Senior Revenue Operations Manager

Meet Instinct 👋

Instinct Science is at the forefront of veterinary innovation, comprised of world-class tools that have served our industry for decades: easy-to-use veterinary practice software (Instinct EMR), an essential resource for expanding your knowledge and skills (Clinician's Brief), clinical and pharmaceutical decision support (Standards of Care & Plumb's), and an AI scribing platform (ScribbleVet). Combined, Instinct Science offers an ecosystem that veterinarians rely on for every aspect and stage of their careers.

At Instinct Science, we believe in leading with compassion. Our team, our customers, and their patients and clients are the foundation of everything we do. Our culture is guided by our U.C.A.R.E. values: We move fast because our mission matters, we put customers at the center of every decision, and we treat each other with kindness and high standards.

A Sneak Peek of Your Role 🔭

This is a fully remote role. 

The Senior Revenue Operations Manager is a senior individual contributor responsible for architecting, operating, and continuously improving the systems and workflows that power Instinct's go-to-market engine across all product lines. Reporting to the Vice President of Revenue Operations, this role serves as the technical and operational backbone of the Revenue Operations team, owning HubSpot as the unified CRM of record and ensuring that every GTM system, integration, and automation is built to scale, well-documented, and aligned to business priorities.

This is a high-autonomy, high-ownership role for someone who operates with equal fluency at the strategic and execution levels. You are AI-first and automation-first in everything you build, actively replacing manual work with durable systems and treating documentation as a prerequisite, not an afterthought. You are relentlessly customer-journey focused, understanding that every workflow, handoff, and data flow has a downstream effect on the experience of the people Instinct serves.

What You'll Do 🛠️

Marketing Operations — Primary Focus

• Own and administer the marketing technology stack with HubSpot as the system of record; maintain clean, governed integrations across connected platforms including Slack, Mixpanel, Metabase, Clay, Orbital, Claude, Zoom, and Intercom.
• Architect and maintain the inbound pipeline including forms, routing logic, lead scoring, persona segmentation, automated attribution and routing for webinar and event leads, and marketing-to-sales handoff workflows.
• Design and deploy marketing automation systems that support multi-segment buyer journeys from individual practitioners through enterprise accounts.
• Build AI-powered workflows using tools such as Clay, Claude, and similar platforms, with a focus on scalability, reliability, and long-term maintainability.
• Manage data enrichment, identity resolution, and system integrations across marketing and sales platforms to ensure a consistent, accurate view of every contact and account.
• Instrument the full marketing funnel in HubSpot and Mixpanel, ensuring reliable multi-channel attribution across all product lines.
• Continuously audit, debug, and optimize marketing systems; proactively identify technical debt and remediate it before it compounds.

Sales & Customer Experience Operations — Project Basis, Sequenced by Priority

• Build and maintain sales pipeline automation, workflow triggers, and CRM governance standards in HubSpot across the unified sales and CS instance.
• Design and deliver operational infrastructure for Customer Success as prioritized, including customer health scoring models, onboarding automation, and renewal and expansion workflow builds.
• Partner with Sales and CS leadership on operational projects including territory support, process design, and tool optimization.
• Administer and support adoption of Airspeed (AI intelligence tool) across the GTM organization; ensure data quality and surface actionable insights to leadership.
• Support Intercom administration and lifecycle automation for customer-facing teams as project work is sequenced.

GTM Systems Architecture & Automation

• Administer HubSpot as the single unified CRM across marketing, sales, and customer success; own data governance, lifecycle stage definitions, integration health, and platform integrity.
• Perform ongoing audits and optimizations of the technology stack to maximize utilization of emerging platform capabilities and features.
• Design and build AI-powered and automated workflows across the GTM stack that eliminate manual work and increase the leverage of every team this role supports.
• Use Clay and Orbital for data enrichment and account intelligence, reducing manual research burden across GTM teams.
• Maintain a systems map and integration inventory; proactively identify gaps, redundancies, and risks in the tech stack and bring a point of view on remediation.
• Document every system, workflow, and process with the rigor required of a lean team: if it is not documented, it does not exist.

Analytics & Reporting Infrastructure

• Build and maintain GTM dashboards and reporting infrastructure in Metabase and HubSpot; the VP of Revenue Operations owns the reporting output, and this role owns the underlying build and maintenance.
• Define and govern metric definitions in alignment with the VP RevOps single source of truth standards; flag and resolve data discrepancies proactively.
• Instrument systems so that reporting is automated wherever possible and does not depend on recurring manual data pulls.

Cross-Functional Partnership

• Serve as a trusted operational partner to GTM leaders across Marketing, Sales, and Customer Success; translate business requirements into technical solutions and deliver them.
• Collaborate with the VP of Revenue Operations to maintain and prioritize the RevOps work queue; surface new requests, size effort, and flag sequencing trade-offs.
• Communicate proactively with stakeholders on project status, blockers, and decisions that require their input.

Who You Are 🐱‍💻

Must Haves:

• 6+ years of experience in Marketing Operations, Revenue Operations, or a closely related GTM systems discipline, with demonstrated ownership of the tech stack and automation infrastructure.
• Proven track record of navigating revenue operations through rapid scaling, whether driven by organic expansion or strategic acquisitions.
• HubSpot expertise is required at the administrator level, including unified CRM configuration, workflow automation, lifecycle stage management, and reporting, across marketing, sales, and customer success.
• Hands-on experience building AI-powered workflows and automations using tools such as Clay, Claude, n8n, or equivalent; comfort operating at the intersection of AI tooling and GTM process design.
• Proven experience managing lead scoring, persona segmentation, and marketing automation for both SMB/individual and enterprise buyer segments.
• Experience with data enrichment tools (Clay, Orbital, or similar) and multi-system integration management.
• Demonstrated ability to thrive as a team of one in a project-based environment: strong documentation habits, sound prioritization judgment, and self-directed execution.

Preferred:

• Intercom administration experience preferred; Airspeed or equivalent AI intelligence tool experience.
• Proficiency with analytics and BI tools; Mixpanel and Metabase experience.
• Experience in a multi-product or multi-segment SaaS environment.

How Instinct will Care about YOU 🌞

• We offer a supportive and caring work environment.
• We are transparent, open, honest, and empathic, both internally and externally.
• We pay our team well. 
• We offer medical, dental and vision benefits and 401K with match.
• We give our team owner-like flexibility over work and time-off, including time to innovate and Flow State Fridays.
• We offer a generous stipend that can be used for almost anything to allow you to bring your best self to work.
• We provide all-expense-paid time throughout the year together, including at our annual retreat.

The compensation range for this role is $150,000 - $190,000. Actual compensation will be determined through a variety of factors including the candidate's skills, qualifications, and experience.

Instinct is an equal opportunity employer committed to equality and providing a pleasant work environment free from harassment or discrimination in any form. All employees will be treated equally without regard to race, color, religion, sex, sexual orientation, gender identity, family or parental status, national origin, ancestry, veteran, or disability status.

If you require accommodations throughout any part of the pre-employment process, please contact our recruiting team at recruiting@instinct.vet