Senior Manager, Revenue Operations

November 20

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Overstory

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Artificial Intelligence • Energy • SaaS

Overstory is a company that provides software solutions for utilities to optimize resources, mitigate vegetation risk, and manage infrastructure more intelligently, particularly to prevent power outages and wildfires. The company offers actionable vegetation intelligence by leveraging advanced technology such as artificial intelligence and remote sensing, combining satellite and aerial imagery with local data such as asset locations and wildfire maps. Overstory aims to improve safety and reliability of power delivery by enabling data-driven decision-making and future-proofing utilities' operations programs.

11 - 50 employees

🤖 Artificial Intelligence

⚡ Energy

☁️ SaaS

📋 Description

• Drive alignment across GTM teams (Marketing, Sales, Customer Success) through shared KPIs, consistent definitions, and integrated processes and tools. • Identify bottlenecks and design scalable processes to support rapid growth in our GTM motion. • Partner with Finance to ensure consistent forecasting, revenue attribution, and territory design. • Build and maintain executive dashboards covering pipeline, bookings, churn, and customer lifecycle and health metrics. • Analyze data and provide actionable insights on GTM performance and recommend adjustments to strategy. • Own and administer our CRM (HubSpot), including user management, data integrity, integrations, and process automation. • Partner with GTM teams to design efficient lead, opportunity, and account management workflows. • Evaluate, implement, and optimize RevOps tools (e.g., HubSpot, Intercom, Zoominfo, Dovetail, Gong and other sales enablement tools) to drive productivity. • Develop and maintain robust forecasting to provide clear visibility into pipeline health, conversion and renewals rates, and revenue performance. • Establish operating cadences and run GTM planning cycles: support pipeline reviews, deal reviews, account prioritization, territory design, quota setting and deal velocity analysis to ensure targets are met. • Own marketing operations, ensuring HubSpot automation, campaign attribution, and lead scoring models function seamlessly. • Work with marketing to improve lead quality and implement processes to improve funnel conversion efficiency. • Maintain dashboards and analytics to measure ROI on campaigns and channels.

🎯 Requirements

• 5-7 years of experience in revenue operations • Expertise in HubSpot CRM (administration, automation, workflows, reporting) • Metrics fluency: Comfort with ABM KPIs (pipeline coverage, conversion rates, win rate, sales cycle, forecast accuracy; renewal/expansion) • Exposure to B2B business models, ideally in utilities, regulated industries, or account-based / sales-led growth environments • Strong analytical and problem-solving skills; highly data-driven with an eye for process optimization. • Excellent communication and stakeholder management skills

🏖️ Benefits

• We meet up once a year in-person for our unforgettable team gathering event. • We also offer the option to occasionally meet up for in-person collaboration. • We place enormous value on diversity and inclusion and strive to continually bring in people of all genders, races, creeds, ethnicities, abilities and backgrounds. • We’re proud of the fact that four out of the nine people on our leadership team are female, 46% of the overall team are female and 20% of the team are people of color. Our team speaks fifteen languages: English, Dutch, French, Spanish, German, Italian, Portuguese, Russian, Luxembourgish, Lithuanian, Bulgarian, Cantonese, Estonian, Danish and Korean.