Senior RevOps Manager
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What you'll do
- Own HubSpot as our commercial system of record - lead routing, pipeline stages, deal hygiene and the data model underneath them, so that the CRM reflects reality and sales leadership can forecast from it with confidence.
- Connect marketing to pipeline - define with Marketing what a qualified lead is, own the handover to Sales, and build the attribution reporting that shows which channels and campaigns turn into revenue.
- Run the sales forecast - build the process and tooling that turns pipeline data into an accurate forecast, and keep it accurate as the business scales.
- Track ramp and forecast usage - follow every new customer from go-live against what we expected at signature, build a bottom-up usage and revenue forecast by account, and explain the gap between forecast and actual each month to CS, Sales and Finance.
- Build the reporting leadership runs on - maintain the core commercial reporting in HubSpot and Metabase, write your own SQL when the standard reports don't answer the question, and get usage and revenue data in front of AEs and CSMs inside the CRM.
- Find where deals slow down and fix it - analyse cycle time by stage and segment, take the findings to the sales team, and drive the changes that speed deals up.
- Lead change across the commercial motion - when the sales or CS playbook needs to change, design the new process, document it, land it with the team, and report back on what worked and what didn't.
- Build AI into how the commercial team works - design and deploy agentic workflows across the commercial stack, with clear judgement about where AI belongs and which data should never go near it.
What they're looking for
- Are experienced in revenue operations at a B2B SaaS scaleup, and have owned HubSpot as the system of record - you've designed the pipeline and data model, not just kept it tidy.
- Have worked in a usage-based or consumption-priced business and know first-hand that a signed deal is only the start of the revenue funnel.
- Have built a forecast that leadership relied on, and can explain how you made it accurate.
- Are comfortable in SQL and a BI tool such as Metabase, and would rather write the query than wait for someone else to.
- Have worked across the whole funnel - you understand how Marketing, Sales and Customer Success hand off to each other and where revenue goes missing between them.
- Have taken difficult findings to a sales team and got them to act - you can make the case with data and hold your ground in the room.
- Have rolled out process change to a commercial team and made it stick, and can talk openly about the times it didn't.
- Use AI as a matter of course in how you work, and think carefully about where it shouldn't be used.
Summarised by NextRaise from the employer’s description, which follows in full below.
Full description from employer
Hi 👋 We’re Legl.
Legl is building the operating system for modern legal services.
We help law firms and regulated businesses replace manual, fragmented workflows with intelligent software from client onboarding and compliance to payments, risk, and reporting.
Legal work is high-stake - it’s regulated, complex, and deeply impactful - and our mission is to help regulated firms grow faster, run their businesses more profitably, manage risk intelligently, and deliver great client experiences
We’re backed by leading European VCs, scaling quickly, partnered with over 600 law firms including 50 of the UK’s top 200, launched in the UK and Australia - and entering our next phase of growth.
We Work Best When
AI is the central-operating model: not a tool or a future plan - but the way we run.
Decisions live with people: you're trusted to make calls and own them.
Think deeply, execute quickly: speed and rigour, not speed or rigour.
What You’ll Do
As Legl's Senior RevOps Manager, you own how revenue moves through the business - from a lead landing in HubSpot, through signature, launch and ramp, to a customer using the product at the level we expected when they signed. Legl gets paid for what customers use, not how many we sign, so this role covers the whole funnel: Sales & Marketing, Launch & Implementation and Customer Success.
Own HubSpot as our commercial system of record - lead routing, pipeline stages, deal hygiene and the data model underneath them, so that the CRM reflects reality and sales leadership can forecast from it with confidence.
Connect marketing to pipeline - define with Marketing what a qualified lead is, own the handover to Sales, and build the attribution reporting that shows which channels and campaigns turn into revenue.
Run the sales forecast - build the process and tooling that turns pipeline data into an accurate forecast, and keep it accurate as the business scales.
Track ramp and forecast usage - follow every new customer from go-live against what we expected at signature, build a bottom-up usage and revenue forecast by account, and explain the gap between forecast and actual each month to CS, Sales and Finance.
Build the reporting leadership runs on - maintain the core commercial reporting in HubSpot and Metabase, write your own SQL when the standard reports don't answer the question, and get usage and revenue data in front of AEs and CSMs inside the CRM.
Find where deals slow down and fix it - analyse cycle time by stage and segment, take the findings to the sales team, and drive the changes that speed deals up.
Lead change across the commercial motion - when the sales or CS playbook needs to change, design the new process, document it, land it with the team, and report back on what worked and what didn't.
Build AI into how the commercial team works - design and deploy agentic workflows across the commercial stack, with clear judgement about where AI belongs and which data should never go near it.
This Role Is a Great Fit If You…
Are experienced in revenue operations at a B2B SaaS scaleup, and have owned HubSpot as the system of record - you've designed the pipeline and data model, not just kept it tidy.
Have worked in a usage-based or consumption-priced business and know first-hand that a signed deal is only the start of the revenue funnel.
Have built a forecast that leadership relied on, and can explain how you made it accurate.
Are comfortable in SQL and a BI tool such as Metabase, and would rather write the query than wait for someone else to.
Have worked across the whole funnel - you understand how Marketing, Sales and Customer Success hand off to each other and where revenue goes missing between them.
Have taken difficult findings to a sales team and got them to act - you can make the case with data and hold your ground in the room.
Have rolled out process change to a commercial team and made it stick, and can talk openly about the times it didn't.
Use AI as a matter of course in how you work, and think carefully about where it shouldn't be used.
This Role Is Not a Great Fit If You…
Want an analyst role. You'll own outcomes here, not just the reporting on them.
Are looking for an established RevOps function to join. You'll be building much of it.
Have only ever worked on new business and haven't had to think about what happens to a customer after they sign.
Prefer to stay in the tooling rather than have direct conversations with sales and CS leaders about pipeline, forecast and process.
Want a large team around you or a manager who sets the agenda. Decisions live with you.
Are used to a large-enterprise pace where change is slow and heavily governed.
Company
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