Revenue Operations Manager (Sales)

Orbital is the AI platform for real estate legal work. Real estate shapes the world around us: our homes, our workplaces and our cultural landmarks. It’s the infrastructure that powers everyday life and is the world's largest asset class. Yet behind every single deal, real estate and legal teams work hard to navigate decades-old complexity; manually connecting documents, hidden obligations, geo-spatial context, and multiple parties into a path forward. We connect the legal and physical record, so that path is clearer than ever before. Our mission is to make real estate transactions faster, clearer, and less manual. Here, you'll be part of changing how the deals behind the largest asset class get transacted, and will help shape the future of real estate. A bit about us: 🚀 We’re building at the forefront of AI technology, without losing the deeply human expertise our clients depend on. 🏢 Orbital is built with former practising real estate lawyers and 250+ years of combined legal expertise. We're purpose-built for the complexity of real estate: accelerating due diligence, drafting and negotiation, and deal coordination with legal-grade precision. 💰 We've just raised a $60m Series B, led by Brighton Park Capital, to accelerate our global expansion – $75m raised to date. 🤝 We're trusted by 5,000+ real estate professionals, spanning UK Magic Circle and US Am Law 100 firms, to household names like M&S. Leading firms like BCLP, Orrick, Goodwin, Womble Bond Dickinson and Clifford Chance rely on Orbital to remove the busywork, freeing legal and real estate teams to focus on sharp judgment, standout client service, and closing deals faster. 💡 Working at Orbital means joining a bold, ambitious team, with the trust to take ownership and make a real impact from day one. ROLE OVERVIEW You'll be one of two Revenue Operations Managers scaling our GTM engine. You'll own the shared core (HubSpot, reporting, stack, process) alongside your counterpart, and go deeper on sales operations, partnering directly with Sales leadership on compensation, territory, AE enablement, and forecasting. This is the revenue generation seat in our RevOps function: you'll be measured on how predictably and efficiently Stage 1 pipeline converts to closed revenue, and how reliably existing customers renew and expand. We're looking for T-shaped generalists: you should be comfortable across the full GTM motion, but bring real depth in sales operations. We're an AI company selling AI to law firms, and we expect the GTM engine to be just as AI-native as the product. This role is a key driver of that. We want someone who treats AI as a structural lever for how RevOps gets done, not a side project. This role is ideal for someone who has lived inside a sales org, knows how to make AEs more productive, and wants to keep building depth in sales ops while staying connected to the full GTM picture. WHAT YOU'LL OWN GTM Systems & HubSpot Administration - Own and optimize the full GTM tech stack (HubSpot, Apollo, Jiminny, Clay, Nook, and others) - Design, build, and maintain HubSpot workflows, automation, and routing logic - Proactively resolve system issues, inefficiencies, and data gaps - Identify, select, and onboard new AI-powered GTM tools as the company scales Reporting & Analytics - Deliver accurate, consistent reporting across pipeline, funnel, bookings, conversion, and GTM performance - Partner with stakeholders to define metrics, KPIs, and reporting requirements - Translate data into actionable insights for Sales, Marketing, and Leadership Data Hygiene & Process Design - Maintain HubSpot as a clean, reliable source of truth across GTM teams - Design scalable processes that grow with the business - Drive operational excellence across the revenue org AI in the RevOps Function - Make RevOps itself AI-native: rework data hygiene, reporting, and internal research workflows so the function operates at a higher leverage - Partner with Sales, Marketing, and CS leadership to make their teams more AI-fluent, not just more AI-equipped GTM Compensation & Planning - Sales compensation planning and administration, including quota and commission tracking - Partner with Finance and Sales leadership to ensure compensation accuracy and transparency - Model and analyze compensation plan changes - Identify the drivers and incentives that shift AE behavior Account Executive Support - Act as a trusted operational partner to AEs by resolving CRM issues and improving workflows - Support lead/account routing, pipeline hygiene, and opportunity management - Provide coaching and operational excellence to help AEs close deals faster Territory & Account Management - Support territory design and management, including account segmentation and assignment - Partner with Sales leadership on territory changes, coverage models, and capacity planning - Ensure territories and account ownership are accurately reflected in HubSpot Pipeline & Forecasting - Own pipeline hygiene standards and opportunity stage definitions - Deliver accurate forecasting and pipeline reporting to Sales leadership AI in Sales Ops - Redesign the day-to-day workflows that AE’s run, embedding AI where it changes how the work gets done - Deploy and tune conversation intelligence (e.g. Jiminny, Gong) so that call data flows back into coaching, deal inspection, and pipeline reviews - Use AI to sharpen pipeline inspection and forecast accuracy: deal risk scoring, next-best-action prompts, automated hygiene checks - Build AI-assisted enablement that helps AEs prep, follow up, and progress deals faster - Evaluate AI for comp modelling, territory design, and quota analytics where it materially beats manual work REQUIREMENTS - 5+ years of experience in Revenue Operations, Sales Operations, Marketing Operations, or Business Operations at a B2B SaaS company - Comfortable operating across Sales, Marketing and Customer Success, willing to learn the side you're less deep in WHAT SUCCESS LOOKS LIKE - HubSpot is trusted as a clean, reliable source of truth for the Sales org - Sales leadership has clear, accurate pipeline and forecast reporting - AEs spend less time on operational friction and more time selling - Compensation, territories, and account ownership are accurate and well-managed - Sales processes scale smoothly as the company grows BENEFITS & COMPENSATION: 💰 Competitive salary range 🏢 Equity options in a fast-growing startup 🌴 25 days holiday plus bank holidays 🧑 💻 Flexible working hours and location 📚 Personal development budget and learning opportunities 🍔 Free lunch on Wednesdays and Deliveroo budget for late nights 🚲 Cycle-to-work scheme 🔒 Security is everyone’s responsibility at Orbital. We ask all team members to follow our security policies, complete regular awareness training, and handle sensitive data with care in line with ISO 27001 standards. Spot something unusual? Reporting risks or incidents quickly helps us maintain the strong culture of security and compliance we all depend on. 💡 At Orbital, we’re committed to building a diverse and inclusive team. We especially welcome applications from people who are traditionally underrepresented in tech. Even if you don’t meet every single requirement, or if the right role isn’t listed yet, we’d still love to hear from you. 💰 This hiring range is a reasonable estimate of the base pay range for this position at the time of posting. Pay is based on several factors, which may include job-related knowledge, skills, experience, and business requirements. Everyone who works with Orbital goes through background screening before they start. It's part of how we keep Orbital secure, for the people who work here and for the client information we're trusted with.