Job Description

About Astelia

Astelia is redefining vulnerability and exposure management by focusing on what actually matters: reachability. We help enterprises prioritize and remediate the small percentage of vulnerabilities that can truly be exploited, reducing noise and accelerating real outcomes.

About the Role

Astelia is seeking a Revenue Operations Manager to build and scale our global go to market operating system. This is a hands on individual contributor role with responsibility across Sales, Marketing, SDR, and Channel and Alliances.

The ideal candidate is a builder with strong systems, analytics, and process design experience who can operate independently and drive measurable impact on pipeline, forecasting, and revenue performance.

Key Responsibilities

GTM Operations

• Design, implement, and optimize end to end revenue processes across the funnel from lead to opportunity to close to expansion and partner revenue
• Align Sales, Marketing, SDR, and Channel teams around shared definitions, KPIs, and workflows
• Support enterprise sales motions including POV and POC driven deal cycles

Systems and Tools

• Own and manage the GTM tech stack including HubSpot, Gong, and Swan
• Ensure data accuracy, system integrity, and proper integration across tools
• Build and maintain dashboards and reporting that leadership can rely on

Pipeline Management and Forecasting

• Monitor pipeline health, coverage, and conversion rates
• Support and improve forecasting accuracy using structured methodologies such as MEDDPICC
• Identify bottlenecks and implement process improvements to increase velocity and win rates

Marketing and SDR Operations

• Define and manage MQL to SQL to Opportunity processes
• Optimize lead routing, scoring, and speed to lead
• Track and improve SDR performance and pipeline generation

Channel and Alliances Operations

• Implement partner pipeline tracking and attribution
• Support co sell motions and partner sourced revenue reporting
• Provide visibility into sourced versus influenced pipeline

AI and Automation

• Implement automation and AI driven workflows across the GTM funnel
• Improve efficiency in lead management, deal inspection, and forecasting
• Reduce manual processes through system driven execution

Requirements

Qualifications

• 3 to 7 years of experience in Revenue Operations or Sales Operations within B2B SaaS
• Hands on experience with HubSpot is required
• Experience with Gong and or Swan is preferred
• Experience supporting Sales, Marketing, and SDR functions with Channel or Alliances experience as a plus
• Strong analytical and problem solving skills with experience in funnel metrics and reporting
• Familiarity with enterprise sales processes such as MEDDPICC and POV or POC cycles
• Experience in cybersecurity or a related technical industry is preferred
• Ability to operate in a fast paced, early stage environment with minimal structure

Performance Expectations

• Establish reliable pipeline visibility and reporting within the first 90 days
• Improve conversion rates and pipeline efficiency within the first 6 months
• Deliver consistent and accurate forecasting
• Increase SDR and partner sourced pipeline contribution
• Implement scalable processes and automation across GTM