Revenue Operations Manager

Headquarters: Amsterdam URL: https://www.testgorilla.com/careers ✨ Where do we hire from? Find out more about hiring at TestGorilla. This role is open for hiring in Spain and UK as an Employer of Records (EOR) as well. About the role As our Revenue Operations Manager , you will own and evolve the commercial GTM system of record across Sales, Marketing, and Customer Success. This is a strategic RevOps role focused on modernising processes, improving efficiency, and enabling leadership to manage the business proactively. You are accountable for defining revenue rules, ensuring data integrity, and designing scalable GTM processes, not for day-to-day reporting or inspection. You’ll be a key partner to GTM leadership on pricing changes, new motions, and strategic initiatives. Responsibilities Own HubSpot and Gong architecture as GTM systems of record Design and modernise end-to-end GTM processes (Lead → Deal → Renewal → Expansion) Define and enforce SQO criteria, stage exit rules, and revenue governance Own forecasting mechanics and pipeline integrity Design complex, decision-grade reporting for Sales, Marketing, and CS Lead CRM change management and system rollouts Define and document commercial standards and definitions Identify and eliminate revenue leakage and inefficiencies Partner with GTM Engineer to automate and scale processes Support strategic GTM initiatives (pricing, new motions, tooling) Own the full commissions lifecycle, covering monthly calculations, commission letters, and performance reporting. What you’ll bring Strong alignment with TestGorilla’s mission Hands-on experience with owning the full Revenue Operations remit Deep expertise in HubSpot (required) Experience owning forecasting, pipeline, and revenue governance Exposure to AI-assisted operational tooling Ability to think strategically and systemically Strong stakeholder management skills Comfort working in ambiguity and scaling environments We actively seek diversity and encourage applications f