Overstory · 1 day ago
Senior Manager, Revenue Operations
United States
Full-time
Remote
Senior Level
5+ years expOverstory is tackling the climate crisis by using cutting-edge technology to enhance the resilience of electrical grids. The Senior Manager of Revenue Operations will be responsible for building and scaling go-to-market operations across marketing, sales, and customer success, ensuring efficient commercial processes and data-driven decision-making.
AnalyticsArtificial Intelligence (AI)Big DataMachine LearningSoftware
Responsibilities
Drive alignment across GTM teams (Marketing, Sales, Customer Success) through shared KPIs, consistent definitions, and integrated processes and tools
Identify bottlenecks and design scalable processes to support rapid growth in our GTM motion
Partner with Finance to ensure consistent forecasting, revenue attribution, and territory design
Build and maintain executive dashboards covering pipeline, bookings, churn, and customer lifecycle and health metrics
Analyze data and provide actionable insights on GTM performance and recommend adjustments to strategy
Own and administer our CRM (HubSpot), including user management, data integrity, integrations, and process automation
Partner with GTM teams to design efficient lead, opportunity, and account management workflows
Evaluate, implement, and optimize RevOps tools (e.g., HubSpot, Intercom, Zoominfo, Dovetail, Gong and other sales enablement tools) to drive productivity
Develop and maintain robust forecasting to provide clear visibility into pipeline health, conversion and renewals rates, and revenue performance
Establish operating cadences and run GTM planning cycles: support pipeline reviews, deal reviews, account prioritization, territory design, quota setting and and deal velocity analysis to ensure targets are met
Own marketing operations, ensuring HubSpot automation, campaign attribution, and lead scoring models function seamlessly
Work with marketing to improve lead quality and implement processes to improve funnel conversion efficiency
Maintain dashboards and analytics to measure ROI on campaigns and channels
Qualification
Required
Expertise in HubSpot CRM (administration, automation, workflows, reporting)
Metrics fluency: Comfort with ABM KPIs (pipeline coverage, conversion rates, win rate, sales cycle, forecast accuracy; renewal/expansion)
Exposure to B2B business models, ideally in utilities, regulated industries, or account-based / sales-led growth environments
Strong analytical and problem-solving skills; highly data-driven with an eye for process optimization
Excellent communication and stakeholder management skills
Preferred
5-7 years of experience in revenue operations
Familiarity with additional systems (Salesforce, BI tools like Looker or Power BI, CPQ platforms)
Background in pricing operations, territory management, or customer success analytics
Understanding of revenue recognition and collaboration with finance team
Company
Overstory
Overstory is AI-powered grid resilience software that helps electric utilities prevent wildfires and power outages.
51-200 employees
Funding
Current Stage
Growth StageTotal Funding
$68.07MKey Investors
Blume EquityB CapitalConvective Capital
2025-11-25Series B· $43M
2023-10-19Series A· $14M
2022-11-10Seed· $5.2M
Leadership Team
Indra den Bakker
CEO & Co-founder
Recent News
2025-12-03
SiliconANGLE
2025-11-28
Company data provided by crunchbase