The Revenue Operations Specialist exists to create operational clarity across the full revenue lifecycle — from demand generation through pipeline progression and close.

This role ensures Sales and Marketing operate from a shared, trusted source of truth within a high-touch, relationship-driven sales environment. The Revenue Operations Specialist owns the operational systems, reporting structure, and data integrity that enable leadership to make informed decisions with confidence.

Success in this role requires more than CRM administration or reporting support. It requires the ability to connect systems, process discipline, buyer behavior, and operational insight into a coherent revenue operating model that scales without compromising the Blue Heron client experience or brand integrity.

This role serves as the operational backbone of the revenue organization by ensuring data is reliable, workflows are aligned, reporting reflects reality, and the broader revenue ecosystem functions cohesively.

Core Accountabilities

Revenue Data Integrity & Operational Visibility

• Own the structure, integrity, and reliability of revenue-related data across HubSpot and connected systems. 
• Ensure Sales and Marketing operate from consistent lifecycle stages, pipeline definitions, and reporting standards. 
• Maintain a trusted, operationalized data environment that supports accurate forecasting, pipeline management, and executive visibility. 
• Improve reporting quality and reduce ambiguity by standardizing definitions, workflows, and measurement methodologies. 

Top-of-Funnel Demand & Pipeline Reporting

• Consolidate and operationalize digital and physical demand signals into a unified view of pipeline creation and buyer progression. 
• Maintain the foundational “data spine” connecting demand generation, qualification, pipeline progression, and close. 
• Monitor and maintain ICP definitions, segmentation logic, behavioral matching, and demand attribution consistency. 
• Ensure leadership has current, accurate visibility into demand quality, source performance, and funnel progression. 

Pipeline Operations & Funnel Governance

• Maintain pipeline architecture, stage progression criteria, and qualification frameworks within HubSpot. 
• Monitor pipeline health, velocity, conversion performance, concentration risk, and stall indicators. 
• Surface operational risks and early warning signals within long-cycle buyer journeys. 
• Support operational rigor around buyer readiness frameworks and progression management. 

Systems, Automation & Martech Operations

• Serve as the operational owner of HubSpot configuration related to reporting, lifecycle management, automation, and revenue visibility. 
• Manage and optimize integrations across the revenue technology ecosystem, including Google Analytics, Google Tag Manager, WordPress, event platforms, Monday.com, MS D365, and MS Fabric. 
• Improve workflows, automation, task routing, and cross-functional handoffs while protecting the quality of the client and sales experience. 
• Ensure clean and reliable data movement between platforms, reporting environments, and operational systems. 

Cross-Functional Revenue Alignment

• Support weekly, monthly, and quarterly revenue reviews with clear operational reporting and structured analysis. 
• Align Sales, Marketing, and Commercial stakeholders around shared metrics, definitions, and operational priorities. 
• Translate operational questions into actionable reporting and insight. 
• Reduce friction and subjective debate by grounding discussions in trusted, structured data. 

Insight Generation & Operational Decision Support

• Identify trends, anomalies, operational gaps, and performance opportunities across the revenue lifecycle. 
• Provide actionable interpretation and business context — not simply dashboards or activity metrics. 
• Anticipate operational issues before they materially impact pipeline quality, conversion, or forecasting reliability. 
• Support leadership decision-making through disciplined operational analysis and reporting clarity. 

What Success Looks Like

• Sales and Marketing consistently operate from shared definitions, shared reporting standards, and a unified view of pipeline health. 
• The top-of-funnel demand picture — across both digital and physical channels — remains accurate, current, and trusted. 
• Revenue reporting is operationally rigorous, decision-oriented, and reflective of actual business conditions. 
• Pipeline reviews become faster, clearer, and more actionable due to improved data integrity and reporting structure. 
• HubSpot and the broader martech stack function as strategic operational infrastructure rather than administrative burden. 
• Leadership has early visibility into pipeline risk, conversion issues, and operational bottlenecks. 
• Revenue operations scale in a disciplined manner without compromising the Blue Heron client experience, brand standards, or relationship-driven sales model. 
• External vendors, agencies, and technology partners are effectively managed and aligned to operational objectives. 

Who This Role Serves & Sets Up for Success

Primary Stakeholders

• Revenue Operations
• Sales Team 
• Marketing Team 
• Executive Leadership 
• External Agencies & Technology Partners 

What “Setting Others Up for Success” Means

• Providing leadership with reliable, operationalized reporting that supports timely and confident decision-making. 
• Equipping Sales and Marketing with shared visibility into demand quality, pipeline progression, and conversion performance. 
• Ensuring operational systems reduce friction instead of creating administrative burden. 
• Maintaining disciplined data governance so downstream reporting, forecasting, and strategic planning remain trustworthy. 
• Creating clarity across functions through consistent definitions, structured workflows, and transparent reporting standards. 

How Performance Is Measured

• Accuracy, integrity, and reliability of revenue reporting and CRM data. 
• Adoption and consistency of lifecycle stage definitions and operational workflows. 
• Pipeline visibility, forecasting accuracy, and reporting trustworthiness. 
• Reduction in reporting ambiguity, data inconsistency, and operational friction. 
• Timeliness and effectiveness of executive and pipeline reporting. 
• Stability and reliability of martech system integrations and automation workflows. 
• Quality and actionability of operational insights surfaced to leadership. 
• Cross-functional alignment between Sales, Marketing, and Commercial teams. 
• Operational scalability without degradation of client experience or brand standards. 

Capabilities Required

Technical & Functional Acumen

• 5+ years of experience in Revenue Operations, Sales Operations, Marketing Operations, or Business Analytics. 
• Deep expertise with HubSpot CRM, including lifecycle architecture, reporting, workflow automation, and pipeline configuration. 
• Experience integrating and managing multi-system martech environments. 
• Strong understanding of demand attribution, buyer journey analysis, and funnel measurement. 
• Experience consolidating and operationalizing both digital and physical demand signals. 
• Proficiency in operational reporting, dashboard development, and revenue analytics. 
• Familiarity with AI-enabled workflow orchestration and operational automation. 

Business & Integration Mindset

• Ability to connect operational data to business performance and strategic decision-making. 
• Strong systems-thinking orientation with the ability to manage interdependencies across functions and platforms. 
• Understanding of long-cycle, relationship-driven sales environments and non-linear buyer journeys. 
• Ability to balance operational rigor with a premium client experience. 

Communication & Leadership

• Ability to communicate operational insights clearly to technical and non-technical stakeholders. 
• Strong cross-functional collaboration skills with Sales, Marketing, and Commercial teams. 
• Ability to facilitate alignment through data clarity, operational structure, and disciplined reporting. 
• Comfortable surfacing operational risks and difficult truths when supported by data. 

Character & Professionalism

• High attention to detail and deep respect for data integrity. 
• Structured, disciplined, and highly accountable operator. 
• Calm and composed under ambiguity or changing priorities. 
• Collaborative and enterprise-minded rather than siloed or territorial. 
• Strong alignment with Blue Heron’s standards for professionalism, client experience, and operational excellence. 

How This Role Shows Up (Blue Heron Expectations)

• Operates with discipline, ownership, and operational rigor. 
• Builds trust through accuracy, reliability, and consistency. 
• Creates clarity in complex, cross-functional environments. 
• Protects the client experience while improving operational scalability. 
• Leads through preparation, structure, and accountability. 
• Approaches systems, reporting, and workflows with an enterprise mindset. 
• Prioritizes truth, transparency, and measurable business outcomes over optics or activity. 
• Strengthens collaboration across teams by reducing ambiguity and improving operational alignment.