Revenue Operations Manager
TestGorilla
Job Overview
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Job Description
Revenue Operations Manager at TestGorilla
Imagine a world where everyone lands their dream job. TestGorilla is empowering one billion people to do just that, as we revolutionise the hiring process with skills-based talent discovery. Our platform discovers, evaluates, and matches talent to dream jobs based on who they really are and what they can truly do. We combine sourcing, screening, and scientifically-validated assessments to reveal the complete picture of each candidate.
Unlike hiring tools that focus on experience and rely on assumptions, TestGorilla surfaces the best talent with the most relevant skills, giving teams the context they need to hire smarter, faster, and more fairly. We stand for diversity, act with integrity, and put talent first. We celebrate individuality and creativity and believe in a workplace where you can make a big impact. Our team works in a flexible, autonomous environment with a focus on well-being and results.
It’s an exciting time to join TestGorilla. Right now, we’re working hard to unlock the next phase of our growth. With thousands of customers and millions of candidate profiles, the potential of our platform has never felt greater! Join us in creating a future where skills matter most, and everyone has the chance to land their dream job.
About the Revenue Operations Manager 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
Bonus Skills
- Experience supporting PLG or hybrid GTM motions
- Experience working with Sales, Marketing, and CS leadership
What’s in it for you?
- Global Team: Join a fully remote, mission-driven team from around the world
- Competitive compensation: Receive a competitive pay of €54,840-€68,550 + Share Appreciation Rights
- Remote & flexible work: Work from almost anywhere. Enjoy flexible hours and asynchronous work to balance work and life.
- Remote work budget: €1,000 per year to help you set up your home office
- Growth & development: Invest in yourself and your career with a 3.5% L&D budget and clear growth opportunities
- Stimulating work environment: Tackle new challenges and work with innovative technology in a dynamic setting
- Connect with your team: Join optional fun virtual socials, AMAs with team members and leadership, and regular fun chats. Build a strong sense of community!
- TestGorilla community groups: Join peers to build community and boost opportunities for connection, advocacy, and professional development.
- Parent/Caregiver support: We provide a caregiver-friendly work environment with paid 8-16 week parental leave and tailored return-to-work approaches
- Work-life balance: Our unlimited and flexible time off policy empowers you to take the time you need to recharge and maintain your well-being
Key skills/competency
- Revenue Operations
- HubSpot Expertise
- GTM Strategy
- CRM Architecture
- Forecasting & Pipeline
- Data Integrity
- Process Modernization
- Commissions Management
- Stakeholder Management
- SaaS Operations
How to Get Hired at TestGorilla
- Research TestGorilla's culture: Study their mission, values, recent news, and employee testimonials on LinkedIn and Glassdoor.
- Tailor your resume: Customize your application to highlight deep HubSpot expertise and strategic RevOps experience relevant to TestGorilla's skills-based hiring.
- Master the assessment: Prepare for TestGorilla's unique skills-based assessments by understanding the role's core competencies.
- Showcase strategic thinking: During interviews, demonstrate your ability to modernize processes, improve efficiency, and partner with GTM leadership effectively.
- Highlight revenue operations impact: Provide specific examples of how you've defined revenue rules, ensured data integrity, and eliminated revenue leakage in previous roles.
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