Senior Manager, Revenue Operations - Remote Eligible

Senior Manager, Revenue Operations

The climate crisis is the defining challenge of our time—but it's also the greatest opportunity for innovation, and a challenge we're proud to take on. At Overstory, we're harnessing cutting-edge technology to enable a resilient electrical grid that keeps communities thriving as our world changes.

The grid is the backbone of life as we know it. It powers hospitals, keeps food fresh, and ensures communities stay connected. But extreme weather, aging infrastructure, and growing wildfire risks are putting this critical system under pressure. All of this combined makes the electric utility industry the greatest opportunity for tackling climate change.

One of the leading causes of catastrophic wildfires and power outages? Trees and brush coming into contact with power lines.

That's where we help. At Overstory, we use AI and advanced satellite imagery to pinpoint and prioritize vegetation risks before they materialize. By giving utilities critical analysis on those risks, we're helping prevent outages, reduce wildfire risks, and accelerate the transition to a safer, more resilient grid.

Our team spans the Americas and Europe, and we work with utility partners across the Americas and beyond. We're outdoor enthusiasts, musicians, artists, athletes, parents, and adventurers—15 nationalities strong and growing. What unites us is a passion for solving complex problems, a commitment to climate action, and the belief that technology should be a force for good.

Join us to help us build a more resilient world together.

The Role

We are looking for a Senior Manager of Revenue Operations to build and scale our go-to-market operations across marketing, sales, and customer success. This is a critical role in ensuring our commercial engine runs efficiently, enabling predictable growth and data-driven decision making.

You'll play a pivotal role in transforming how we grow—designing the systems and insights that power smarter decisions, accelerate revenue, and unlock our next stage of scale.

You will own the strategy, systems, and reporting that underpin revenue generation—from marketing automation and lead routing to pipeline forecasting and process optimization. You'll collaborate closely with leaders in Sales, Marketing, Customer Success, and Finance to ensure alignment on metrics, process, and execution.

What You'll Do

Strategy & Enablement

• Drive alignment across GTM teams (Marketing, Sales, Customer Success) through shared KPIs, consistent definitions, and integrated processes and tools.
• Identify bottlenecks and design scalable processes to support rapid growth in our GTM motion.
• Partner with Finance to ensure consistent forecasting, revenue attribution, and territory design.
• Build and maintain executive dashboards covering pipeline, bookings, churn, and customer lifecycle and health metrics.
• Analyze data and provide actionable insights on GTM performance and recommend adjustments to strategy.

CRM & Systems Management

• Own and administer our CRM (HubSpot), including user management, data integrity, integrations, and process automation.
• Partner with GTM teams to design efficient lead, opportunity, and account management workflows.
• Evaluate, implement, and optimize RevOps tools (e.g., HubSpot, Intercom, Zoominfo, Dovetail, Gong and other sales enablement tools) to drive productivity.

Forecasting & Pipeline Management

• Develop and maintain robust forecasting to provide clear visibility into pipeline health, conversion and renewals rates, and revenue performance.
• Establish operating cadences and run GTM planning cycles: support pipeline reviews, deal reviews, account prioritization, territory design, quota setting, and deal velocity analysis to ensure targets are met.

Marketing Operations

• Own marketing operations, ensuring HubSpot automation, campaign attribution, and lead scoring models function seamlessly.
• Work with marketing to improve lead quality and implement processes to improve funnel conversion efficiency.
• Maintain dashboards and analytics to measure ROI on campaigns and channels.

About You

• Expertise in HubSpot CRM (administration, automation, workflows, reporting).
• Metrics fluency: Comfort with ABM KPIs (pipeline coverage, conversion rates, win rate, sales cycle, forecast accuracy; renewal/expansion).
• Exposure to B2B business models, ideally in utilities, regulated industries, or account-based / sales-led growth environments.
• Strong analytical and problem-solving skills; highly data-driven with an eye for process optimization.
• Excellent communication and stakeholder management skills

Nice-to-Haves

• 5-7 years of experience in revenue operations
• Familiarity with additional systems (Salesforce, BI tools like Looker or Power BI, CPQ platforms)
• Background in pricing operations, territory management, or customer success analytics.
• Understanding of revenue recognition and collaboration with finance team

About Our Team

We are a group of 100 people from all over the world. Fifteen nationalities are represented in our team. We work remotely from nine different countries and we are looking for candidates that are also living and working in one of these countries: United States, the Netherlands, United Kingdom, Ireland, Estonia, Portugal, France, Sweden, Denmark, Switzerland, and Canada. We meet up once a year in-person for our unforgettable team gathering event. We also offer the option to occasionally meet up for in-person collaboration.

Diversity & Inclusion

We place enormous value on diversity and inclusion and strive to continually bring in people of all genders, races, creeds, ethnicities, abilities and backgrounds. We believe that the best ideas emerge when people with different perspectives and approaches work together on a problem.

We're always looking to diversify our team further, but we're proud of the fact that four out of the nine people on our leadership team are female, 46% of the overall team are female and 20% of the team are people of color. Our team speaks fifteen languages: English, Dutch, French, Spanish, German, Italian, Portuguese, Russian, Luxembourgish, Lithuanian, Bulgarian, Cantonese, Estonian, Danish and Korean.

Our Values

Tackling the climate crisis is our greatest mission.

We act with urgency.

Our curiosity fuels our growth.

We recognize that change is constant, and we find joy and power in exploration.

We're rooted in diversity.

Just as ecosystems need biodiversity to thrive, our resiliency comes from our differences.

We care for each other.

We love the power of machines but we nurture each other as humans.

Trust is fundamental.

We assume the best in everyone, and we share ideas openly so that we have a positive impact.