Revenue Operations Manager

Revenue Operations Manager Reports to: Chief Commercial Officer Location: UK, France, Netherlands, Belgium, Germany, Austria, Spain, Finland, USA. Some travel to our offices will be required from time-to-time You must have the right to work in one of the above countries in order to be considered for the role. 💼 About the role Here at PQShield we are at the forefront of Post-Quantum Cryptography that is changing how the world operates. We’ve helped shape all of the international PQC NIST standards, and we were the first cybersecurity company to develop quantum-safe cryptography on chips, in applications, and in the cloud. PQShield is seeking an analytical Revenue Operations Manager to own our GTM systems, data, and processes across Sales, Marketing, Partnerships, and Account Management. Beyond CRM administration, you will manage the end-to-end revenue engine including prospecting, lead qualification, pipeline progression, forecasting, and GTM tools and automation. The ideal candidate brings deep HubSpot expertise, a strong understanding of B2B GTM stacks, and hands-on experience leveraging AI for prospect research and revenue workflow automation. You will partner across cross-functional leadership to build a scalable, data-driven revenue operation. ⚒️ What you’ll be doing Revenue Systems & GTM Tech Stack • Administer and optimize HubSpot as the central system for all revenue activities. • Manage the GTM tech stack, including enrichment tools, automation platforms, integrations, vendor relationships, and budgets. • Maintain CRM structures for accounts, contacts, deals, pipelines, and lead stages. • Ensure data quality, deduplication, and accuracy across systems. • Integrate web forms, landing pages, and campaigns with HubSpot and third-party tools. • Evolve the tech stack as the company scales. AI-Powered Lead & Account Intelligence • Develop processes for identifying and enriching target accounts and contacts using platforms such as LinkedIn Sales Navigator, ZoomInfo, Apollo, Clearbit, 6sense, Clay, or similar. • Use AI to research companies, identify buying personas, discover relevant contacts, and enrich account records. • Build automated workflows that combine CRM data with external data sources and AI-generated intelligence. • Monitor target accounts for buying signals such as new executives, funding events, acquisitions, product announcements, and hiring activity. • Use AI to summarize account intelligence and surface actionable insights for sales and marketing. • Continuously evaluate new AI tools that can improve prospecting productivity and data quality. Full-Funnel Process Design • Own the full revenue lifecycle, from lead qualification to opportunity close and expansion. • Define cross-functional lifecycle stages, handoffs, and SLAs for Marketing, Sales, and Partnerships. • Establish sales stages and exit criteria with sales leadership. • Create repeatable workflows across all lead sources and account tiers. • Support account segmentation, territory design, and contact mapping. • Track multi-stakeholder engagement across target enterprise accounts. • Track contracts, renewals, and expansion to maintain post-sale visibility in the CRM. • Eliminate operational bottlenecks and automate repetitive workflows. • Maintain documentation and training for revenue processes and tooling. Forecasting, Planning & Analytics • Lead the forecasting cadence, pipeline reviews, and forecast roll-ups for leadership. • Drive annual/quarterly planning for quotas, targets, capacity models, and territories. • Partner with Finance on bookings, revenue reporting, and commissions. • Build executive dashboards to track key metrics: • Pipeline creation, coverage, and velocity • Full-funnel conversion from lead