About Astelia
Astelia is redefining vulnerability and exposure management by focusing on what actually matters: reachability. We help enterprises prioritize and remediate the small percentage of vulnerabilities that can truly be exploited, reducing noise and accelerating real outcomes.
About the Role
Astelia is seeking a Revenue Operations Manager to build and scale our global go to market operating system. This is a hands on individual contributor role with responsibility across Sales, Marketing, SDR, and Channel and Alliances.
The ideal candidate is a builder with strong systems, analytics, and process design experience who can operate independently and drive measurable impact on pipeline, forecasting, and revenue performance.
Key Responsibilities
GTM Operations
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Design, implement, and optimize end to end revenue processes across the funnel from lead to opportunity to close to expansion and partner revenue
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Align Sales, Marketing, SDR, and Channel teams around shared definitions, KPIs, and workflows
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Support enterprise sales motions including POV and POC driven deal cycles
Systems and Tools
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Own and manage the GTM tech stack including HubSpot, Gong, and Swan
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Ensure data accuracy, system integrity, and proper integration across tools
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Build and maintain dashboards and reporting that leadership can rely on
Pipeline Management and Forecasting
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Monitor pipeline health, coverage, and conversion rates
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Support and improve forecasting accuracy using structured methodologies such as MEDDPICC
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Identify bottlenecks and implement process improvements to increase velocity and win rates
Marketing and SDR Operations
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Define and manage MQL to SQL to Opportunity processes
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Optimize lead routing, scoring, and speed to lead
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Track and improve SDR performance and pipeline generation
Channel and Alliances Operations
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Implement partner pipeline tracking and attribution
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Support co sell motions and partner sourced revenue reporting
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Provide visibility into sourced versus influenced pipeline
AI and Automation
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Implement automation and AI driven workflows across the GTM funnel
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Improve efficiency in lead management, deal inspection, and forecasting
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Reduce manual processes through system driven execution
Requirements:
Qualifications
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3 to 7 years of experience in Revenue Operations or Sales Operations within B2B SaaS
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Hands on experience with HubSpot is required
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Experience with Gong and or Swan is preferred
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Experience supporting Sales, Marketing, and SDR functions with Channel or Alliances experience as a plus
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Strong analytical and problem solving skills with experience in funnel metrics and reporting
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Familiarity with enterprise sales processes such as MEDDPICC and POV or POC cycles
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Experience in cybersecurity or a related technical industry is preferred
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Ability to operate in a fast paced, early stage environment with minimal structure
Performance Expectations
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Establish reliable pipeline visibility and reporting within the first 90 days
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Improve conversion rates and pipeline efficiency within the first 6 months
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Deliver consistent and accurate forecasting
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Increase SDR and partner sourced pipeline contribution
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Implement scalable processes and automation across GTM
Company:
Astelia
