RevOps Manager

RevOps Manager (On-site - Chiang Mai)

The RevOps Manager is responsible for designing, optimizing, and scaling the systems, processes, and insights that drive revenue across Sales, Marketing, Partnerships, and Customer Success.

This role goes beyond managing tools or reporting on performance. You will take a proactive, insight-led approach to identifying opportunities for growth, improving retention, and increasing acquisition efficiency.

You will act as an internal auditor of the business—continuously assessing how each team contributes to revenue, identifying gaps, and providing clear, actionable recommendations to improve performance.

You will work closely with a Data Analyst and a CRM Specialist, alongside cross-functional teams, to ensure decisions are grounded in accurate data and translated into measurable revenue outcomes.

Key Responsibilities:

Revenue Strategy & Commercial Insight

• Proactively identify opportunities to improve revenue across acquisition, conversion, and retention
• Translate data into clear insights and recommendations that drive measurable business impact
• Highlight risks, inefficiencies, and missed opportunities across the revenue funnel
• Partner with leadership to align operational execution with revenue goals

Internal Audit & Revenue Optimization

• Act as an internal auditor across Sales, Marketing, Support, and Product
• Continuously assess how each team contributes to revenue outcomes
• Identify gaps between activity and impact, and recommend improvements
• Provide regular, structured insights and advice to leadership and teams on how to improve performance

CRM Ownership & Pipeline Architecture

• Own and evolve HubSpot as the single source of truth for revenue data
• Design pipeline stages, lifecycle stages, and deal structures aligned with how the business sells
• Ensure accurate tracking of leads, opportunities, and revenue attribution

Lead Management & Conversion Optimization

• Define and optimize lead routing, SLAs, and handover processes between teams
• Implement and refine lead scoring models based on real performance data
• Improve conversion across the funnel (MQL → SQL → Closed Won)

Revenue Analytics & Forecasting

• Work closely with the Data Analyst to define key metrics and reporting frameworks
• Build dashboards that clearly show pipeline health, conversion rates, and revenue performance
• Provide regular insights on what is driving or blocking revenue
• Support forecasting by identifying trends, risks, and gaps early

CRO & Experimentation (Conversion Rate Optimization)

• Collaborate closely with a CRO Specialist to identify opportunities to improve website and funnel conversion
• Bring proactive ideas, data-backed insights, and hypotheses into weekly CRO meetings for discussion and prioritization
• Translate insights into clear test ideas (e.g. landing pages, messaging, pricing presentation, onboarding flows)
• Following alignment, work directly with the design and web development teams to implement and launch experiments
• Track results and iterate based on performance, contributing to continuous funnel improvement

Systems & Automation

• Work alongside the CRM Specialist to manage and improve the revenue tech stack
• Design automation that increases speed, consistency, and scalability
• Ensure systems are integrated and aligned with business workflows

Pricing, Packaging & Commercial Operations

• Support pricing and packaging decisions with data and analysis
• Ensure SKU, pricing, and licensing updates are accurately reflected across systems
• Identify opportunities to improve monetization and reduce friction in the buying process

Cross-functional Alignment

• Act as the central connector between Sales, Marketing, Support, Product, and Partnerships
• Ensure alignment on definitions, processes, and goals
• Reduce friction between teams that impacts revenue

Training, Documentation & Enablement

• Create SOPs, playbooks, and documentation for revenue processes
• Train teams to effectively use systems and follow best practices
• Drive adoption and consistency across the organisation

Data Integrity & Governance

• Ensure clean, accurate, and structured data across all systems
• Define and enforce data standards
• Enable leadership to confidently use data for decision-making

Team & Collaboration Structure

• Work closely with:
• A Data Analyst (insights, reporting, forecasting)
• A CRM Specialist (systems, automation, execution)
• A CRO Specialist (conversion optimization and experimentation)
• Collaborate with Sales, Marketing, Support, Product, Design, and Engineering
• Act as the bridge between data, systems, and revenue outcomes

KPIs & Performance Metrics

You will be measured on your ability to improve revenue performance through systems, insights, and execution.

Pipeline & Conversion

• Increase MQL → SQL conversion rate by 15–25% within 6 months
• Improve SQL → Closed Won conversion rate by 10–20%
• Reduce average sales cycle length by 15%

Revenue Efficiency

• Improve pipeline velocity (time from first touch to close) by 20%
• Increase revenue per lead through improved qualification and routing
• Identify and resolve at least 2–3 major funnel bottlenecks within the first 6 months

Acquisition & Retention Impact

• Improve trial-to-paid or lead-to-customer conversion rates by 15%+
• Contribute to measurable improvements in customer retention and expansion opportunities

CRO & Experimentation

• Deliver and launch a consistent pipeline of CRO experiments (minimum 2–4 per month)
• Achieve measurable improvements in landing page or funnel conversion rates
• Demonstrate clear learnings and iteration cycles from experiments Data & Reporting
• Maintain >95% CRM data accuracy across key pipeline fields
• Deliver weekly and monthly revenue insights used by leadership for decision-making
• Ensure full visibility across the revenue funnel with reliable dashboards

Operational Excellence

• Improve lead response times and SLA adherence across teams
• Increase adoption and correct usage of CRM and revenue tools across teams
• Successfully implement and scale at least 2 major automation or process improvements

Qualifications

• 4–7+ years in Revenue Operations, Sales Operations, or Marketing Operations
• Strong experience with HubSpot
• Proven ability to identify opportunities and drive measurable revenue improvements
• Strong analytical thinking with the ability to turn data into action
• Experience working cross-functionally in a B2B SaaS environment
• Ability to operate both strategically and hands-on

Nice to have:

• Experience with CRO or working closely with design/web teams on experiments
• Experience with developer-focused or technical products
• Experience with partnerships, resellers, or affiliate channels
• Experience with pricing and packaging strategy