Sales / Revenue Operations Specialist - Hubspot

This is a 100% remote position based anywhere in the US except the following states which we cannot hire in: CA, DC, MT, HI, or NY. Compensation is Base Salary + 30% Bonus. Our client is looking for a Sales / Revenue Operations Specialist with strong Hubspot experience to join our growing team. We are a healthcare technology company leveraging proprietary Artificial Intelligence (AI) solutions to improve the lives of healthcare providers. This role is needed to help build, maintain, and optimize the systems and processes that enable our go-to-market teams to work efficiently and effectively. You'll focus on key areas such as data/lead management, reporting, process improvement, sales tool management, and territory management to ensure all revenue-generating teams are aligned and empowered to meet and exceed their goals. Experience with Self-Serve and Product-Led Growth (PLG) strategies is highly preferred.

Responsibilities

• Deliver optimized outbound leads to the SDR and Sales teams, ensuring leads are properly scored and prioritized for the highest conversion rates.
• Assist in managing and optimizing Hubspot CRM and other sales/marketing tools to ensure accurate data collection, automation, and streamlined workflows.
• Work closely with sales leadership to set up and enforce rules of engagement for territory/account management, ensuring automation in the CRM aligns with these rules for SMB and Mid-Market (MM) teams. Enterprise will use geographical territories.
• Implement and manage lead scoring models, lead routing, and automation rules to ensure maximum efficiency and alignment with sales leadership directives.
• Ensure HubSpot instance is optimized for the sales team’s workflows, including setting up features like Leads, Products, and Contracts.
• Contribute to the development and execution of Self-Serve or PLG strategies, ensuring the company’s systems and operations support a seamless customer journey from trial to purchase.
• Create and maintain dashboards and reports that provide visibility into key performance metrics such as pipeline health, conversion rates, sales velocity, and customer retention.
• Analyze revenue data to provide insights that support decision-making across the organization.
• Support forecasting and budgeting efforts by providing historical trends and scenario analyses.
• Identify inefficiencies in current revenue operations processes and implement scalable solutions that improve workflow and productivity.
• Develop and enforce best practices around data hygiene, pipeline management, and reporting accuracy.
• Collaborate with sales leaders to optimize sales processes and enhance rep productivity by ensuring that they have the right tools, resources, and systems in place.

Minimum Requirements

• 2-4 years of experience in revenue operations, sales operations, marketing operations, or a related role in a SaaS environment.
• Strong proficiency with CRM platforms (e.g., HubSpot, Salesforce) and marketing automation tools.
• Experience setting up and optimizing CRM workflows, lead scoring, product management, and contract automation.
• Experience with Self-Serve or Product-Led Growth (PLG) strategies is highly preferred.
• Understanding of territory/account management, especially with non-geographic rules of engagement for SMB/MM and geographic-based territories for Enterprise.
• Demonstrated experience in building reports and dashboards, with strong analytical skills.
• Understanding of B2B sales processes, lead lifecycle management, and go-to-market strategies.
• Ability to manage multiple projects simultaneously and prioritize tasks in a fast-paced environment.
• Strong communication skills with the ability to collaborate across teams.
• Detail-oriented with a passion for driving continuous process improvement.

Preferred

• Experience with data visualization tools (e.g., Looker, Tableau).
• Knowledge of SQL or other data querying languages is a plus.
• Familiarity with revenue intelligence tools (e.g., Gong, Clari) is a bonus.

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