Business Operations Manager

Scale Army

The Business Operations Manager will be responsible for maintaining and improving the GTM tech stack (HubSpot and surrounding tools), owning key dashboards and performance metrics, and supporting GTM leadership with operational clarity and decision-ready analysis. This is a mission-critical role as the company scales its vertical strategy and evolves how Sales and CS resource against growth goals.

Primary Responsibilities:

1. Systems & Workflow Enablement

   • Own HubSpot configuration across deal stages, contact lifecycle, pipeline segmentation, and automation

   • Partner with Sales and CS leads to evolve stage definitions, routing logic, scoring models, and attribution practices

   • Maintain integration quality and reduce manual intervention via automation (e.g., with Zapier, Retool, Clearbit, Apollo)

   • Evaluate and implement improvements across the GTM tool stack (including outreach tools, dashboarding, and enrichment)

2. Reporting & Analysis

   • Own weekly GTM performance dashboards and underlying data hygiene

   • Deliver cohort analysis, segment performance views, and monthly business reviews for Sales and Success

   • Build headcount, comp attainment, and vertical/territory performance models to support GTM decision-making

   • Provide ad hoc analysis on pricing tests, churn drivers, or operational bottlenecks

3. GTM Strategic Projects

   • Support quota setting, ramp modeling, and hiring benchmarks in partnership with GTM leadership and Finance

   • Lead change management for any process updates impacting Sales, CS, or Marketing teams

   • Co-design compensation logic and commission tracking flows in partnership with Finance and Sales

   • Support onboarding, SOP enforcement, and adoption tracking for GTM processes

Success in Role Looks Like:

• Every AE and AM can clearly describe where they are in their funnel and what s next

• Weekly dashboards are trusted and used by GTM leadership for coaching and forecast accuracy

• Sales and CS motions reflect clarity, automation, and the minimum viable complexity

• GTM leadership gets faster, better answers to strategic questions and adjusts confidently

• Headcount planning, quota-setting, and compensation discussions are data-driven, not reactive