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Tebi is a Connected Restaurant Management System founded by Arnout Schuijff (co-founder of Adyen) and backed by €50 million from Index Ventures & CapitalG. The platform unifies sales, reservations, kitchen prep, payments, and data analytics for hospitality businesses across 8 European countries.
You will be a hands-on Revenue Operations professional responsible for building and maintaining the systems that support Tebi's Sales, Account Management, and Onboarding teams. This is an individual contributor role with significant autonomy to shape both technical solutions and the processes they support.
Key responsibilities include:
**GTM Workflow Development**: Configure and improve HubSpot workflows, properties, integrations, and reporting across the sales and merchant lifecycle. Connect meeting summaries and outcomes to HubSpot fields to reduce manual data entry. Build prospect lists and enrichment workflows to help sales teams focus on relevant merchants. Document system logic and configuration decisions for team scalability.
**Data Integration & Quality**: Partner with the Data team to bring backend and data warehouse insights (modules in use, ARPU, turnover, payback indicators) into HubSpot and Vitally. Implement consistent merchant definitions and classifications across systems. Improve data quality by investigating duplicates and designing reliable sync mechanisms between Vitally and HubSpot. Define and track commercial metrics including customer acquisition cost.
**Account Management & Onboarding Optimization**: Develop scoring rules to help Account Managers identify expansion and upsell opportunities. Build automated workflows, playbooks, and templates to streamline onboarding while maintaining personalization. Investigate account stalls and gaps between confirmation and activation, then implement alerts and ownership rules. Test new tools with teams and refine based on actual workflows.
**Analytics & Reporting**: Build operational dashboards showing pipeline movement, onboarding progress, and expansion opportunities. Write SQL queries and work with BigQuery and Dataform as needed in partnership with the Data team. Translate business questions into clear data definitions and practical system changes.
Requirements:
- 5+ years of relevant experience in RevOps, GTM systems, sales operations, customer operations, or related systems roles
- Deep hands-on HubSpot experience including workflows, custom properties, reporting, and integrations
- Experience connecting systems and designing automation for daily workflows
- Strong SQL skills and comfort with data warehouses and data transformation tools
- Experience supporting Sales, Account Management, or Customer Success teams and understanding cross-functional workflows
- Ability to map messy processes, identify root problems, build practical solutions, and drive user adoption
Nice to Have:
- Experience with Vitally, Intercom, Customer.io, or AI enablement platforms like Gong
- Experience with BigQuery, Dataform, Metabase, or comparable analytics tools
- B2B SaaS background, particularly in high-growth companies building systems from scratch
- Familiarity with hospitality tech, POS, payments, or merchant services
- Experience applying AI to operational workflows with attention to data quality and human review
