Sales and Revenue Operations Manager

About Nectir

Nectir is the secure AI infrastructure purpose-built for schools. Nectir AI provides 24/7 personalized learning support grounded in course content, without compromising trust, outcomes, or academic integrity. Nectir AI can be integrated into existing Learning Management Systems and is fully FERPA- and SOC 2-compliant. Trusted by 80,000 students across 100+ campuses, Nectir is backed by independent, peer-reviewed research demonstrating a 7.5% campuswide GPA increase.

About The Role

We're hiring our first full-time Sales and Revenue Operations Manager to own the numbers that run Nectir's go-to-market, starting with ARR, and everything that happens between a verbal yes and cash in the bank.

Selling AI into colleges, universities and schools comes with its own paperwork: data privacy agreements, district contract reviews, vendor registrations, RFPs, cooperative purchasing contracts and academic-calendar terms. You'll make that run smoothly, make our forecast something leadership and the board can rely on, and build the territory and quota setup our sales team will grow on. The foundations are in place: an ARR framework, pipeline definitions and a HubSpot audit. Your job is to make them real and keep them true.

You'll work closely with sales, marketing, customer success, finance and legal, reporting to our COO until our Head of Sales is in seat.

What You'll Do

Own ARR and Revenue Reporting

• Roll out our ARR framework in HubSpot, covering multi-year, annual-PO, pilot, academic-calendar, expansion, contraction and churn scenarios

• Reconcile ARR with Finance every month and track what moves it

• Report gross and net revenue retention, and build the leadership and board dashboards

Run the Deal Desk, Contract to Cash

• Build a self-serve path so AEs can generate standard MSAs and order forms without waiting on anyone

• Own redlines, DPAs and district-provided contracts, and separate business terms from legal terms before anything goes to counsel

• Coordinate RFPs, vendor registrations and cooperative purchasing contracts

• Run the close checklist, order processing, invoice requests and commission calculations

Make the Forecast Hold

• Enforce deal stage definitions across our New Business, Renewal and Expansion pipelines

• Run the weekly forecast and renewal forecast cadence

• Flag deals that have gone quiet to reps and sales leadership every week, and keep a nurture follow-up in place with Marketing

Plan Territory and Quota

• Design territories and account assignments based on coverage and pipeline

• Build quota and capacity models for new sales hires

• Run the annual territory and quota refresh, and track attainment with the Head of Sales

Own the GTM Systems

• Administer HubSpot and keep its data clean: required fields, deal source, segmentation and imports

• Own the tool stack (Gong, Apollo, Instantly, Clay, DocuSign, Stripe) and how the tools work together, and decide what to keep, fix or cut

• Build lifecycle automation and event and campaign tracking with Marketing

• Train every new sales hire on HubSpot and our process

What We're Looking For

Must-Haves

• Hands-on experience running deal desk or contract-to-cash for a B2B SaaS company: MSAs, order forms, redlines, invoicing and commissions

• Admin-level experience with HubSpot, or deep admin experience with a comparable CRM and the ability to get fluent in HubSpot quickly

• A track record of building ARR or revenue reporting that Finance signed off on, including renewals, expansion and churn

• Experience running a forecasting cadence that sales leadership relied on

• A builder's instinct for processes and automations that scale, and the ability to get people who don't report to you to adopt them

• Exceptional attention to detail, and proactive, self-directed communication in a remote, async team

Nice-to-Haves

• Experience selling into higher education or K-12: DPAs, district contract reviews, vendor registration, RFPs, or cooperative purchasing such as TIPS

• Territory design and quota or capacity planning

• Experience with Gong, Apollo, Instantly, Clay, DocuSign or Stripe

• First or early RevOps hire at an early-stage company

• Using AI tools to speed up contract, reporting or data-hygiene work, with a clear view of what you check by hand

No degree requirements. What you know and can do is more important than where you learned it.

Success Metrics

• ARR framework live in HubSpot within 90 days, then reconciled with Finance monthly to within 1% by business day 10

• AEs generating standard contracts self-serve within 90 days; DPAs and redlines turned in 5 business days; invoice requests to Finance within 2 business days of Closed Won; no missed RFP or vendor deadlines

• Quarterly commit within ±10% of actual bookings and renewals within ±5% by month 9

• Territory, capacity and quota plan delivered within 45 days of the Head of Sales starting, and every new AE starting with a book and a quota

• 95% of required HubSpot fields complete on open deals by month 6

• A keep / fix / cut decision on every GTM tool by month 6, with activity syncing into HubSpot

Working at Nectir

We're a startup, which means the work moves fast, but the impact is real. You won't be a small cog in a big machine here, you'll be the one building the machine.

This is the first full-time operations seat on our sales team. The definitions you set will decide how Nectir counts revenue, how our reps work and how our board reads the business, and every contract you move forward puts our platform in front of students sooner.

What We Offer

• Competitive base salary

• Comprehensive health coverage: medical, dental, and vision (for US-based roles only)

• 401k with employer match (for US-based roles only)

• Unlimited PTO

• Equity (stock options), so you share in what we're building

• Flexible, remote-first work environment