Revenue Operations Manager

Dusty Robotics builds robot-powered construction tools. Our flagship product, Field Printer, 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.

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.

• Systems ownership. Administer and continuously improve Salesforce, Hub Spot, Gong, Net Suite, Samsara and Work Ramp (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.

• 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…