Revenue Operations Manager

Totara is a global leader in flexible, open learning and talent development platforms, helping organisations around the world to unlock the power of learning. We sell primarily through direct sales in key markets and also via a global network of value-added resellers. We are scaling fast, and we need to ensure our commercial engine runs smoothly, efficiently, and in a data-driven way.

We are now hiring our first dedicated Revenue Operations Manager to help design, build, and optimise the systems, processes, and insights that drive growth across our channel, direct sales, customer success, and marketing teams globally.

Role Overview

This is a foundational role in Totara's commercial organisation. You will be both strategist and doer: setting up the core Revenue Operations infrastructure, processes, and reporting that enable predictable and scalable growth.

You'll partner with Sales, Channel, Marketing, and Customer Success to:

• Ensure data quality and visibility in HubSpot
• Work with our FP&A team to build a commercial reporting suite (pipeline, performance, forecasting)
• Streamline lead, opportunity, and renewal processes
• Support better decision-making through insights and analysis
  
• Create the backbone for a future Revenue Operations team that you will lead
  

Key Responsibilities:

Commercial Infrastructure & Systems

• Work closely with our Marketing Operations Manager to support the HubSpot CRM (sales, marketing, and partner management modules), ensuring data integrity, adoption, and optimisation.
• Implement scalable processes for lead management, opportunity tracking, forecasting, renewals, and upsell motions.
• Evaluate and recommend RevOps tech stack additions (e.g., enablement tools, forecasting tools, BI integrations).
• Lead change management and adoption of new processes/tools, ensuring frontline alignment and training of tech stack.

Data, Reporting & Insights

• Design and deliver dashboards and reports for CCO, senior leadership, and frontline managers.
• Provide analysis on pipeline health, conversion rates, sales velocity, partner performance, and churn risk.
• Drive a culture of data-informed decision-making.
• Own forecasting cadence and accuracy governance, ensure Sales and CPM's accountability in pipeline hygiene.

Process Design & Enablement

• Map and optimise the end-to-end revenue process across marketing, sales, channel, and customer success.
• Continue our existing work to standardise definitions and metrics (e.g., lead stages, opportunity stages, forecast categories).
• Work closely with FP&A to align pipeline reporting with revenue forecasting models.

Cross-Functional Partnering

• Collaborate with Marketing on lead scoring, campaign attribution, and funnel optimisation.
• Support Partner Management with channel reporting, partner tier tracking, and performance insights.
• Partner with Customer Success on renewal processes, churn analysis, and expansion tracking.

Requirements

• 4+ years in Revenue Operations, Sales Operations, or related roles in a SaaS or tech business (channel experience a plus).
• Hands-on expertise with HubSpot CRM (essential) - including custom reporting, automation, and integrations.
• Strong data and analytics skills; confident with tools like Excel/Google Sheets, BI dashboards, and CRM data structures.
• Experience implementing and optimising commercial processes in a high-growth environment.
• Proven ability to work cross-functionally and communicate with both senior leaders and frontline teams.

Mindset & Attributes

• Builder mentality - enjoys creating structure from a blank slate.
• Analytical but action-oriented - comfortable switching between strategic thinking and hands-on execution.
• Commercially savvy - understands the link between process, data, and revenue outcomes.
• Collaborative and persuasive - can get buy-in for new processes and tools.

What We Offer

• Opportunity to design and own the Revenue Operations function from the ground up.
• Work with a global, mission-driven SaaS company at a pivotal growth stage.
• Flexible hybrid working environment and supportive leadership.
• Great package, benefits, private healthcare
• Career progression - this role can evolve into a Head of Revenue Operations role as the team scales