Revenue Operations Manager

Dusty Robotics•Mountain View, CA

9d•Onsite

About The Position

We're hiring a Revenue Operations Manager to build the operational backbone behind how Dusty sells, bills, and tracks revenue. You will own the systems, data, and processes that connect Marketing, Sales, Customer Success, and Finance, and bring rigor to forecasting and pipeline reporting as the business scales.

Requirements

4-7 years of experience in Revenue Operations, Sales Operations, or a closely related function, ideally at a B2B SaaS or technology/hardware company, with comfort working with asset and fleet data (equipment records, deployments, utilization) alongside standard subscription revenue mechanics.
Experience with usage-based or consumption-based billing models.
Hands-on CRM administration experience (Salesforce strongly preferred); comfort configuring workflows, reports, and dashboards without heavy reliance on engineering support.
Strong Excel/Sheets skills and general fluency with data comfortable pulling, cleaning, and interpreting data from multiple systems.
SQL proficiency comfortable querying the data warehouse directly.
Proven ability to use Claude and Claude Skills to build and maintain automated recurring reporting and analysis, and to bring AI-driven insight into how Sales, CS, and Finance operate. As we shift to AI-first operations, this is core to the role, not a nice-to-have.
Experience supporting forecasting, pipeline management, or quarterly business reviews.
Clear, structured communicator who can translate messy processes into clean systems and explain data to non-technical stakeholders.
Comfortable operating with a fair amount of ambiguity and iterating on a process with different teams.
Bachelor's degree or equivalent practical experience.

Nice To Haves

Experience at an early-stage or growth-stage startup where you had to build process from scratch.
Exposure to construction, industrial, or hardware/robotics businesses.
Familiarity with billing/CPQ tools and commission-management platforms.
Experience in HubSpot, Gong, Celigo (or other iPaaS softwares), Clay.

Responsibilities

Administer and continuously improve Salesforce, HubSpot, Gong, NetSuite, Samsara and WorkRamp (all tied to Databricks): configuration, integrations, data flow between Sales, CS, Billing, and Finance systems.
Own the Salesforce to Databricks (Fivetran) sync, including field coverage and active monitoring for silent sync failures.
Own the definition layer. Maintain canonical metric and object definitions in the Rev Ops documentation so downstream reports and tools inherit them automatically.
Own the accuracy of pipeline, bookings, and usage data; build and maintain dashboards and reports that give Sales, CS, and leadership a reliable view of performance.
Partner with Customer Success, Sales and Finance on pipeline reviews and revenue forecasting; bring structure and consistent definitions to how forecasts are built and tracked. Build and own forecasting infrastructure for CS revenue streams: renewals, expansion, and non-renewal categories (Professional Services, surges, conversions, prepaid days).
Support and streamline the process from quote/contract through order, provisioning, and billing including robot deployment scheduling, contract start dates, and utilization tracking as revenue-timing inputs, especially as usage-based and project-based revenue coexist.
Implement, instrument, and maintain the sales and customer success processes in the CRM. Own stage definitions and exit criteria, the validation and field requirements that gate stage progression, and the deal hygiene standards that make pipeline reporting trustworthy. Keep the Rules of Engagement and process documentation current and discoverable, and retire superseded versions.
Design and administer commission plans, calculations, and payout processes in partnership with Finance, Sales, Sales Development, and Customer Success leadership, including AM-specific structures (renewal- and expansion-based comp) distinct from new-logo sales compensation.
Act as the connective tissue between Sales, Customer Success, Marketing, and Finance on anything revenue-related, a go-to resource for “what does the data say” and “how should this process work.”
Analyze pipeline, conversion, retention, and usage trends; surface insights that inform go-to-market decisions.