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About AsteliaAstelia is redefining vulnerability and exposure management by focusing on what actually matters: reachability. We help enterprises prioritize and remediate the small percentage of vulnerabilities that can truly be exploited, reducing noise and accelerating real outcomes.About the RoleAstelia is seeking a Revenue Operations Manager to build and scale our global go-to-market operating system. This is a hands-on individual contributor role with responsibility across Sales, Marketing, SDR, and Channel and Alliances.The ideal candidate is a builder with strong systems, analytics, and process design experience who can operate independently and drive measurable impact on pipeline, forecasting, and revenue performance.Key ResponsibilitiesGTM OperationsDesign, implement, and optimize end-to-end revenue processes across the funnel from lead to opportunity to close to expansion and partner revenueAlign Sales, Marketing, SDR, and Channel teams around shared definitions, KPIs, and workflowsSupport enterprise sales motions including POV and POC driven deal cyclesSystems and ToolsOwn and manage the GTM tech stack including HubSpot, Gong, and SwanEnsure data accuracy, system integrity, and proper integration across toolsBuild and maintain dashboards and reporting that leadership can rely onPipeline Management and ForecastingMonitor pipeline health, coverage, and conversion ratesSupport and improve forecasting accuracy using structured methodologies such as MEDDPICCIdentify bottlenecks and implement process improvements to increase velocity and win ratesMarketing and SDR OperationsDefine and manage MQL to SQL to Opportunity processesOptimize lead routing, scoring, and speed to leadTrack and improve SDR performance and pipeline generationChannel and Alliances OperationsImplement partner pipeline tracking and attributionSupport co-sell motions and partner sourced revenue reportingProvide visibility into sourced versus influenced pipelineAI and AutomationImplement automation and AI driven workflows across the GTM funnelImprove efficiency in lead management, deal inspection, and forecastingReduce manual processes through system-driven executionRequirementsQualifications3 to 7 years of experience in Revenue Operations or Sales Operations within B2B SaaSHands-on experience with HubSpot is requiredExperience with Gong and or Swan is preferredExperience supporting Sales, Marketing, and SDR functions with Channel or Alliances experience as a plusStrong analytical and problem solving skills with experience in funnel metrics and reportingFamiliarity with enterprise sales processes such as MEDDPICC and POV or POC cyclesExperience in cybersecurity or a related technical industry is preferredAbility to operate in a fast paced, early stage environment with minimal structurePerformance ExpectationsEstablish reliable pipeline visibility and reporting within the first 90 daysImprove conversion rates and pipeline efficiency within the first 6 monthsDeliver consistent and accurate forecastingIncrease SDR and partner sourced pipeline contributionImplement scalable processes and automation across GTM
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