Revenue Operations, Senior Manager

About This Role

As Cambium’s Revenue Operations Senior Manager, you’ll be the single owner of the systems, process, and data that connect our entire go to market motion across sales, marketing, and finance. Revenue operations at Cambium has been a shared responsibility across sales, marketing, and finance leadership. That was the right call at our stage. We've now reached the point where it needs to be someone's whole job.

This role consolidates Hub Spot, forecasting, pipeline, and attribution under a single owner, ahead of next fundraise and the acquisition work that follows it, as we bring acquired sales teams onto one system. You’ll own Hub Spot end to end, build the funnel reporting that runs from first marketing touch to closed revenue, design the demand to deal handoff between marketing and sales, partner with finance on quota, comp, and the linkage between pipeline and the company forecast, and give the executive team one set of revenue numbers to run weekly pipeline, forecast, and board reporting from.

This role builds the function from the ground up. No playbook exists yet. You will write it.

• Own the GTM Tech Stack: administer, configure, and continuously improve Hub Spot and the adjacent tools that sales and marketing run on:
  Hub Spot Sales Hub and Marketing Hub, the calling and recording platform, and the reporting tools that sit on top of them. Build the workflows, properties, lifecycle stages, and integrations that make the system work end to end. Clean up the data we have. Make sure new data lands clean.

• Use AI to get real work done:
  Cleaning up messy CRM data, drafting workflows, turning a vague question from an exec into a real answer. You know where AI actually saves time and where it doesn't, and you'll build that judgment into how this function runs from day one.

• Build the Full Funnel View: design the reporting that tracks every revenue motion from first marketing touch to closed revenue and repeat orders. Build the dashboards leadership uses to see the business and the rep level views that drive accountability. Own marketing attribution, lead scoring, and the metrics that connect demand generation spend to revenue.

• Run the Forecast: design and run the weekly forecast across our four business units:
  Millwork Outbound, Midwest, Mass Timber, and Furniture. These span inside sales, outside sales, and project sales teams, plus the sales teams we bring in through acquisition. Build the bridge between the sales pipeline and the company financial forecast so finance and sales work from the same numbers.

• Design the GTM Process: define and document stage criteria, deal qualification standards, the marketing to sales handoff, the inside to outside sales handoff, and the rules of engagement between sales and business development. Make the process repeatable so the team is not dependent on tribal knowledge.

• Partner with Marketing:
  Own the shared definitions across marketing and sales — MQL criteria, lead-ready thresholds, attribution logic — and the conversion reporting that tracks leads from first touch to closed deal. Run the feedback loop that ties marketing programs to revenue outcomes to build shared accountability

• Partner with Finance: work with our finance lead on commission calculations, deal profitability, and revenue recognition tied to pipeline movement. Work with the COO on quota setting and comp plan administration.

• Support Acquisition Integration: partner with integration teams to bring acquired companies’ revenue operations into the Cambium system. Migrate data, align process, and ensure no revenue visibility is lost in the transition as Cambium continues to grow through acquisition.

• Revenue Operations Experience: 5+ years in revenue operations, GTM operations, or a closely related discipline that spans sales, marketing, and finance. You have built process and systems for a growing GTM org, not just administered tools someone else designed.

• CRM and Marketing Automation Mastery: deep hands on expertise in Hub Spot strongly preferred, including both Sales Hub and Marketing Hub. Salesforce paired with Marketo, Pardot, or…