Revenue Operations Manager

Dusty Robotics; Mountain View (CA); On-site; USD 130,000 - 190,000; Full time

Benefits offered by this job

Unlimited vacation policy

401k with employer match

Reasonable work hours

Flexible schedules

Job summary

Dusty Robotics, a Mountain View-based robotics company, seeks a Revenue Operations Manager to own systems, data, and processes that connect Marketing, Sales, CS, and Finance, and to bring rigor to forecasting and pipeline reporting as the business scales.

You will work on CRM automation, data integrity, and cross-functional partnerships, reporting to the VP of Finance and shaping the revenue backbone for the company.

Qualifications

• 4-7 years of experience in Revenue Operations, Sales Operations, or related function in B2B SaaS/tech hardware.
• Experience with usage-based or consumption-based billing models.
• Hands-on CRM administration experience (Salesforce preferred) and ability to configure workflows, reports, and dashboards without heavy engineering support.
• Strong Excel/Sheets skills and fluency in extracting and interpreting data from multiple systems.
• SQL proficiency and ability to query data warehouse directly.
• Experience using Claude for automated recurring reporting and AI-driven insights.
• Experience supporting forecasting, pipeline management, or quarterly business reviews.
• Bachelor's degree or equivalent practical experience.

Responsibilities

• Own systems and data that connect Marketing, Sales, CS, and Finance; manage configuration and integrations.
• Maintain data pipeline integrity from Salesforce to Databricks (Fivetran) and monitor for sync issues.
• Define canonical metrics and objects to ensure consistent downstream reporting.
• Create and maintain dashboards and reports for Sales, CS, and leadership to track performance.
• Partner with CS, Sales and Finance on pipeline reviews and revenue forecasting; build forecasting infrastructure for various revenue streams.
• Support quote-to-cash processes from contract to billing, including deployment scheduling and utilization tracking as inputs.

Skills

CRM Admin

SQL

Excel/Sheets

Data analysis

Forecasting

Cross-functional collaboration

Communication

Claude AI

Education

Bachelor's degree

Tools

Salesforce

HubSpot

Gong

NetSuite

Samsara

WorkRamp

Databricks

Fivetran

Job description

Dusty Robotics builds robot-powered construction tools. Our flagship product, FieldPrinter, is a mobile robot that prints full-scale building layouts directly onto concrete floors, bridging digital building models and the field crews who build from them. We're a Series B company of roughly 70 people at the intersection of robotics and construction technology.

About the role

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.

This role reports to the VP of Finance.

Location: Mountain View, CA

What you'll do

• Systems ownership. 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.
• Data pipeline integrity. Own the Salesforce to Databricks (Fivetran) sync, including field coverage and active monitoring for silent sync failures.
• Definitions layer. Own the definition layer. Maintain canonical metric and object definitions in the Rev Ops documentation so downstream reports and tools inherit them automatically.
• Data integrity & reporting. 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.
• Forecasting support. 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).
• Quote-to-cash. 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.
• Sales process design. 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.
• Compensation administration. 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.
• Cross-functional partnership. 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.”
• Analysis & insight. Analyze pipeline, conversion, retention, and usage trends; surface insights that inform go‑to‑market decisions.

Qualifications

• 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 have

• 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.

Why You Should Join:

In joining our team, you’ll become an important part of a small and fast‑growing company. We are daring to accomplish something big, do you want to be a critical part of Dusty’s success? We are deeply committed to our mission, and we believe in removing roadblocks that distract us from reaching our goals.

• unlimited vacation policy
• 401k with employer match
• reasonable work hours
• flexible schedules

Strong, effective teams are composed of people with a diverse set of backgrounds and experiences who bring a variety of perspectives to their work. We actively encourage applications from a diverse pool, including those from historically under‑represented groups such as women, people of color, people who identify LGBTQ, people with disabilities, and immigrants.

Our Code of Conduct:

Dusty Robotics exists to serve a wide variety of customers from all walks of life. We believe that our mission is best served in an environment that is friendly, safe, accepting, and free of intimidation or harassment. We do not tolerate abusive behavior.