Revenue Operations Manager

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