Revenue Operations Manager (Sales)

Responsibilities

• GTM Systems & HubSpot Administration
• Own and optimize the full GTM tech stack (HubSpot, Apollo, Jiminny, Clay, Nook, and others)
• Design, build, and maintain HubSpot workflows, automation, and routing logic
• Proactively resolve system issues, inefficiencies, and data gaps
• Identify, select, and onboard new AI-powered GTM tools as the company scales
• Reporting & Analytics
• Deliver accurate, consistent reporting across pipeline, funnel, bookings, conversion, and GTM performance
• Partner with stakeholders to define metrics, KPIs, and reporting requirements
• Translate data into actionable insights for Sales, Marketing, and Leadership
• Data Hygiene & Process Design
• Maintain HubSpot as a clean, reliable source of truth across GTM teams
• Design scalable processes that grow with the business
• Drive operational excellence across the revenue org
• AI in the RevOps Function
• Make RevOps itself AI-native: rework data hygiene, reporting, and internal research workflows so the function operates at a higher leverage
• Partner with Sales, Marketing, and CS leadership to make their teams more AI-fluent, not just more AI-equipped
• GTM Compensation & Planning
• Sales compensation planning and administration, including quota and commission tracking
• Partner with Finance and Sales leadership to ensure compensation accuracy and transparency
• Model and analyze compensation plan changes
• Identify the drivers and incentives that shift AE behavior
• Account Executive Support
• Act as a trusted operational partner to AEs by resolving CRM issues and improving workflows
• Support lead/account routing, pipeline hygiene, and opportunity management
• Provide coaching and operational excellence to help AEs close deals faster
• Territory & Account Management
• Support territory design and management, including account segmentation and assignment
• Partner with Sales leadership on territory changes, coverage models, and capacity planning
• Ensure territories and account ownership are accurately reflected in HubSpot
• Pipeline & Forecasting
• Own pipeline hygiene standards and opportunity stage definitions
• Deliver accurate forecasting and pipeline reporting to Sales leadership
• AI in Sales Ops
• Redesign the day-to-day workflows that AE's run, embedding AI where it changes how the work gets done
• Deploy and tune conversation intelligence (e.g. Jiminny, Gong) so that call data flows back into coaching, deal inspection, and pipeline reviews
• Use AI to sharpen pipeline inspection and forecast accuracy: deal risk scoring, next-best-action prompts, automated hygiene checks
• Build AI-assisted enablement that helps AEs prep, follow up, and progress deals faster
• Evaluate AI for comp modelling, territory design, and q

Additional Information

🚀 We're on a mission to make real estate transactions smarter, faster, and friction-free. 🏢 Real estate is the world's largest asset class , yet the legal processes and tools behind it remain slow, manual, and underinvested. Lawyers must review dense documents line by line and piece together information across silos, all while clients demand faster, more transparent due diligence. 🤖 That's where we come in. Orbital Copilot is the AI assistant built exclusively for commercial real estate law. Developed with former practicing real estate lawyers, it accelerates complex due diligence by up to 70% while delivering legal-grade precision. 💰 We've just raised a $60m Series B to accelerate our UK/US expansion. 🤝 We're trusted by leading firms like Goodwin and BCLP to remove the busywork so legal teams can focus on what they do best: applying sharp legal judgment, delivering standout client service, and getting deals over the line faster. 💡 Working at Orbital means joining a team that's reimagining how real estate transactions get done - moving fast, working collaboratively, and giving people the ownership to make a real impact from day one. Role Overview You'll be one of two Revenue Operations Managers scaling our GTM engine. You'll own the shared core (HubSpot, reporting, stack, process) alongside your counterpart, and go deeper on sales operations , partnering directly with Sales leadership on compensation, territory, AE enablement, and forecasting. This is the revenue generation seat in our RevOps function: you'll be measured on how predictably and efficiently Stage 1 pipeline converts to closed revenue, and how reliably existing customers renew and expand. We're looking for T-shaped generalists : you should be comfortable across the full GTM motion, but bring real depth in sales operations. We're an AI company selling AI to law firms, and we expect the GTM engine to be just as AI-native as the product. This role is a key driver of that. We want someone who treats AI as a structural lever for how RevOps gets done, not a side project. This role is ideal for someone who has lived inside a sales org, knows how to make AEs more productive, and wants to keep building depth in sales ops while staying connected to the full GTM picture.

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