Revenue Operations Specialist

Description

The Revenue Operations Specialist exists to create operational clarity across the full revenue lifecycle — from demand generation through pipeline progression and close.

This role ensures Sales and Marketing operate from a shared, trusted source of truth within a high-touch, relationship-driven sales environment. The Revenue Operations Specialist owns the operational systems, reporting structure, and data integrity that enable leadership to make informed decisions with confidence.

Success in this role requires more than CRM administration or reporting support. It requires the ability to connect systems, process discipline, buyer behavior, and operational insight into a coherent revenue operating model that scales without compromising the Blue Heron client experience or brand integrity.

This role serves as the operational backbone of the revenue organization by ensuring data is reliable, workflows are aligned, reporting reflects reality, and the broader revenue ecosystem functions cohesively.

• Own the structure, integrity, and reliability of revenue-related data across Hub Spot and connected systems.
• Ensure Sales and Marketing operate from consistent lifecycle stages, pipeline definitions, and reporting standards.
• Maintain a trusted, operationalized data environment that supports accurate forecasting, pipeline management, and executive visibility.
• Improve reporting quality and reduce ambiguity by standardizing definitions, workflows, and measurement methodologies.

• Consolidate and operationalize digital and physical demand signals into a unified view of pipeline creation and buyer progression.
• Maintain the foundational “data spine” connecting demand generation, qualification, pipeline progression, and close.
• Monitor and maintain ICP definitions, segmentation logic, behavioral matching, and demand attribution consistency.
• Ensure leadership has current, accurate visibility into demand quality, source performance, and funnel progression.

• Maintain pipeline architecture, stage progression criteria, and qualification frameworks within Hub Spot.
• Monitor pipeline health, velocity, conversion performance, concentration risk, and stall indicators.
• Surface operational risks and early warning signals within long-cycle buyer journeys.
• Support operational rigor around buyer readiness frameworks and progression management.

• Serve as the operational owner of Hub Spot configuration related to reporting, lifecycle management, automation, and revenue visibility.
• Manage and optimize integrations across the revenue technology ecosystem, including Google Analytics, Google Tag Manager, Word Press, event platforms, , MS D365, and MS Fabric.
• Improve workflows, automation, task routing, and cross-functional handoffs while protecting the quality of the client and sales experience.
• Ensure clean and reliable data movement between platforms, reporting environments, and operational systems.

• Support weekly, monthly, and quarterly revenue reviews with clear operational reporting and structured analysis.
• Align Sales, Marketing, and Commercial stakeholders around shared metrics, definitions, and operational priorities.
• Translate operational questions into actionable reporting and insight.
• Reduce friction and subjective debate by grounding discussions in trusted, structured data.

• Identify trends, anomalies, operational gaps, and performance opportunities across the revenue lifecycle.
• Provide actionable interpretation and business context — not simply dashboards or activity metrics.
• Anticipate operational issues before they materially impact pipeline quality, conversion, or forecasting reliability.
• Support leadership decision-making through disciplined operational analysis and reporting clarity.

• Sales and Marketing consistently operate from shared definitions, shared reporting standards, and a unified view of pipeline health.
• The top-of-funnel demand…