Astelia - Revenue Operations Manager

Team8

About The Position

Astelia is redefining vulnerability and exposure management by focusing on what actually matters: reachability. We help enterprises prioritize and remediate the small percentage of vulnerabilities that can truly be exploited, reducing noise and accelerating real outcomes. Astelia is seeking a Revenue Operations Manager to build and scale our global go to market operating system. This is a hands on individual contributor role with responsibility across Sales, Marketing, SDR, and Channel and Alliances. The ideal candidate is a builder with strong systems, analytics, and process design experience who can operate independently and drive measurable impact on pipeline, forecasting, and revenue performance. This role is designed to progress into Head of Revenue Operations based on performance and business impact.

Requirements

3 to 7 years of experience in Revenue Operations or Sales Operations within B2B SaaS
Hands on experience with HubSpot is required
Experience supporting Sales, Marketing, and SDR functions with Channel or Alliances experience as a plus
Strong analytical and problem solving skills with experience in funnel metrics and reporting
Familiarity with enterprise sales processes such as MEDDPICC and POV or POC cycles
Ability to operate in a fast paced, early stage environment with minimal structure

Nice To Haves

Experience with Gong and or Swan is preferred
Experience in cybersecurity or a related technical industry is preferred

Responsibilities

Design, implement, and optimize end to end revenue processes across the funnel from lead to opportunity to close to expansion and partner revenue
Align Sales, Marketing, SDR, and Channel teams around shared definitions, KPIs, and workflows
Support enterprise sales motions including POV and POC driven deal cycles
Own and manage the GTM tech stack including HubSpot, Gong, and Swan
Ensure data accuracy, system integrity, and proper integration across tools
Build and maintain dashboards and reporting that leadership can rely on
Monitor pipeline health, coverage, and conversion rates
Support and improve forecasting accuracy using structured methodologies such as MEDDPICC
Identify bottlenecks and implement process improvements to increase velocity and win rates
Define and manage MQL to SQL to Opportunity processes
Optimize lead routing, scoring, and speed to lead
Track and improve SDR performance and pipeline generation
Implement partner pipeline tracking and attribution
Support co sell motions and partner sourced revenue reporting
Provide visibility into sourced versus influenced pipeline
Implement automation and AI driven workflows across the GTM funnel
Improve efficiency in lead management, deal inspection, and forecasting
Reduce manual processes through system driven execution
Establish reliable pipeline visibility and reporting within the first 90 days
Improve conversion rates and pipeline efficiency within the first 6 months
Deliver consistent and accurate forecasting
Increase SDR and partner sourced pipeline contribution
Implement scalable processes and automation across GTM