well-being and financial security:

• Medical: Covers full premiums for employees and partial for dependent(s). Includes a High-Deductible Health Plan paired with a Health Savings Account (HSA), featuring fixed contributions per pay period into employee HSA accounts. 
• Dental and Vision: Covers part of dental and vision premiums for employees. 
• Life and Disability Insurance: Fully covers term life insurance and long-term disability insurance. Employees may opt for short-term disability coverage through post-tax payroll deductions.
• Accident, Critical Illness and Hospital Indemnity: We offer multiple plans that employees can choose from to fit their needs, including accident, critical illness, and hospital indemnity plans offered by Cigna. 
• Health and Flexible Savings Accounts (HSA/FSA): Includes employer contributions to HSA, with voluntary employee funding options. FSA provides pre-tax deduction benefits for eligible expenses funded by the employee.
• Paid Leave: Generous sick leave is provided to all employees; personal leave provided to full-time employees only. Volunteerism leave is accessible to full-time employees after completing one year of service. 
• Paid Parental Leave: This benefit provides generous paid leave to eligible employees following the birth, adoption, or placement of a child.
• Holidays: Includes office closures for major holidays and includes a winter break from December 22 to January 4.
• Retirement Savings: Matches employee 401(k) contributions up to 5% once eligibility requirements are met.
• Phone/Internet Reimbursement: Offers a flat reimbursement for employee phone/internet expenses.
• The Extras: Provides additional perks, such as discounts and services for laser vision correction, hearing aids, EAP, teeth whitening, travel assistance, will preparation, legal document drafting, and identity theft awareness and prevention.