RevOps Manager

Hello, we’re Instrumentl. We’re a mission-driven startup helping the nonprofit sector to drive impact, and we’re well on our way to becoming the #1 most-loved grant discovery and management tool. About us: Instrumentl is a hyper growth YC-backed startup with over 5,000 nonprofit clients, from local homeless shelters to larger organizations like the San Diego Zoo and the University of Alaska. We are building the future of fundraising automation, helping nonprofits to discover, track, and manage grants efficiently through our SaaS platform. Our charts are dramatically up-and-to-the-right — we’re cash flow positive and doubling year-over-year, with customers who love us (NPS is 65+ and Ellis PMF survey is 60+). Join us on this rocket ship to Mars! About the role: We're looking for a RevOps Manager to own the technical infrastructure that powers our revenue engine. This is a builder role—you'll architect our CRM data model, integrate new data sources, and lead the technical implementation of AI tools across our sales processes.You'll work alongside our Revenue Operations Manager (who owns day-to-day CRM administration, sales process workflows, and rep enablement) and report directly to the Head of RevOps. Together, you'll form the core team that makes our GTM motion efficient, scalable, and increasingly intelligent. This role is ideal for someone who's equal parts systems thinker and hands-on builder—comfortable writing SQL queries in the morning and presenting a data architecture roadmap to leadership in the afternoon. What You'll Own Data Architecture & CRM Infrastructure - Maintain our CRM data model in HubSpot, ensuring clean object relationships, consistent field architecture, and scalable structure as we grow - Build and maintain data pipelines that connect external sources (intent data, enrichment providers, product usage, etc.) into our CRM - Establish data governance standards and ensure data quality across all revenue systems - Continuously test, refine, and improve account scoring models based on conversion data and sales feedback - Create a "single source of truth" for revenue data that sales, marketing, and CS can trust AI Tooling & Automation - Evaluate, implement, and optimize AI tools that enhance sales productivity (research automation, personalization, forecasting, etc.) - Build automated workflows that reduce manual work for reps—think enrichment on inbound, automated account research, intelligent routing - Partner with the Revenue Operations Manager on change management and adoption of new tools - Stay current on emerging AI/automation capabilities and bring a POV on what we should test next Reporting & Analytics Infrastructure - Build and maintain dashboards and reports that provide visibility into pipeline health, conversion rates, and GTM performance - Document metric definition, scoring logic and other methodologies to ensure transparency for GTM teams Integration & Tech Stack Management - Partner with Data Engineering teams and own outside integrations between our revenue tools (CRM, sales engagement, enrichment, intent, marketing automation) - Evaluate new tools and make build-vs-buy recommendations - Ensure our tech stack is lean, well-integrated, and delivering ROI Must-Haves - 3-5+ years in Revenue Operations, Sales Operations, Marketing Operations, or a GTM Systems role at a B2B SaaS company - Strong technical skills: You can write SQL, build complex workflows, and aren't intimidated by APIs. You've done hands-on work in CRM administration (HubSpot strongly preferred, Salesforce acceptable) - Data architecture/Integration experience: You've designed or significantly improved a CRM data model. You've connected multiple systems (CRM, enrichment tools, marketing automation, data warehouse) and understand how data flows across a tech stack - Analytical mindset: You make decisions based on data, can interpret conversion metrics, and know how to measure whether something is working Nice-to-Haves - Experience implementing AI/automation tools in a GTM context (n8n, Zapier, Clay, etc.) - Familiarity with data enrichment vendors (Clearbit, ZoomInfo, Apollo, etc.) and intent data providers (Bombora, G2, 6sense, etc.) - Python or other scripting experience for data manipulation - Experience with BI tools (Looker, Tableau, Mode) or data warehouses (Snowflake, BigQuery) Who You Are - Builder mentality: You'd rather create a scalable system than do the same manual task twice - Curious about AI: You're excited (not anxious) about how AI is changing GTM—and you want to be the person figuring out how to use it - Strong communicator: You can explain technical concepts to non-technical stakeholders and translate business requirements into system design - Ownership-oriented: You don't wait to be told what to do. You see a gap, propose a solution, and drive it forward - Collaborative: You know that the best systems are built in partnership with the people who use Apply tot his job Apply To this Job