Revenue Operations Manager
Reports to: Chief Commercial Officer
Location: UK, France, Netherlands, Belgium, Germany, Austria, Spain, Finland, USA. Some travel to our offices will be required from time-to-time
You must have the right to work in one of the above countries in order to be considered for the role.
💼 About the role
Here at PQShield we are at the forefront of Post-Quantum Cryptography that is changing how the world operates. We’ve helped shape all of the international PQC NIST standards, and we were the first cybersecurity company to develop quantum-safe cryptography on chips, in applications, and in the cloud.
PQShield is seeking an analytical Revenue Operations Manager to own our GTM systems, data, and processes across Sales, Marketing, Partnerships, and Account Management.
Beyond CRM administration, you will manage the end-to-end revenue engine including prospecting, lead qualification, pipeline progression, forecasting, and GTM tools and automation.
The ideal candidate brings deep HubSpot expertise, a strong understanding of B2B GTM stacks, and hands-on experience leveraging AI for prospect research and revenue workflow automation.
You will partner across cross-functional leadership to build a scalable, data-driven revenue operation.
⚒️ What you’ll be doing
Revenue Systems & GTM Tech Stack
- Administer and optimize HubSpot as the central system for all revenue activities.
- Manage the GTM tech stack, including enrichment tools, automation platforms, integrations, vendor relationships, and budgets.
- Maintain CRM structures for accounts, contacts, deals, pipelines, and lead stages.
- Ensure data quality, deduplication, and accuracy across systems.
- Integrate web forms, landing pages, and campaigns with HubSpot and third-party tools.
- Evolve the tech stack as the company scales.
AI-Powered Lead & Account Intelligence
- Develop processes for identifying and enriching target accounts and contacts using platforms such as LinkedIn Sales Navigator, ZoomInfo, Apollo, Clearbit, 6sense, Clay, or similar.
- Use AI to research companies, identify buying personas, discover relevant contacts, and enrich account records.
- Build automated workflows that combine CRM data with external data sources and AI-generated intelligence.
- Monitor target accounts for buying signals such as new executives, funding events, acquisitions, product announcements, and hiring activity.
- Use AI to summarize account intelligence and surface actionable insights for sales and marketing.
- Continuously evaluate new AI tools that can improve prospecting productivity and data quality.
Full-Funnel Process Design
- Own the full revenue lifecycle, from lead qualification to opportunity close and expansion.
- Define cross-functional lifecycle stages, handoffs, and SLAs for Marketing, Sales, and Partnerships.
- Establish sales stages and exit criteria with sales leadership.
- Create repeatable workflows across all lead sources and account tiers.
- Support account segmentation, territory design, and contact mapping.
- Track multi-stakeholder engagement across target enterprise accounts.
- Track contracts, renewals, and expansion to maintain post-sale visibility in the CRM.
- Eliminate operational bottlenecks and automate repetitive workflows.
- Maintain documentation and training for revenue processes and tooling.
Forecasting, Planning & Analytics
- Lead the forecasting cadence, pipeline reviews, and forecast roll-ups for leadership.
- Drive annual/quarterly planning for quotas, targets, capacity models, and territories.
- Partner with Finance on bookings, revenue reporting, and commissions.
- Build executive dashboards to track key metrics:
- Pipeline creation, coverage, and velocity
- Full-funnel conversion from lead to closed revenue
- Marketing-sourced and influenced pipeline
- Source and campaign attribution
- Account and contact engagement
- Sales and partner activity
- Forecast accuracy and revenue performance
- Renewals and expansion
- Define consistent revenue metrics across Sales, Marketing, and Finance.
- Identify key revenue trends, risks, and performance anomalies.
Marketing Operations & Website
- Own the connection between the corporate website and HubSpot, ensuring forms, landing pages, CTAs, tracking, and conversion events are captured correctly.
- Build the attribution model that shows which content, campaigns, channels, and website activity generate qualified pipeline and revenue.
🎯 Required Skills And Qualifications
- 4–8+ years of experience in Revenue Operations, Sales Operations, Marketing Operations, or a closely related role, ideally with exposure to both sales and marketing sides of the funnel.
- Deep hands-on experience administering and optimizing HubSpot, including CRM, Marketing Hub, and Sales Hub.
- Experience owning forecasting, pipeline management, and executive reporting.
- Demonstrated experience with B2B lead generation, contact enrichment, and account intelligence.
- Experience with LinkedIn, ZoomInfo, Apollo, or similar data platforms.
- Practical experience using AI tools to automate revenue operations, prospect research, enrichment, or data workflows.
- Highly analytical with rigorous attention to data quality.
- Comfortable in a startup environment where you will build processes rather than inherit them.
- Strong communication skills and the credibility to work directly with sales, marketing, finance, and executive leadership.
👍 Preferred Skills And Qualifications
- Experience with Clay, ChatGPT, Claude, Gemini, 6sense, Clearbit, or similar AI/data platforms.
- Experience building AI-powered enrichment or prospecting workflows.
- Experience with account-based marketing and strategic-account mapping.
- Experience supporting a global GTM organization across multiple regions.
🏆Some of the perks of working with us:
- A competitive compensation package.
- Share options.
- A remote first company. You will work from home most of the time, but will need to join us in the office for planning sessions and key meetings as required.
- Travel for customer meetings and marketing events as needed.
- Health insurance.
- Generous PTO and holiday package.
- Company contributions towards 401K.
- …and other great benefits.
If you enjoy working as part of a technology company, value the security of our daily digital lives, and love solving hard problems - then we’d love to hear from you.
PQShield is an Equal Employment Opportunity employer. We’re passionate about talent and proud to foster an inclusive environment; all applicants will be considered regardless of their gender identity, ethnicity, sexual orientation, disability, and age.
PQShield is an Equal Employment Opportunity employer. We’re passionate about talent and proud to foster an inclusive environment; all applicants will be considered regardless of their gender identity, ethnicity, sexual orientation, disability, and age.
