At TestRail, we help teams deliver high-quality software faster with the industry’s leading test management platform.

We are seeking a Revenue and Sales Operations Manager to own the systems, processes, and data that drive our go-to-market execution.

This role sits at the intersection of finance and sales, ensuring clean financial handoffs, accurate reporting, and efficient operations.

You will lead initiatives that improve sales performance, optimize CRM usage, and provide strategic insights that shape revenue growth.

Responsibilities Reconcile and validate financial data across billing, subscription, Stripe, HubSpot, and related finance systems Resolve discrepancies, investigate data integrity issues, and ensure accurate handoff of data to Finance Support Finance with monthly, quarterly, and annual close processes Manage weekly, monthly, quarterly, and annual reporting of KPIs for Sales and Marketing Analyze sales performance metrics, distribute quotas, and prepare commission reports Research and analyze data to develop accurate sales forecasts and revenue projections Streamline and implement best practices and automation to improve sales process efficiency and reduce friction Oversee CRM (HubSpot) usage, reporting, and dashboard development to maximize customer and pipeline visibility Collect, analyze, and interpret sales data to provide actionable insights and identify trends Enable frontline sales teams by providing strategic direction, resources, and training Document and communicate sales processes and ensure consistent adoption across the team Lead administrative and operational support for sales, including scheduling, invoicing, billing, and customer service alignment Act as a liaison between Sales and other departments to ensure cross-functional coordination Partner with Marketing and Sales on lead management and routing processes Qualifications 2–5 years of experience in sales operations or revenue operations, ideally within SaaS Strong financial acumen and ability to connect sales performance to revenue outcomes In-depth knowledge of HubSpot CRM, including reporting, dashboards, and workflow automation Proven analytical and problem-solving skills to design and implement process improvements Strong leadership and coaching skills to evaluate sales performance and drive team enablement Excellent communication skills for collaboration with sales, operations, marketing, and executive leadership Demonstrated ability to deliver reliable reporting and actionable insights in fast-paced environments An Equal Opportunity Employer - All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or status as a protected veteran.

By submitting your application, you acknowledge that Sembi, Inc. will process and retain your resume and related personal information solely for recruitment and hiring purposes.

Resumes of unsuccessful candidates will be securely deleted within twelve (12) months of the hiring decision, unless a longer period is required by law or you provide explicit consent for continued retention (e.g., for consideration for future opportunities).

In compliance with applicable privacy laws, including the EU General Data Protection Regulation (GDPR), you have the right to request access to, correction of, or deletion of your personal information at any time by contacting compliance@sembi.com.

Sembi, Inc. does not sell candidate data and will ensure that all personal information is processed securely and in accordance with relevant data protection regulations.

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