Revenue Operations Manager

Job Description

Job Description

Northstar Travel Group is the largest and most trusted B2B travel media and information company in the world. At Northstar, our mission is to be the leading global provider of trusted information and experiences for the audiences that drive the travel industry, while delivering innovative and high-performing marketing solutions to the businesses seeking to engage them.

We are seeking a strategic and hands-on Revenue Operations Manager to support our global, multi ‑ segment sales organization across a diverse portfolio of B2B marketing services, events, and market research products. The ideal candidate is a strong sales enablement and CRM operations professional who can seamlessly move between training, documentation, process improvement, CRM configuration, governance, and day ‑ to ‑ day user support.

This role partners closely with the Chief Commercial Officer, CEO, Finance, and Sales Leadership to provide the systems, reporting, insights, and operational rigor needed to drive predictable revenue growth. The Revenue Operations Manager ensures our teams have the tools, processes, training, and CRM infrastructure required to operate efficiently across the lead‑to‑cash lifecycle.

The right candidate is highly proficient in HubSpot, organized, and capable of building scalable processes that improve productivity, adoption, and consistency. Beyond CRM ownership, this role delivers actionable business intelligence that informs revenue strategy, account planning, forecasting, budgeting, and sales performance management. The Revenue Operations Manager provides visibility into performance across representatives, teams, products, markets, and key accounts—helping leaders make informed decisions.

As the organization’s authority on revenue performance, this individual translates complex data into clear insights, identifies growth opportunities, highlights risks, and drives accountability across the commercial organization. They partner closely with Finance to align forecasts, budgets, and strategic initiatives while supporting Sales Leadership in developing account strategies that maximize revenue and customer value. This role blends strategic acumen with operational excellence to ensure systems, processes, analytics, and reporting work together to support Northstar’s growth objectives.

This role will split their time between our New York City office and working remote. Flexibility is provided.

What You’ll Do :

Revenue Strategy & Business Intelligence

• Provide executive-level analysis on revenue performance, sales effectiveness, and growth opportunities.
• Deliver monthly, quarterly, and annual reporting across teams, products, and segments.
• Identify performance gaps, risks, and emerging trends to inform strategic decisions.
• Facilitate recurring revenue review meetings with sales leadership.

Forecasting, Budgeting & Financial Partnership

• Partner with Finance to align forecasts, budgets, and long-range planning.
• Lead consolidation and validation of revenue forecasts across the organization.
• Provide account-level and product-level insights to improve forecast accuracy.
• Support budgeting with detailed territory, product, and sales performance analysis.

Account Strategy & Revenue Growth

• Maintain deep visibility into revenue composition by customer, product line, and market segment.
• Partner with sales leaders to identify expansion, cross-sell, upsell, and retention opportunities.
• Deliver data-driven recommendations that inform account strategy and customer investment.
• Build executive dashboards highlighting account health, revenue concentration, and growth potential.

Performance Management & Accountability

• Maintain ownership of revenue targets and ensure accurate tracking against goals.
• Establish KPIs for sales effectiveness, forecast accuracy, pipeline health, and revenue attainment.
• Drive accountability through transparent reporting and actionable insights.

CRM Leadership, Adoption & Sales Enablement

• Serve as the business owner of HubSpot CRM, ensuring strong adoption, governance, and data quality.
• Configure and optimize workflows, dashboards, permissions, and reporting structures.
• Monitor pipeline hygiene, opportunity management, and forecasting discipline.
• Lead training programs, documentation, and enablement initiatives to improve user proficiency.
• Recommend enhancements, automations, and integrations that improve efficiency and reporting.
• Champion CRM as the single source of truth for pipeline, forecasting, and account management.

Must-Haves: The Essentials for Success :

• 5+ years in sales enablement, sales operations, revenue operations, or CRM administration.
• 3+ years of hands-on HubSpot Sales Hub and CRM administration experience.
• Experience supporting a global sales organization of 50+ users.
• Strong understanding of B2B sales processes (media, digital marketing, events preferred).
• Proven ability to lead training, create documentation, and simplify complex workflows.
• Demonstrated CRM configuration and optimization skills.
• Strong analytical, problem‑solving, and process‑mapping capabilities.
• Excellent communication, project management, and stakeholder management skills.
• Ability to manage multiple initiatives with high attention to detail and deadlines.
• Bachelor’s degree or equivalent experience.

Bonus Skills: Stand Out From the Crowd

• Experience in B2B marketing services, digital media, events, or market research.
• Familiarity with advertising sales workflows, sponsorship sales, or event-related processes.
• Experience with order management systems, proposal tools, or fulfillment platforms.
• HubSpot certifications (Sales Hub, CRM Admin, RevOps, Marketing Hub).
• Experience supporting homegrown business applications.
• Experience working with global or multi-division organizations.

Why Join Our Team:

Northstar Travel Group is a great place to work, learn and grow. We seek impressive individuals to contribute fresh ideas and strengthen our team in all departments and specialties. We welcome creativity, dedication, drive and passion and offer a fast-paced and fun environment, opportunity and work/life balance. Click here to view our Careers page.

Benefits:

We offer a wide variety of benefit plans, programs, and perks to ensure that our employees can choose the options right for them. Northstar contributes heavily toward insurance plan premiums, and we provide a generous paid time off package. Our offerings are extensive, covering a wide range including a variety of health and dental plans, company-paid life insurance, 401k, and summer Fridays, to name just a few. The annual base salary range for this role is $125,000-$150,000 and is commensurate with experience.

Growth Opportunities:

From educational training and mentorship programs to industry conferences and events, Northstar Travel Group employees have a wide variety of opportunities for career growth and advancement. Traveling through career paths enables employees to achieve a fulfilling and rewarding career.

Diversity & Inclusion :

At Northstar, we believe that our workforce should reflect the vast diversity of the cultures and communities that are experienced through travel. We know that our greatest strengths come from the people who make up our team, and we are committed to building and sustaining a diverse, inclusive, accessible and equitable culture and workplace. Our work is far from over – we continuously push to be better. We understand that diverse voices, points of view and contributions are at the heart of Northstar’s success and impact.