Senior Manager, Revenue Operations

EnergyHub; Springfield (VA); On-site; USD 150,000 - 180,000; Full time

Benefits offered by this job

100% employer-paid medical

401(k) with employer match

Flexible schedule

Citi Bike membership

Job summary

EnergyHub is seeking a Senior Manager of Revenue Operations to architect and operate the GTM engine, aligning Sales, Client Success, and Marketing to move faster and more efficiently.

You will own the Revenue Operating System, build scalable GTM systems, and provide leadership in data governance, automation, and integration with Finance. This is a player-coach role focused on high-impact process improvements.

Qualifications

• 8+ years in RevOps or Sales Ops in a high-growth B2B SaaS environment.
• Strong communicator: responsive, candid, clear in opinions, and collaborative.
• Deep technical expertise in Salesforce and modern billing/revenue engines (e.g., BillingPlatform).
• Strategic intuition for pricing changes and new product launches impacting multiple departments.
• Analytical rigor using metrics like LTV, CAC, NRR, and pipeline velocity.
• Builder mindset focused on automating manual tasks and building scalable systems.
• Client success mindset with strong cross-functional collaboration.

Responsibilities

• Design end-to-end Revenue Operating System from Lead to Renewal.
• Advise CRO and executives on pricing strategy, packaging, and deal structure.
• Lead the Deal Desk to coordinate approvals for complex, high-value deals.
• Move pipeline forecasting to proactive, data-driven models.
• Own roadmap and health of revenue tech stack (Salesforce, HubSpot, BillingPlatform).
• Automate workflows and ensure clean handoffs to Finance and Accounting.

Skills

RevOps leadership

Data-driven decisions

Cross-functional collaboration

Strategic thinking

Communication

Builder mindset

Client success focus

Tools

Salesforce

BillingPlatform

HubSpot

Job description

Why This Role Matters

EnergyHub’s vision is a carbon-free, distributed energy future. We help utilities and their customers integrate devices with the grid in ways that create flexibility, reliability, and real climate impact. This role is critical because our revenue operating system must support that complexity. The right person will help our teams move faster, serve clients better, make data-driven decisions, and build scalable systems that allow our clients to be heroes in their own organizations.

EnergyHub is looking for a Senior Managerof Revenue Operations to serve as the architect and operator of our GTM engine. This isn't just about managing tools; it’s about designing the end-to-end journey that allows our Sales, Client Success, and Marketing teams to move faster and more efficiently.

You will own the "Revenue Operating System"— you will build scalable GTM systems, improve revenue visibility, strengthen deal and pricing operations, automate manual workflows, and create reliable handoffs to Finance and Accounting. This is the blend of strategy, data, and technology that powers our growth. We need a systems-thinker who can look at a complex commercial strategy and build the automated infrastructure to support it. This is a leadership role for a player-coach who thrives on building scalable processes that eliminate friction for front-line teams while providing total visibility to leadership.

Main Responsibilities

GTM Strategy & Revenue Visibility

• Revenue Lifecycle Design: Architect the end-to-end journey from Lead to Renewal. Identify friction points and design solutions to accelerate deal velocity.
• Commercial Strategic Partner: Serve as a key advisor to the CRO and executive leadership on pricing strategy, packaging, and deal structuring. Ensure our GTM machine is ready to operationalize new product innovations.
• Deal Desk Excellence: Lead the Deal Desk function, coordinating approvals across departments to ensure complex, high-value deals are structured for success—balancing commercial flexibility with long-term operational scalability.
• Forecasting & Intelligence: Move pipeline forecasting from manual, reactive exercises to proactive, data-driven models. Partner with Sales/CS leadership to provide a clear view of business health and trajectory.

Systems Architecture & Integration

• Tech Stack Ownership: Own the roadmap, health, and evolution of our revenue tech stack (Salesforce, HubSpot, BillingPlatform). Ensure these systems provide a "single source of truth."
• Automated Quote-to-Cash: Design and optimize GTM workflows and business rules within BillingPlatform. Ensure complex contracts translate into clean, structured, and auditable handoffs to Finance and Accounting.
• Data Governance: Ensure high data integrity across all GTM tools. Design systems so that data captured from sales and client success is ready for Finance and Accounting to execute billing, reporting, and controls without "guessing."
• Automation at Scale: Constantly look for ways to move the organization away from manual spreadsheets and toward automated system logic, reducing the administrative burden on front-line teams.

Leadership & Cross-Functional Collaboration

• Team Development: Lead and mentor the RevOps team, prioritizing their work and aligning their growth with the company’s scaling needs.
• Cross-Functional Bridge: Act as the strategic connector between Sales, Client Success, Marketing, Product, Engineering, Finance, and Accounting to ensure every department is aligned on how revenue is generated and tracked.
• Values-Driven Operations: Use facts and domain understanding to make decisions that are best for clients and the long-term business. Communicate with candor, clarity, and respect, especially when there is disagreement.

What This Role Does Not Own

To ensure this role remains focused on building the GTM engine, we maintain clear boundaries with Finance and Accounting. This role owns the GTM systems, data structure, and commercial handoffs to Finance and Accounting.

This role does not own:

• ARR forecasting
• Revenue recognition
• Billing operations
• Accounting controls
• Audits
• Financial reporting
• Invoice creation, reconciliation and accuracy

Requirements

• Experience: 8+ years in RevOps or Sales Ops in a high-growth B2B SaaS environment, with significant experience managing teams and advising executive leadership.
• Communications: You should be a strong communicator: responsive, candid, clear in your opinions, and respectfully open when there is disagreement.
• Systems Mastery: You have deep technical expertise in Salesforce and modern billing/revenue engines (e.g., BillingPlatform). You design architecture; you don't just click buttons.
• Strategic Intuition: You understand how a change in pricing or a new product launch ripples through every department and have the foresight to build systems to handle it.
• Analytical Rigor: You should bring credibility and rigor, using facts, data, and domain understanding to make decisions that are best for clients, team members, and the long-term business. Comfortable with complex metrics like LTV, CAC, NRR, and pipeline velocity. You provide the "so what" behind the data.
• Builder Mindset: You are driven by building systems and automating manual tasks to make the revenue engine more powerful.
• Client Success: You should care deeply about client success and understand that systems and processes exist to help clients succeed, not just to create internal efficiency.
• Collaborative: You are highly collaborative, able to connect Sales, Client Success, Marketing, Product, Engineering, Finance, and Accounting in a way that improves the experience for clients and internal teams.

Please note that sponsorship of new applicants for employment authorization, or any other immigration-related support, is not available for this position at this time.

Why work for EnergyHub?

• Collaborate with outstanding people: Our employees work hard, do great work, and enjoy collaborating and learning from each other.
• Make an immediate impact: New employees can expect to be given real responsibility for bringing new technologies to the marketplace. You are empowered to perform as soon as you join the team!
• Gain well rounded experience: EnergyHub offers a diverse and dynamic environment where you will get the chance to work directly with executives and develop expertise across multiple areas of the business.
• Work with the latest technologies: You'll gain exposure to a broad spectrum of IoT, SaaS and machine learning obstacles, including distributed fault-tolerance, device control optimization, and process modeling to support scalable interaction with disparate downstream APIs.
• Be part of something important: Help create the future of how energy is produced and consumed. Make a positive impact on our climate.

About EnergyHub

EnergyHub empowers utilities and their customers to create a clean, distributed energy future. We help consumers turn their smart thermostats, EVs, batteries, and other products into virtual power plants that keep the grid stable and enable higher penetration of solar and wind power.

To learn more, visit energyhub.com.

Company Benefits

EnergyHub offers a generous benefits package including 100% paid medical for employees and a 401(k) with employer match. We offer a casual environment, the flexibility to set your own schedule, a fully stocked fridge and pantry, free Citi Bike membership, secure bike rack, gym subsidy, paid parental leave, and an education assistance program.

EnergyHub is an Equal Opportunity Employer

EOE, Including Disability/Vets. Reasonable accommodations are available for individuals with disabilities throughout the application process. If you are a person with a disability needing assistance with the application process, please contact [e-mail].

Notice To Third Party Agencies

EnergyHub understands the value of professional recruiting services. However, we are not accepting resumes from recruiters or employment agencies for this position. In the event we receive a resume or candidate referral for this position from a third-party recruiter or agency without a previously signed agreement, we reserve the right to pursue and hire those candidate(s) without any financial obligation to you.

Base Salary Range

The base salary range of this opportunity is listed below and is determined within a range based on factors including qualifications, location and experience. This allows opportunity for growth and development within the role. The base salary offered is part of a total compensation package.

$150,000 — $180,000 USD