Revenue Operations Manager

Overview

We're hiring at TestGorilla. This role is open for hiring in Spain and UK as an Employer of Records (EOR) as well.

Requirements

You will own and evolve the commercial GTM system of record across Sales, Marketing, and Customer Success. This is a strategic RevOps role focused on modernising processes, improving efficiency, and enabling leadership to manage the business proactively.

You are accountable for:

• Defining revenue rules, ensuring data integrity, and designing scalable GTM processes (not for day-to-day reporting or inspection)
• Owning HubSpot and Gong architecture as GTM systems of record
• Designing and modernising end-to-end GTM processes (Lead → Deal → Renewal → Expansion)
• Defining and enforcing SQO criteria, stage exit rules, and revenue governance
• Owning forecasting mechanics and pipeline integrity
• Designing complex, decision-grade reporting for Sales, Marketing, and CS
• Leading CRM change management and system rollouts
• Defining and documenting commercial standards and definitions
• Identifying and eliminating revenue leakage and inefficiencies
• Partnering with GTM Engineer to automate and scale processes
• Supporting strategic GTM initiatives (pricing, new motions, tooling)
• Owning the full commissions lifecycle, covering monthly calculations, commission letters, and performance reporting

What you'll bring:

• Strong alignment with TestGorilla's mission
• Hands-on experience with owning the full Revenue Operations remit
• Deep expertise in HubSpot (required)
• Experience owning forecasting, pipeline, and revenue governance
• Exposure to AI-assisted operational tooling
• Ability to think strategically and systemically
• Strong stakeholder management skills
• Comfort working in ambiguity and scaling environments
• Experience with PLG or hybrid GTM motions
• Experience working with Sales, Marketing, and CS leadership

We actively seek diversity and encourage applications from everyone. If you're interested in this role but your experience doesn't perfectly match the description, please still apply.

Benefits

What’s in it for you?

• Competitive pay of €54,840–€70,000 + Share Appreciation Rights
• Remote & flexible work: Work from almost anywhere. Enjoy flexible hours and asynchronous work to balance work and life

Please note: Some specifics, particularly around leave, may vary depending on your country of residence. This will be discussed during the hiring process.

How to Apply

If this role excites you and you're confident you can do the job, we encourage you to apply!