We're looking for a hands-on Sales Operations Manager to keep our commercial engine running as we scale from startup to enterprise-grade processes. You'll own HubSpot day to day, turn pipeline data into forecasts leadership can act on, and make sure our subscription and usage-based revenue is tracked accurately from deal to invoice.
This is an individual contributor role working closely with Sales, Marketing, Finance and Customer Success.
Responsabilities:
- CRM ownership. Act as the day-to-day administrator of HubSpot: pipelines, deal stages, properties, workflows, permissions and integrations. Keep the data clean and the system genuinely usable for reps.
- Reporting and forecasting. Build and maintain dashboards on pipeline coverage, velocity, conversion and win rates. Participate in the weekly forecasting process: collect commitments, flag inconsistencies, and produce the numbers leadership reviews.
- Pricing and billing operations. Support quoting and deal structuring across our SaaS pricing model, including subscription tiers and usage-based components.
- Revenue and consumption monitoring. Track customer consumption against contracted volumes. Surface accounts trending below commitment as churn risk and accounts trending above as expansion opportunities, and route them to the right owner.
- Process and documentation. Document how the sales process actually works: stage definitions, qualification criteria, approval paths, and handoffs between SDR, AE and Customer Success. Keep the documentation current as processes change.
- Deal support. Be the operational point of contact for non-standard deals. Route discount and terms approvals, track where each deal sits in internal review.
- Enablement. Onboard new reps onto the CRM and the sales process. Run short training sessions when tools or workflows change, and make sure adoption sticks.
Requirements
- 3–6+ years in Sales Operations, Revenue Operations or a comparable analytical commercial role, in B2B SaaS.
- Experience supporting enterprise sales cycles: multi-stakeholder deals, procurement, security reviews, legal redlines.
- Hands-on HubSpot administration: building workflows, custom properties, reports and dashboards without needing developer support. Certifications are a plus.
- Working understanding of SaaS commercial models — ARR, net revenue retention, churn — and how subscription and usage-based pricing translate into quoting, billing and forecasting.
- Strong spreadsheet skills. Comfortable modelling scenarios and reconciling data from multiple systems.
- Comfort using AI tools in daily work to speed up analysis, drafting and repetitive operational tasks, and curiosity about applying them to new parts of the workflow.
- Clear written communication. You'll be documenting processes other people have to follow.
Nice to have:
- Exposure to quota and territory planning, or commission calculation.
- Experience with a billing or revenue platform alongside the CRM.
- Basic SQL, or experience with a BI tool.
Compensation
- Competitive compensation package, with an indicative annual gross salary (RAL) of €40,000–€70,000 per year, depending on experience and qualifications.
Benefits
- Private Health Insurance
- Paid Time Off
- Hybrid work solution (home/office)
- Training & Development
About Trustfull
Trustfull is a digital risk intelligence platform helping business strengthen their controls against fraud and fin-crime, by leveraging the power of digital footprints analytics (phone, email, IP, device, browser). We're a diverse group of exceptional individuals with background in engineering, financial services, marketing and business development - passionate about making the digital landscape safer for everyone.
Our HQ in Milan and we are constantly looking for talents ready to join the Trustfull adventure.
If you want to know more about us, please visit our website https://www.trustfull.com/
Skills Required
- 3-6+ years of experience in Sales Operations, Revenue Operations, or a comparable analytical commercial role in B2B SaaS
- Experience supporting enterprise sales cycles, including multi-stakeholder deals, procurement, security reviews, and legal redlines
- Hands-on HubSpot administration, including workflows, custom properties, reports, and dashboards
- Working knowledge of SaaS commercial metrics and models, including ARR, net revenue retention, churn, subscription pricing, usage-based pricing, quoting, billing, and forecasting
- Strong spreadsheet skills, including scenario modeling and reconciling data from multiple systems
- Comfort using AI tools for analysis, drafting, and repetitive operational tasks
- Clear written communication and process documentation skills
- Exposure to quota and territory planning or commission calculation
- Experience with a billing or revenue platform alongside a CRM
- Basic SQL or experience with a business intelligence tool
What We Do
Trustfull helps businesses reduce risk, protect integrity and accelerate growth on a global scale. By silently analyzing digital footprint data from customer interactions, our platform unlocks hundreds of signals to accurately detect fraud and fincrime attempts across the customer journey. Through combined and fully silent phone, email, IP, device, browser and domain checks, our complete suite of models, workflows and data empowers teams to make better customer decisions with no UX implications. Hundreds of clients and partners - including Nexi, Scalapay, lastminute.com, ING Bank, Cofidis, Elavon, Snaitech and Trulioo - rely on Trustfull's award-winning technology to prevent fraud and build trust across borders.
