Why this role exist

Right now, HubSpot holds our revenue data but does not tell us the truth about it. Pipeline stages mean different things to different reps. Deals sit in stages for weeks without anyone flagging it. Lead sources are inconsistent, so we cannot cleanly answer which channel produced which dollar. Call activity lives in one place, deal notes in another, and forecast confidence is a conversation instead of a number.

That is the problem you are being hired to eliminate.

You will own HubSpot end to end: hygiene, configuration, automation, reporting, and the SOPs and accountability that keep it clean six months after you build it. When you are done, any leader at AMZ Prep should be able to open a dashboard and see, in real time, exactly what is happening across the entire customer journey, from first touch to closed won to expansion.

This is a build role first and an operating role second. Come in expecting to redesign, not maintain.

What You Will Own
1. HubSpot architecture and configuration

- Audit the current instance and deliver a prioritized remediation plan in the first 30 days
- Redesign deal pipelines and stages across all four service lines (fulfillment, freight, middle mile, parcel), including exit criteria that are objective and enforceable
- Own the property architecture: contacts, companies, deals, tickets, and custom objects. Kill redundant properties, standardize the ones that survive, enforce required fields at the stage gates that matter
- Build and maintain lifecycle stages and the lead-to-customer handoff model across marketing, sales, and CS
- Own integrations and data flow between HubSpot and the rest of the stack (Fireflies, Slack, our internal platform, billing and finance systems)

2. Data hygiene and governance

- Establish and enforce the data standards: naming conventions, duplicate management, required fields, ownership rules, deal source attribution
- Build automated hygiene monitoring so bad data gets flagged the day it is entered, not at quarter end
- Run a recurring hygiene scorecard by rep and by team so hygiene becomes a managed metric, not a complaint
- Own the source of truth. When a number in HubSpot disagrees with a number in a board deck, your system wins or you find out why within the day

3. Reporting, dashboards, and modeling

- Build the executive dashboard set: pipeline coverage, stage conversion rates, sales velocity, win rate by source and by service line, deal aging and stall detection, activity-to-outcome ratios, forecast versus actual
- Build the rep-level and manager-level dashboards our Sales Manager runs 1:1s and pipeline reviews on
- Build CS and retention reporting: account health, QBR completion, churn risk, expansion pipeline
- Own pipeline modeling and forecast accuracy. We want a forecast that holds up to scrutiny, with variance you can explain
- Feed the EOS scorecard. Weekly L10 numbers should pull from HubSpot without anyone touching a spreadsheet

4. Process, SOPs, and accountability

- Write the SOPs. Every process you build gets documented, trained, and owned by a named person
- Design the automation and alerting layer: lead routing, task creation, stage-based triggers, stall alerts, at-risk deal escalation, manager notifications
- Partner with the Sales Manager on adoption and enforcement. Building the system is half the job; getting a team of AEs, BDRs, and CSMs to actually use it correctly is the other half
- Run enablement sessions when new processes ship, and build the onboarding path so new reps are productive in HubSpot on day three, not week three

5. Revenue analysis





- Answer the questions leadership has not thought to ask yet. Where are deals actually dying? Which lead source produces the highest LTV, not just the most volume? What does our real sales cycle look like by service line?
- Surface the insight, not just the report. We are hiring an analyst, not a dashboard technician

First 45 Days

This is an aggressive timeline and it is deliberate. We are not looking for a six-month transformation program. In 45 days the new system is live, every new lead is running through it, and the dashboards are accurate enough to run the business on. If that timeline sounds unrealistic to you, this is not your role.

Days 1-10: Audit and design Full audit of the current instance across configuration, data quality, adoption, and reporting. Working sessions with the CRO, Sales Manager, CS lead, marketing, and finance. Deliver the target-state design: pipeline and stage architecture across all four service lines, property model, lifecycle stages, source taxonomy, and routing logic. Signed off by the CRO by day 10.

Days 11-25: Build and configure New configuration shipped and live. Pipelines, stages with objective exit criteria, required fields at stage gates, lifecycle model, lead source and channel taxonomy, routing rules, automation, and alerting. Historical data cleaned and remapped to the new model. Legacy fields and pipelines retired, not left running in parallel.

Days 26-35: Process live, full adoption Every new lead from every channel enters through the new process. No exceptions, no shadow tracking, no side spreadsheets. SOPs written, trained, and owned by name. Reps and CSMs trained and working in the current system. Daily and weekly accountability checks running from day 26 forward.

Days 36-45: Dashboards live and trusted Complete dashboard set live and reconciled against actuals. Pipeline by source broken out cleanly across inbound, LinkedIn, outbound, and partners/referrals, plus pipeline by service line. Rep-level, manager-level, and executive views all shipped. Deal stall and aging detection live. EOS scorecard numbers pulling from HubSpot with no spreadsheet in between.

By day 45 we should be able to open a dashboard in an L10 and trust the number without anyone asking where it came from.

The Accountability Cadence You Will Run

A rebuilt CRM decays in weeks without enforcement. You own the rhythm that prevents it.

Daily

- Automated hygiene check on every deal and lead touched in the last 24 hours. Missing required fields, unassigned records, wrong-stage deals, and unlogged activity get flagged the same day
- Stall and SLA alerts fire to the rep and their manager, not to a report nobody opens
- New lead routing verified. Every lead from every channel is assigned, sourced correctly, and has a next step within the SLA

Weekly

- Hygiene scorecard published by rep and by team. Visible to the whole revenue org
- Pipeline review pack ready for the Sales Manager before pipeline review, not built during it
- Source and channel performance refreshed across inbound, LinkedIn, outbound, and partners/referrals
- L10 scorecard numbers pulled and reconciled
- Data exceptions escalated with a name attached and a due date

Monthly and quarterly





- Forecast versus actual variance analysis with an explanation, not just a delta
- Conversion, velocity, and win rate trends by source and service line
- System roadmap review with the CRO on what gets built next

How We Will Measure You
Metric
Target
CRM data hygiene score
95%+ on required fields at stage gates
Forecast accuracy
Within 10% of actual by end of second full quarter
Rep adoption
100% of deals logged and progressed in HubSpot, zero shadow tracking
Stalled deal detection
Every deal exceeding stage SLA flagged automatically, zero manual discovery
Reporting turnaround
Leadership self-serves the standard questions, no ad hoc report requests
SOP coverage
Every revenue process documented and owned

Who You Are

Required

- 5-8 years in Revenue Operations, Sales Operations, CRM Administration, or Business Operations, with the majority of it hands-on in HubSpot
- Deep, expert-level HubSpot: Sales Hub and Service Hub required, Marketing Hub and Operations Hub strongly preferred. You know custom objects, workflows, calculated properties, association labels, and the reporting engine's real limits
- You have rebuilt a HubSpot instance before, not just maintained one. You can walk us through a specific instance you took from messy to clean and what changed as a result
- Strong analytical skillset. Pipeline modeling, cohort analysis, conversion math, forecast methodology. Comfortable in Excel or Google Sheets at a modeling level, and comfortable defending your numbers
- Proven ability to build dashboards that executives actually use to make decisions
- You write clearly. SOPs, documentation, and process guides are a real part of this job
- You can drive adoption with a sales team. That means influence without authority, patience, and a spine

Nice to have

- HubSpot certifications (Revenue Operations, Sales Software, Data Management, Architecture)
- Experience in logistics, 3PL, supply chain, or e-commerce services
- Experience in an EOS company, or familiarity with scorecards, Rocks, and L10 rhythms
- SQL, or experience with BI tools layered on top of CRM data
- Multi-product or multi-service-line revenue reporting experience
- Experience with Fireflies, Slack, and conversation intelligence data in a reporting model

How you work You are opinionated about how a CRM should be structured, and you can defend it. You have seen enough bad instances to recognize ours quickly. You do not need a spec to start, and you do not need to be managed to finish. You would rather build the system right once than patch it forever.

Our Values

- Win Relentlessly
- Own the Outcome
- Be Humbly Confident
- Obsess Over Data

The last one is why this role matters more here than it would somewhere else.

Engagement Options

We are flexible on structure and will fit the model to the right person.

Full-time. Salaried, benefits, part of the revenue leadership bench. Best if you want to own the system long term and grow into broader RevOps scope across the business.

Fractional or part-time. Ongoing retainer, roughly 10-20 hours per week, embedded in our team with real accountability and a named seat in our operating rhythms. Not advisory. You build.

Project-based contract. Fixed scope, fixed timeline rebuild over 90 to 120 days, with an option to convert to ongoing retainer or full-time afterward.

Pay: $90,000.00-$150,000.00 per year

Benefits:

- Paid time off
- Work from home

Application question(s):

- Create a 2 minute loom video why you'd be a good fit for the company?

Experience:

- revenue operations: 3 years (required)
- Hubspot : 4 years (required)

Work Location: Remote

📌 Revenue Sales Operations (Canada)
🏢 AMZ Prep
📍 Canada