Revenue Operations Manager

Location: Austin, Texas Preferred

Employment Type: Full Time

Department: Operations

Esper was founded in 2018 with a mission to empower dynamic and responsive policymaking in government. We align existing data, stakeholders, and public policy goals to streamline the policymaking process at all levels of government. We imagine a world where policymaking is driven by data and insights from all stakeholders, transforming traditional bureaucracy into a dynamic and flexible system that encourages innovation and collaboration.

As a fast-growing GovTech company, Esper is at the intersection of two powerful forces: the modernization of government operations and the transformative potential of data-driven decision-making. Our customer base is expanding rapidly, and we are building the team that will define how public policy is shaped for decades to come.

The Revenue Operations Manager will unify and optimize operations across Sales, Professional Services, Customer Success and Marketing teams. You will design the processes, own the systems, and provide strategic insights that drive predictable revenue growth and organizational alignment, turning our growing go-to-market function into a scalable engine.

As revenue operations manager, you will own the complete go-to-market operations framework, from lead generation to customer acquisition and through to customer retention and expansion.

You will lead the development of comprehensive revenue analytics, unified reporting systems, and strategic planning processes that enable data-driven decision making across all revenue-generating functions.

You will report to the Head of Finance and partner closely with Sales, Customer Success, Professional Services, Marketing and the CEO.

Sales Operations

• Pipeline integrity and forecasting – establish stage definitions and enforce hygiene standards to inform short and long term forecasting efforts

• Territory and segment design - build the territory model to ensure comprehensive coverage

• Sales tech stack ownership – Own the GTM systems - Fathom, Hubspot, Teamwork, Pursuit

• Quota and compensation - Design and administer compensation plans across new logo, expansion, implementation and renewals

Professional Services Operations

• Resource planning and utilization - Forecast PS demand off the sales pipeline, allocate consultants and project managers across active engagements, track utilization, recoverability, and bench time

• PS margin and pricing - Standardize SOWs, scope-of-work pricing, and change-order processes

• Sales → PS → CS handoffs – You will own the connective tissue to ensure smooth customer hand off between functions

Revenue Operations

• Analytics and Reporting – Build comprehensive end-to-end analytics and dashboards to analyze performance across the entire funnel, and provide strategic insights to executive leadership

• Pricing and packaging analytics - Inform pricing decisions with hard data on win rates, deal size, and competitive context

• Systems architecture - Own the integration story across CRM, marketing, PS tooling, and BI

• Strategic finance partnership - Partner with Finance on annual planning, scenario modeling, and the metrics that go to the board and to investors

• 6+ years in revenue operations, sales operations, PS operations, or business operations, with meaningful time across multiple GTM functions

• B2B SaaS experience selling to mid-market or enterprise. Public sector or govtech is a plus

• Deep HubSpot administration expertise and modern BI fluency

• Track record of forecasting and reporting for leadership or Board of Directors

• Systems thinker who communicates clearly for non-technical stakeholders

• Comfortable being the most senior ops person in the room and rolling up your sleeves when the work calls for it.

Perks and Benefits:

• Being a part of an innovative and collaborative team that will both support and challenge you

• Significant opportunity for growth and ownership and to shape Esper for the long-term

• Competitive salary and equity at a growing early-stage company

• Paid holidays & unlimited PTO

• Medical, dental, and vision insurance

• Generous parental & sick leave

• 401(k) retirement plan with employer match

• Short/Long term disability & life insurance

• Flexible spending account (FSA)

• Work anniversary equity grants

• Monthly stipend to offset remote work expenses

• Office equipment allowance

• Paid Time Off to participate in volunteer/community events