Revenue Operations Manager

<p><strong>Revenue Operations Manager</strong></p> <p><strong>Reports to: Chief Commercial Officer</strong></p> <p><strong>Location: </strong>UK, France, Netherlands, Belgium, Germany, Austria, Spain, Finland, USA. Some travel to our offices will be required from time-to-time</p> <p><strong>You must have the right to work in one of the above countries in order to be considered for the role. </strong></p> <p><strong> </strong></p> <p><strong>💼 About the role</strong></p> <p>Here at PQShield we are at the forefront of Post-Quantum Cryptography that is changing how the world operates. We’ve helped shape all of the international PQC NIST standards, and we were the first cybersecurity company to develop quantum-safe cryptography on chips, in applications, and in the cloud.</p> <p>PQShield is seeking an analytical Revenue Operations Manager to own our GTM systems, data, and processes across Sales, Marketing, Partnerships, and Account Management.</p> <p>Beyond CRM administration, you will manage the end-to-end revenue engine including prospecting, lead qualification, pipeline progression, forecasting, and GTM tools and automation.</p> <p>The ideal candidate brings deep HubSpot expertise, a strong understanding of B2B GTM stacks, and hands-on experience leveraging AI for prospect research and revenue workflow automation.</p> <p>You will partner across cross-functional leadership to build a scalable, data-driven revenue operation.</p> <p> </p> <p><strong>⚒️ What you’ll be doing </strong></p> <p> </p> <p><strong>Revenue Systems & GTM Tech Stack</strong></p> <ul> <li>Administer and optimize HubSpot as the central system for all revenue activities.</li> <li>Manage the GTM tech stack, including enrichment tools, automation platforms, integrations, vendor relationships, and budgets.</li> <li>Maintain CRM structures for accounts, contacts, deals, pipelines, and lead stages.</li> <li>Ensure data quality, deduplication, and accuracy across systems.</li> <li>Integrate web forms, landing pages, and campaigns with HubSpot and third-party tools.</li> <li>Evolve the tech stack as the company scales.</li> </ul> <p> </p> <p><strong>AI-Powered Lead & Account Intelligence</strong></p> <ul> <li>Develop processes for identifying and enriching target accounts and contacts using platforms such as LinkedIn Sales Navigator, ZoomInfo, Apollo, Clearbit, 6sense, Clay, or similar.</li> <li>Use AI to research companies, identify buying personas, discover relevant contacts, and enrich account records.</li> <li>Build automated workflows that combine CRM data with external data sources and AI-generated intelligence.</li> <li>Monitor target accounts for buying signals such as new executives, funding events, acquisitions, product announcements, and hiring activity.</li> <li>Use AI to summarize account intelligence and surface actionable insights for sales and marketing.</li> <li>Continuously evaluate new AI tools that can improve prospecting productivity and data quality.</li> </ul> <p> </p> <p><strong>Full-Funnel Process Design</strong></p> <ul> <li>Own the full revenue lifecycle, from lead qualification to opportunity close and expansion.</li> <li>Define cross-functional lifecycle stages, handoffs, and SLAs for Marketing, Sales, and Partnerships.</li> <li>Establish sales stages and exit criteria with sales leadership.</li> <li>Create repeatable workflows across all lead sources and account tiers.</li> <li>Support account segmentation, territory design, and contact mapping.</li> <li>Track multi-stakeholder engagement across target enterprise accounts.</li> <li>Track contracts, renewals, and expansion to maintain post-sale visibility in the CRM.</li> <li>Eliminate operational bottlenecks and automate repetitive workflows.</li> <li>Maintain documentation and training for revenue processes and tooling.</li> </ul> <p> </p> <p><strong>Forecasting, Planning & Analytics</strong></p> <ul> <li>Lead the forecasting cadence, pipeline reviews, and forecast roll-ups for leadership.</li> <li>Drive annual/quarterly planning for quotas, targets, capacity models, and territories.</li> <li>Partner with Finance on bookings, revenue reporting, and commissions.</li> <li>Build executive dashboards to track key metrics:</li> <ul> <li>Pipeline creation, coverage, and velocity</li> <li>Full-funnel conversion from lead to closed revenue</li> <li>Marketing-sourced and influenced pipeline</li> <li>Source and campaign attribution</li> <li>Account and contact engagement</li> <li>Sales and partner activity</li> <li>Forecast accuracy and revenue performance</li> <li>Renewals and expansion</li> </ul> <li>Define consistent revenue metrics across Sales, Marketing, and Finance.</li> <li>Identify key revenue trends, risks, and performance anomalies.</li> </ul> <p> </p> <p><strong>Marketing Operations & Website</strong></p> <ul> <li> <ul> <li>Own the connection between the corporate website and HubSpot, ensuring forms, landing pages, CTAs, tracking, and conversion events are captured correctly.<