Revenue Operations Manager

✨ Where do we hire from? Find out more about hiring at TestGorilla. This role is open for hiring in Spain and UK as an Employer of Records (EOR) as well.

About the role

As our Revenue Operations Manager, you will own and evolve the commercial GTM system of record across Sales, Marketing, and Customer Success.

This is a strategic RevOps role focused on modernising processes, improving efficiency, and enabling leadership to manage the business proactively. You are accountable for defining revenue rules, ensuring data integrity, and designing scalable GTM processes, not for day-to-day reporting or inspection.

You’ll be a key partner to GTM leadership on pricing changes, new motions, and strategic initiatives.

Responsibilities

• Own HubSpot and Gong architecture as GTM systems of record

• Design and modernise end-to-end GTM processes (Lead → Deal → Renewal → Expansion)

• Define and enforce SQO criteria, stage exit rules, and revenue governance

• Own forecasting mechanics and pipeline integrity

• Design complex, decision-grade reporting for Sales, Marketing, and CS

• Lead CRM change management and system rollouts

• Define and document commercial standards and definitions

• Identify and eliminate revenue leakage and inefficiencies

• Partner with GTM Engineer to automate and scale processes

• Support strategic GTM initiatives (pricing, new motions, tooling)

• Own the full commissions lifecycle, covering monthly calculations, commission letters, and performance reporting.

What you’ll bring

• Strong alignment with TestGorilla’s mission

• Hands-on experience with owning the full Revenue Operations remit

• Deep expertise in HubSpot (required)

• Experience owning forecasting, pipeline, and revenue governance

• Exposure to AI-assisted operational tooling

• Ability to think strategically and systemically

• Strong stakeholder management skills

• Comfort working in ambiguity and scaling environments

Bonus skills

• Experience supporting PLG or hybrid GTM motions

• Experience working with Sales, Marketing, and CS leadership

What’s in it for you?

Please note: Some specifics, particularly around leave, may vary depending on your country of residence. This will be discussed during the hiring process.

• Global Team: Join a fully remote, mission-driven team from around the world

• Competitive compensation: Receive a competitive pay of €54,840-€70,000 + Share Appreciation Rights

• Remote & flexible work: Work from almost anywhere*. Enjoy flexible hours and asynchronous work to balance work and life. * Check out the Countries we currently hire from here

• Remote work budget: €1,000 per year to help you set up your home office

• Growth & development: Invest in yourself and your career with a 3.5% L&D budget and clear growth opportunities

• Stimulating work environment: Tackle new challenges and work with innovative technology in a dynamic setting

• Connect with your team: Join optional fun virtual socials, AMAs with team members and leadership, and regular fun chats. Build a strong sense of community!

• TestGorilla community groups: Join peers to build community and boost opportunities for connection, advocacy, and professional development.

• Parent/Caregiver support: We provide a caregiver-friendly work environment with paid 8-16 week parental leave and tailored return-to-work approaches

• Work-life balance: Our unlimited and flexible time off policy empowers you to take the time you need to recharge and maintain your well-being

Interested?

We believe in using our own product to ensure fair and objective hiring. If this role aligns with your skills and aspirations, we invite you to complete one of our very own assessments. This will give you a firsthand experience of our platform and help us get to know you better. We look forward to hearing from you!

TestGorilla is committed to building a diverse and inclusive workplace. We believe that diverse teams are stronger teams, and we encourage applications from people of all backgrounds. We understand that some candidates may experience test anxiety, and we want to assure you that accommodations are available and can be requested prior to sitting our assessments. Your request will not negatively impact your application, as we do not factor this into our review process.