Revenue Operations Manager

Esper•Austin, TX

1d•Hybrid

About The Position

Esper was founded in 2018 with a mission to empower dynamic and responsive policymaking in government. We align existing data, stakeholders, and public policy goals to streamline the policymaking process at all levels of government. We imagine a world where policymaking is driven by data and insights from all stakeholders, transforming traditional bureaucracy into a dynamic and flexible system that encourages innovation and collaboration. As a fast-growing GovTech company, Esper is at the intersection of two powerful forces: the modernization of government operations and the transformative potential of data-driven decision-making. Our customer base is expanding rapidly, and we are building the team that will define how public policy is shaped for decades to come. The Revenue Operations Manager will unify and optimize operations across Sales, Professional Services, Customer Success and Marketing teams. You will design the processes, own the systems, and provide strategic insights that drive predictable revenue growth and organizational alignment, turning our growing go-to-market function into a scalable engine. As revenue operations manager, you will own the complete go-to-market operations framework, from lead generation to customer acquisition and through to customer retention and expansion. You will lead the development of comprehensive revenue analytics, unified reporting systems, and strategic planning processes that enable data-driven decision making across all revenue-generating functions. You will report to the Head of Finance and partner closely with Sales, Customer Success, Professional Services, Marketing and the CEO.

Requirements

6+ years in revenue operations, sales operations, PS operations, or business operations, with meaningful time across multiple GTM functions
B2B SaaS experience selling to mid-market or enterprise. Public sector or govtech is a plus
Deep HubSpot administration expertise and modern BI fluency
Track record of forecasting and reporting for leadership or Board of Directors
Systems thinker who communicates clearly for non-technical stakeholders
Comfortable being the most senior ops person in the room and rolling up your sleeves when the work calls for it.

Responsibilities

Sales Operations Pipeline integrity and forecasting – establish stage definitions and enforce hygiene standards to inform short and long term forecasting efforts
Territory and segment design - build the territory model to ensure comprehensive coverage
Sales tech stack ownership – Own the GTM systems - Fathom, Hubspot, Teamwork, Pursuit
Quota and compensation - Design and administer compensation plans across new logo, expansion, implementation and renewals
Professional Services Operations Resource planning and utilization - Forecast PS demand off the sales pipeline, allocate consultants and project managers across active engagements, track utilization, recoverability, and bench time
PS margin and pricing - Standardize SOWs, scope-of-work pricing, and change-order processes
Sales → PS → CS handoffs – You will own the connective tissue to ensure smooth customer hand off between functions
Revenue Operations Analytics and Reporting – Build comprehensive end-to-end analytics and dashboards to analyze performance across the entire funnel, and provide strategic insights to executive leadership
Pricing and packaging analytics - Inform pricing decisions with hard data on win rates, deal size, and competitive context
Systems architecture - Own the integration story across CRM, marketing, PS tooling, and BI
Strategic finance partnership - Partner with Finance on annual planning, scenario modeling, and the metrics that go to the board and to investors