Senior Manager, Revenue Operations

Why This Role Matters EnergyHub’s vision is a carbon-free, distributed energy future. We help utilities and their customers integrate devices with the grid in ways that create flexibility, reliability, and real climate impact. This role is critical because our revenue operating system must support that complexity. The right person will help our teams move faster, serve clients better, make data-driven decisions, and build scalable systems that allow our clients to be heroes in their own organizations. EnergyHub is looking for a Senior Manager of Revenue Operations to serve as the architect and operator of our GTM engine. This isn't just about managing tools; it’s about designing the end-to-end journey that allows our Sales, Client Success, and Marketing teams to move faster and more efficiently. You will own the "Revenue Operating System"— you will build scalable GTM systems, improve revenue visibility, strengthen deal and pricing operations, automate manual workflows, and create reliable handoffs to Finance and Accounting. This is the blend of strategy, data, and technology that powers our growth. We need a systems-thinker who can look at a complex commercial strategy and build the automated infrastructure to support it. This is a leadership role for a player-coach who thrives on building scalable processes that eliminate friction for front-line teams while providing total visibility to leadership. Main Responsibilities GTM Strategy & Revenue Visibility Revenue Lifecycle Design: Architect the end-to-end journey from Lead to Renewal. Identify friction points and design solutions to accelerate deal velocity. Commercial Strategic Partner: Serve as a key advisor to the CRO and executive leadership on pricing strategy, packaging, and deal structuring. Ensure our GTM machine is ready to operationalize new product innovations. Deal Desk Excellence: Lead the Deal Desk function, coordinating approvals across departments to ensure complex, high-value deals are structured for success—balancing commercial flexibility with long-term operational scalability. Forecasting & Intelligence: Move pipeline forecasting from manual, reactive exercises to proactive, data-driven models. Partner with Sales/CS leadership to provide a clear view of business health and trajectory. Systems Architecture & Integration Tech Stack Ownership: Own the roadmap, health, and evolution of our revenue tech stack (Salesforce, HubSpot, BillingPlatform). Ensure these systems provide a "single source of truth." Automated Quote-to-Cash: Design and optimize GTM workflows and business rules within BillingPlatform. Ensure complex contracts translate into clean, structured, and auditable handoffs to Finance and Accounting. Data Governance: Ensure high data integrity across all GTM tools. Design systems so that data captured from sales and client success is ready for Finance and Accounting to execute billing, reporting, and controls without "guessing." Automation at Scale: Constantly look for ways to move the organization away from manual spreadsheets and toward automated system logic, reducing the administrative burden on front-line teams. Leadership & Cross-Functional Collaboration Team Development: Lead and mentor the RevOps team, prioritizing their work and aligning their growth with the company’s scaling needs. Cross-Functional Bridge: Act as the strategic connector between Sales, Client Success, Marketing, Product, Engineering, Finance, and Accounting to ensure every department is aligned on how revenue is generated and tracked. Values-Driven Operations: Use facts and domain understanding to make decisions that are best for clients and the long-term business. Communicate with candor, clarity, and respect, especially when there is disagreement. What This Role Does Not Own To ensure this role remains focused on building the GTM engine, we maintain clear boundaries with Finance and Accounting. This role owns the GTM systems, data structure, and commercial handoffs to Finance and Accounting. This role does not own: ARR forecasting Revenue recognition Billing operations Accounting controls Audits Financial reporting Invoice creation, reconciliation and accuracy Requirements Experience: 8+ years in RevOps or Sales Ops in a high-growth B2B SaaS environment, with significant experience managing teams and advising executive leadership. Communications: You should be a strong communicator: responsive, candid, clear in your opinions, and respectfully open when there is disagreement. Systems Mastery: You have deep technical expertise in Salesforce and modern billing/revenue engines (e.g., BillingPlatform). You design architecture; you don't just click buttons. Strategic Intuition: You understand how a change in pricing or a new product launch ripples through every department and have the foresight to build systems to handle it. Analytical Rigor: You should bring credibility and rigor, using facts, data, and domain understanding to make decisions that are best for clients, team members, and the long-term business. Comfortable with complex metrics like LTV, CAC, NRR, and pipeline velocity. You provide the "so what" behind the data. Builder Mindset: You are driven by building systems and automating manual tasks to make the revenue engine more powerful. Client Success: You should care deeply about client success and understand that systems and processes exist to help clients succeed, not just to create internal efficiency. Collaborative : You are highly collaborative, able to connect Sales, Client Success, Marketing, Product, Engineering, Finance, and Accounting in a way that improves the experience for clients and internal teams Please note that sponsorship of new applicants for employment authorization, or any other immigration-related support, is not available for this position at this time. Why work for EnergyHub? Collaborate with outstanding people: Our employees work hard, do great work, and enjoy collaborating and learning from each other. Make an immediate impact: New employees can expect to be given real responsibility for bringing new technologies to the marketplace. You are empowered to perform as soon as you join the team! Gain well rounded experience: EnergyHub offers a diverse and dynamic environment where you will get the chance to work directly with executives and develop expertise across multiple areas of the business. Work with the latest technologies: You'll gain exposure to a broad spectrum of IoT, SaaS and machine learning obstacles, including distributed fault-tolerance, device control optimization, and process modeling to support scalable interaction with disparate downstream APIs. Be part of something important: Help create the future of how energy is produced and consumed. Make a positive impact on our climate. About EnergyHub EnergyHub empowers utilities and their customers to create a clean, distributed energy future. We help consumers turn their smart thermostats, EVs, batteries, and other products into virtual power plants that keep the grid stable and enable higher penetration of solar and wind power. To learn more, visit energyhub.com. Company Benefits EnergyHub offers a generous benefits package including 100% paid medical for employees and a 401(k) with employer match. We offer a casual environment, the flexibility to set your own schedule, a fully stocked fridge and pantry, free Citi Bike membership, secure bike rack, gym subsidy, paid parental leave, and an education assistance program. EnergyHub is an Equal Opportunity Employer EOE, Including Disability/Vets. Reasonable accommodations are available for individuals with disabilities throughout the application process. If you are a person with a disability needing assistance with the application process, please contact [email protected]. In connection with your application, we collect information that identifies, reasonably relates to or describes you ("Personal Information"). The categories of Personal Information that we may collect include your name, government-issued identification number(s), email address, mailing address, other contact information, emergency contact information, employment history, educational history, and demographic information. We collect and use those categories of Personal Information about you for human resources and other business management purposes, including identifying and evaluating you as a candidate for potential or future employment or future positions, recordkeeping in relation to recruiting and hiring, conducting analytics, and ensuring compliance with applicable legal requirements and Company policies. By submitting your application, you acknowledge that we may retain some of the personal data that you provide in your application for our internal operations such as managing our recruitment system and ensuring that we comply with labor laws and regulations even after we have made our employment decision. Notice To Third Party Agencies: EnergyHub understands the value of professional recruiting services. However, we are not accepting resumes from recruiters or employment agencies for this position. In the event we receive a resume or candidate referral for this position from a third-party recruiter or agency without a previously signed agreement, we reserve the right to pursue and hire those candidate(s) without any financial obligation to you. The base salary range of this opportunity is listed below and is determined within a range based on factors including qualifications, location and experience. This allows opportunity for growth and development within the role. The base salary offered is part of a total compensation package. Base Salary Range $150,000 — $180,000 USD