RevOps Manager

About the Role

RevOps Manager (On-site - Chiang Mai). Responsible for designing, optimizing, and scaling the systems, processes, and insights that drive revenue across Sales, Marketing, Partnerships, and Customer Success. This role takes an insight-led approach to identifying opportunities for growth, improving retention, and increasing acquisition efficiency, and acts as an internal auditor of how each team contributes to revenue.

Responsibilities

• Revenue Strategy & Commercial Insight: proactively identify opportunities to improve acquisition, conversion, and retention; translate data into clear insights and recommendations that drive measurable business impact; highlight risks, inefficiencies, and missed opportunities; 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.
• 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 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 show pipeline health, conversion rates, and revenue performance; provide regular insights on drivers and blockers; support forecasting by identifying trends, risks, and gaps early.
• CRO & Experimentation: collaborate with a CRO Specialist to identify opportunities to improve website and funnel conversion; bring data-backed hypotheses into CRO meetings; translate insights into test ideas (landing pages, messaging, pricing presentation, onboarding flows); work with design and web development to implement experiments; track results and iterate.
• Systems & Automation: work with the CRM Specialist to manage and improve the revenue tech stack; design automation to increase 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.
• 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), and a CRO Specialist (conversion optimization and experimentation).
• Collaborate with Sales, Marketing, Support, Product, Design, and Engineering and act as the bridge between data, systems, and revenue outcomes.

KPIs & Performance Metrics

• 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.
• CRO & Experimentation: deliver and launch a consistent pipeline of CRO experiments (minimum 2–4 per month) and 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; 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.