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OpenUp is a fast-growing mental health and wellness platform serving 2000+ companies (including Rituals, Deloitte, Decathlon, KPMG, McDonald's) with 600K+ employees accessing their services. The company was ranked in LinkedIn's Top 3 Startups for 2023, 2024, and 2025.
As Revenue Operations Manager, you will own the systems and processes that power OpenUp's commercial engine—from first touch through renewal. This is a hands-on individual contributor role split roughly into thirds: one-third maintaining HubSpot, data quality, reporting, forecasting, and quarter-end processes; two-thirds building and improving bespoke tools using HubSpot, Apollo, and LLM APIs (Claude, OpenAI). You'll work daily with Commercial Leadership, Account Executives, BDRs, Customer Success, and Finance.
Key responsibilities include:
**Commercial Systems & Data:** Manage HubSpot across Sales Hub, Service Hub, and Marketing Hub (objects, lifecycle stages, lead/deal architecture, workflows, permissions, reporting, API). Own integrations with Apollo, contract management, calling, meeting notes, and compensation tools. Ensure data quality through deduplication, enrichment, contact/company associations, Do-Not-Engage lists, and account allocation.
**Forecast, Reporting & Quarter-End:** Maintain pipeline forecasts and reporting on pipeline, conversion, outbound effectiveness, and net revenue retention. Lead quarter-end close with Finance, including compensation inputs for Sales and Customer Success.
**AI Tooling:** Build and ship tools on HubSpot, Apollo, and LLM APIs that eliminate manual work—account research/prioritization, MEDDICC deal coaching, signal-based outbound (job changes, LinkedIn activity, intent), list building, forecast support, renewal checks. Manage the full lifecycle: prototype, test, launch, document, monitor, improve, and retire. Ensure version control, documentation, output monitoring, and human review where judgment is needed.
**Process, Enablement & People:** Own the commercial process from lead to renewal, including handoffs between Marketing, Sales, and CS. Establish pipeline hygiene standards and embed sales methodology in the CRM. Drive adoption through training and documentation. Evaluate and prioritize tool build-vs-buy decisions.
Success after six months means: pipeline hygiene >95%, forecast accuracy ≥90%, measured data quality, reliable existing tools with team independence, at least one new weekly-used tool with measurable ARR/NRR impact, and fixed calendar quarter-end close with timely Finance inputs.
**Requirements:**
- 4–7 years in Revenue Operations, Sales Operations, or GTM engineering at B2B SaaS, working closely with AEs, BDRs, and CS
- Deep expertise in HubSpot (ideal) or comparable state-of-the-art CRM (Salesforce); must have designed objects, lifecycle stages, workflows, reporting, integrations, and worked with CRM APIs
- Built at least one working tool or workflow using an LLM API that others rely on; proficient with Claude Code, Codex, or Cursor; knows when outputs need human review
- Experience with enrichment and outbound tooling (Apollo, FullEnrich, Lusha, or similar); understands clean, compliant prospect data
- Strong grasp of SaaS metrics: pipeline coverage, win rate, cycle length, NRR, forecast accuracy
- Excellent documentation and ownership of maintained systems
- Ability to prioritize Sales/CS requests alongside longer-term projects; clear communication on timelines
- Fluent English; German or Dutch a plus but not required
