Revenue Operations Manager

Digi International•,

About The Position

Particle by Digi, the OEM IoT platform within Digi International, is hiring a Revenue Operations Manager to own the commercial and revenue infrastructure supporting sales across new business, renewals, upsell, and self-service growth. This is an individual-contributor role, not a people-management position. The role drives impact through processes, systems, and insights built across Sales, Account Management, Growth Engineering, and Systems Engineering. While the CS Ops Manager owns day-to-day customer support, this position owns commercial economics and revenue infrastructure from quoting through renewal and expansion.

Requirements

At least 4 years of experience in revenue operations, sales operations, or business operations.
Hands-on experience administering a CRM such as HubSpot or Salesforce.
Strong analytical skills and experience building dashboards and reports in Tableau, Mode, or an equivalent business intelligence platform.
Track record of designing and improving cross-functional revenue processes and driving adoption without formal authority.
Data-driven, detail-oriented approach and ability to investigate specifics and work with diverse stakeholders.
Curiosity and a solutions-oriented mindset, proactively proposing creative fixes.
Excellent cross-functional communication skills and ability to influence Sales, Account Management, and Engineering stakeholders and navigate organizational boundaries.
Comfort moving between strategic planning and hands-on execution.
Bachelor's degree in Business, Finance, Analytics, or a related field, or equivalent practical experience.

Nice To Haves

Experience in B2B SaaS or a hardware-plus-subscription business.
Familiarity with CPQ or quoting tools.
Experience with subscription or usage-based billing platforms such as Stripe, and supporting renewal, upsell, or self-service/PLG pricing motions.

Responsibilities

Partner with Account Executives and Account Managers on quoting for new business, renewals, and upsell, and develop a proactive strategy to identify and mitigate churn risk before renewal.
Manage paid self-service accounts end to end, optimizing operational flows, pricing, and upgrade paths.
Co-own the HubSpot instance to support forecasting accuracy and broader sales operations, including pipeline stage governance, territory and account assignment, and quote-to-cash handoffs.
Work with Growth Engineering and Systems Engineering to create and maintain expansion and risk signals that surface growth and churn opportunities for Sales and Account Management teams.
Own quote-to-cash operations for commercial and self-service billing, including monthly Enterprise invoice review and Growth Plan usage-based billing; monitor usage daily, update Stripe subscriptions, and bill overages in arrears.
Support deal desk functions, including quoting, pricing exceptions, and approval workflows, and draft initial order forms for commercial deals before Deals Desk review.
Conduct win/loss and churn analysis to identify patterns in deals that close, expand, or churn, and translate insights into process or tooling improvements.
Design and maintain analytics and reporting dashboards that provide Sales, Account Management, and leadership with a single source of truth for pipeline health, forecast accuracy, expansion, and churn risk.
Evaluate, recommend, and help administer systems that support the revenue motion, including setting up and maintaining internal RevOps systems and tooling as the stack evolves.
Document processes and systems in runbooks so the revenue team can operate without depending on any one person.