Revenue Growth Operations Manager

At Hidden Level, we’re building the future of airspace awareness through cutting-edge RF sensing technology. Our mission is to make the world safer—whether it’s protecting troops, securing infrastructure, or enabling smarter cities. We design, manufacture, and deploy advanced sensor systems that deliver real-time insights for defense and commercial applications.

Position Overview:

The Manager of Revenue Growth Operations plays a key role in supporting Hidden Level’s Growth team by ensuring accurate CRM data, effective pipeline management, reliable forecasting and reporting, and consistent execution of sales operations processes.

Reporting to the EVP of Growth, this hands-on role works closely with Business Operations and partners with Business Development, Sales, Finance, and Programs to strengthen operational efficiency, improve visibility into revenue opportunities, and support data-driven business decisions.

The Manager serves as a primary coordination point between Growth and Business Operations, overseeing the tracking and execution of contract requests, purchase orders, and related financial and administrative workflows to ensure timely completion and compliance with established processes.

This position requires an experienced operations professional who can independently manage core revenue operations functions, proactively identify and resolve operational challenges, and recommend and implement process improvements. Success is measured by CRM data integrity, forecast and reporting accuracy, operational efficiency, cross-functional collaboration, and consistent execution of business priorities.

Location: Hybrid or remote; Washington DC, preferred

Key Responsibilities:

CRM and Data Management

• Own and maintain the accuracy, completeness, and integrity of account, contact, and opportunity data in Belisar in partnership with BD Directors.
• Proactively monitor CRM data quality, identify inconsistencies, and work with opportunity owners to resolve missing information, outdated close dates, duplicate records, and inaccurate entries.
• Maintain and improve CRM field standards, user documentation, reporting structures, and approved system configurations.
• Troubleshoot CRM issues, coordinate platform support, and recommend system enhancements that improve usability, reporting, and operational efficiency.
• Drive consistent CRM adoption through user onboarding, training, ongoing support, and reinforcement of established processes.

Pipeline Management and Forecast Support

• Manage and coordinate weekly pipeline reviews and forecast submissions, ensuring opportunity owners maintain accurate deal values, stages, expected award dates, and next steps.
• Evaluate pipeline data against established opportunity stage criteria, proactively identifying stalled opportunities, unsupported stage changes, and potential schedule or award risks.
• Consolidate and analyze forecast inputs, providing the EVP of Growth with clear summaries of pipeline movement, key assumptions, risks, and emerging trends.
• Monitor forecast accuracy, investigate variances, and recommend improvements to forecasting processes and data reliability.
• Partner with Growth leadership to strengthen pipeline visibility, reporting consistency, and accountability for opportunity updates.

Reporting and Analysis

• Develop, maintain, and enhance recurring reports and dashboards covering pipeline performance, bookings, stage conversion, opportunity aging, sales cycle length, and performance against established targets.
• Analyze pipeline coverage, opportunity progression, and win/loss trends to identify performance gaps, emerging risks, and opportunities for improvement.
• Partner with Finance and Programs to reconcile bookings, backlog, and revenue reporting inputs, ensuring consistent definitions and accurate data, with Finance retaining responsibility for revenue recognition.
• Independently respond to reporting and analytical requests, translating complex data into clear findings, actionable insights, and recommended next steps.
• Identify opportunities to streamline reporting processes, improve data accessibility, and reduce manual reporting efforts.

Sales Process and Operational Improvement

• Maintain, evaluate, and continuously improve documented workflows for opportunity creation, qualification, stage progression, and closeout.
• Manage and coordinate the handoff of closed-won opportunities to Finance and Programs, ensuring required commercial information and supporting documentation are accurate and complete.
• Proactively identify operational inefficiencies, process gaps, and recurring challenges, recommending and implementing approved improvements to CRM workflows, reporting, and administrative processes.
• Support annual planning activities by analyzing historical performance, organizing planning inputs, and maintaining approved sales targets and account assignments.
• Independently prioritize and manage operational requests, communicate progress to stakeholders, and ensure timely resolution of outstanding issues.
• Establish and maintain consistent processes that improve efficiency, accountability, and collaboration across the Growth organization.

Sales Team Support

• Ensure sales materials, CRM resources, and process documentation remain accurate, accessible, and current.
• Provide ongoing CRM and sales process training, guidance, and operational support to Growth team members.
• Partner with Marketing to coordinate event-related CRM tracking, lead assignments, follow-up activities, and performance reporting.
• Identify opportunities to improve sales team productivity through enhanced tools, processes, and operational support.

Business Operations and Financial Coordination

• Serve as a key operational partner to Business Operations and Finance, coordinating Growth-related contract requests, statements of work, purchase orders, invoices, and associated administrative requirements.
• Own and maintain centralized tracking systems and supporting documentation for Growth-related customer, consultant, vendor, and partner agreements, including responsible owners, approval status, key dates, financial commitments, and outstanding actions.
• Independently coordinate the collection, validation, and routing of required documentation through established contracting, purchasing, and financial approval processes.
• Proactively monitor requests through completion, follow up with stakeholders, and escalate missing documentation, approaching deadlines, or delays that may affect Growth activities.
• Support Growth budget management by partnering with Finance to track and reconcile approved spending, purchase orders, invoices, and financial commitments.
• Identify discrepancies, recommend corrective actions, and maintain visibility into outstanding financial and administrative obligations.
• Recommend and implement approved process improvements to strengthen documentation, tracking, and coordination between Growth, Business Operations, and Finance.

Qualifications

• Bachelor's degree in business, finance, operations, or a related field, or equivalent practical experience.
• 5–7 years of progressively responsible experience in sales operations, revenue operations, CRM administration, business operations, or a closely related function, demonstrating increasing ownership of operational processes, reporting, and cross-functional coordination.
• Strong hands-on experience with Pryzm/Belisar or a comparable CRM platform, such as Salesforce or HubSpot, including data management, reporting, process administration, and system optimization.
• Demonstrated experience independently managing pipeline reviews, sales forecasting processes, and recurring performance reporting.
• Proven ability to analyze sales and pipeline data, identify trends and discrepancies, and translate findings into actionable recommendations for leadership.
• Experience managing and improving cross-functional administrative workflows involving contracts, purchase orders, budgets, invoices, or financial tracking in partnership with Business Operations and Finance.
• Demonstrated success maintaining CRM data integrity, developing dashboards and reports, and improving operational processes.
• Advanced Excel or comparable spreadsheet skills, including data analysis, reporting, validation, and reconciliation.
• Strong analytical and problem-solving skills, with the ability to evaluate operational challenges, identify root causes, and implement practical solutions.
• Excellent organizational and project coordination skills, with demonstrated ability to manage competing priorities, recurring deadlines, and requests from multiple stakeholders.
• Strong written and verbal communication skills, with the ability to present information clearly and collaborate effectively across departments and levels of leadership.
• Ability to work independently, exercise sound judgment, take initiative, and drive operational activities through completion with limited oversight.
• Demonstrated experience identifying and implementing process improvements that enhance efficiency, accuracy, and accountability.
• Up to 10% travel as required for the role.

Preferred Experience

• Experience supporting sales or revenue operations within the defense, aerospace, government contracting, or technology industries.
• Familiarity with complex, long-cycle sales environments, government procurement processes, and forecasting contract awards.
• Working knowledge of bookings, backlog, revenue forecasting, and recognized revenue.
• Familiarity with emerging government acquisition initiatives and nontraditional procurement pathways, with the ability to adapt tracking, forecasting, and operational processes as requirements evolve.
• Experience enhancing CRM workflows, automating recurring reports, and streamlining administrative processes.
• Experience supporting executive-level pipeline reporting, business reviews, and annual sales planning activities.

Compensation and Benefits: Hidden Level offers a competitive salary and a comprehensive benefits package, including health insurance, paid parental leave, flexible time off, 401(k) with employer contributions, life insurance, disability insurance, and potential stock options.

Salary Range: The salary range for this position is estimated at $130,00 to $160,000 annually. Please note that the salary information is a general guideline only. Hidden Level considers factors such as (but not limited to) scope and responsibilities of the position, candidate's work experience, education/ training, key skills as well as market and business considerations when extending an offer.

Equal Opportunity Employer: Hidden Level is an Equal Opportunity Employer. We consider all qualified applicants for employment without regard to race, color, religion, national origin, sex, pregnancy, sexual orientation, gender identity, age, veteran status, disability, or any other status protected by applicable federal, state, or local law.

Security Note: Due to the nature of Hidden Level’s technology, only U.S. citizens can be considered for this position. Hidden Level Employees must be able to obtain and maintain a U.S. Government Security Clearance, if required for the position. Please click here to review the National Security Clearance Adjudicative Guidelines.