Sales Operations & GTM Systems Manager

Location: UK (remote)

Employment Type: Full time

Position: Sales Operations & GTM Systems Manager

Minimum Experience: 3-5+ years of experience

Compensation: Competitive

About Black Rainbow

Black Rainbow is a fast-growing SaaS company delivering innovative Case Management for Investigative, Intelligence, and forensic technology solutions to customers across law enforcement, government and enterprise sectors.

As we continue to scale our commercial organisation, we are seeking a highly analytical, process-driven and commercially minded Sales Operations & GTM Systems Manager to build and manage the operational foundation that supports our sales and marketing growth.

This is a high-impact role working directly with the VP of Sales and partnering closely with Sales, Sales Engineering and Marketing leadership. The successful candidate will be responsible for Salesforce administration, HubSpot integration, forecasting, reporting, pipeline governance, data quality and commercial analytics.

The role will act as the operational backbone of the revenue organisation, ensuring our systems, data and processes provide the insight and scalability required for continued growth.

Role Overview

The Sales Operations & GTM Systems Manager will own and optimise the core systems, data, reporting and processes that support revenue generation across the business.

This role combines Salesforce administration, sales operations, business analytics and marketing systems management. The successful candidate will ensure that Salesforce and HubSpot operate as a unified revenue platform while delivering accurate forecasting, actionable reporting and operational excellence across the entire customer acquisition funnel.

This position is ideal for someone who enjoys solving business problems through process improvement, data analysis, system optimisation and automation.

Key Responsibilities:

Salesforce Ownership & Administration

• Serve as primary administrator for Salesforce.
• Manage user setup, permissions, security profiles, roles and access controls.
• Configure and maintain objects, fields, page layouts, validation rules, flows and automations.
• Monitor user adoption and platform performance.
• Support enhancements and continuous improvement initiatives.
• Manage integrations with business-critical applications.
• Ensure Salesforce supports evolving commercial processes and business requirements.
  
  

Marketing Operations & HubSpot Integration

• Act as operational owner of the Salesforce and HubSpot ecosystem.
• Manage lead synchronisation, lifecycle stages, lead routing and attribution processes.
• Ensure seamless integration between Sales and Marketing workflows.
• Maintain data integrity and consistency across platforms.
• Support campaign tracking and attribution reporting.
• Develop reporting that delivers visibility from initial enquiry through closed revenue.
• Support lead scoring, segmentation, nurture programmes and marketing automation initiatives.
• Identify and implement workflow automation opportunities.
  
  

Forecasting & Pipeline

• Own sales forecasting processes and reporting cadence.
• Support weekly pipeline reviews and forecast calls.
• Support Account Executives Territory, Account & Opportunity Plan Management.
• Monitor pipeline health, coverage, progression and conversion metrics.
• Identify pipeline risks, bottlenecks and performance trends.
• Deliver accurate and timely revenue reporting to leadership.
• Establish and maintain forecasting best practices.
  
  

Reporting & Commercial Analytics

• Build and maintain dashboards for Sales, Marketing, Sales Engineering and Executive Leadership.
• Analyse pipeline performance, sales activity, conversion rates and win/loss trends.
• Deliver actionable insights that support decision-making and performance improvement.
• Create KPI reporting frameworks and executive scorecards.
• Drive a data-led culture across the commercial organisation.
  
  

Sales Process & Governance

• Maintain opportunity management standards and CRM best practices.
• Support the evolution of sales methodologies and governance frameworks.
• Ensure consistent process adoption across the sales team.Create and maintain operational documentation.
• Support territory management and account ownership structures.
• Drive continuous improvement initiatives across the revenue organisation.
  
  

Data Quality & CRM Excellence

• Establish and enforce CRM data quality standards.
• Lead data cleansing, enrichment and governance initiatives.
• Improve completeness and accuracy of account, contact, lead and opportunity data.
• Implement processes that reduce duplicate and inconsistent records.
• Ensure confidence in management reporting and forecasting.
  
  

Sales Enablement Support

• Deliver Salesforce and process training to new and existing users.
• Provide day-to-day support for CRM-related questions and issues.
• Create user guides and best-practice documentation.
• Drive user adoption and system utilisation.
• Help reduce administrative burden on customer-facing teams.
  
  

Required Experience

• 3-5+ years of experience in Sales Operations, Revenue Operations, Commercial Operations or Salesforce Administration.
• Strong hands-on Salesforce administration experience.
• Demonstrable experience managing Salesforce and HubSpot integrations, including data synchronisation, lifecycle stages, lead routing and attribution.
• Hands-on HubSpot administration and marketing operations experience.
• Experience supporting both Sales and Marketing teams.
• Strong reporting, dashboarding and analytics capabilities.
• Experience supporting forecasting and pipeline management processes.
• Advanced Microsoft Excel skills.
• Strong analytical and problem-solving abilities.
• Excellent stakeholder management and communication skills.
• Ability to operate effectively in a fast-paced, growth-oriented environment.
  
  

Desirable Experience

• Salesforce Administrator Certification.
• HubSpot Certification.
• SaaS or technology sector experience.
• Power BI experience.
• Marketing automation experience.
• Revenue attribution and funnel analytics.
• Experience with Salesforce .
• MEDDPICC or enterprise sales methodology exposure.
• Experience building scalable revenue operations processes.
  
  

Key Success Measures

Within the first 12 months, the successful candidate will:

• Improve Salesforce and HubSpot adoption, integration reliability and data quality.
• Establish trusted forecasting and pipeline management processes.
• Deliver executive dashboards and KPI reporting.
• Improve visibility across the marketing and sales funnel.
• Reduce manual administration through process automation.
• Increase confidence in pipeline, forecast and revenue reporting.
• Create a scalable operational framework that supports future business growth.
  
  

What Success Looks Like

You will become the trusted operational partner to Sales and Marketing leadership, ensuring our systems, data, reporting and processes enable the business to scale efficiently.

You will help transform Salesforce and HubSpot from administrative tools into strategic assets that drive better decisions, better forecasting and faster growth.

Why Join BlackRainbow?

BlackRainbow is ambitious, driven and deeply cares about the ability to make a difference to people’s lives with our software. Be a part of our team as we scale up.

Some of our Benefits:

• Competitive salary
• Fully remote 
• Flexible working hours
• Twenty-five days annual leave (in addition to public holidays)
• Pension
• Private health care which includes family members
• Training support
• Regular company meetups