Revenue Operations Manager

Particle by Digi is the OEM IoT platform within Digi International, serving hardware companies and asset operators who need cellular connectivity, device management, and cloud infrastructure to power their connected products. As we scale, we need a Revenue Operations Manager to own the commercial and revenue infrastructure that keeps our sales engine running clean, connected, and measurable across new business, renewals, upsell, and self-serve growth.

This is an individual contributor role, not a people-management position. You will drive impact through the processes, systems, and insights you build and champion across Sales, Account Management, Growth Engineering, and Systems Engineering, not through direct reports. Our CS Ops Manager owns day-to-day customer support; you own the commercial economics and revenue infrastructure side, from quoting through renewal and expansion.

What You Will Do

• Partner with AEs and AMs on quoting across new business, renewals, and upsell, and build a proactive strategy to identify and mitigate churn risk ahead of renewal.
• Manage paid self-service accounts end to end, optimizing operational flows, pricing, and upgrade paths.
• Co-own Particle by Digi's HubSpot instance to ensure forecasting accuracy, alongside broader sales ops motions including pipeline stage governance, territory and account assignment, and quote-to-cash handoffs.
• Work closely with Growth Engineering and Systems Engineering to create and maintain expansion and risk signals that surface growth and churn opportunities for Sales and AM teams.
• Own quote-to-cash operations for commercial and self-serve billing, including monthly Enterprise invoice review and Growth Plan usage-based billing, monitoring usage daily, updating Stripe subscriptions accordingly, and billing overages in arrears.
• Support deal desk functions, including quoting, pricing exceptions, and approval workflows, including drafting initial order forms for commercial deals ahead of Deals Desk review.
• Conduct win/loss and churn analysis to identify patterns in what's closing, expanding, or churning, and translate insights into process or tooling fixes.
• Design and maintain analytics and reporting dashboards that give Sales, AM, and leadership a single source of truth on pipeline health, forecast accuracy, expansion, and churn risk.
• Evaluate, recommend, and help administer the systems that power the revenue motion, including setting up and maintaining internal RevOps systems and tooling as the stack evolves.
• Document processes and systems in runbooks so the revenue team can operate without depending on any one person.

Who You Are and What You Bring

• 4+ years of experience in a revenue operations, sales operations, or business operations role, ideally in B2B SaaS or a hardware-plus-subscription business.
• Hands-on experience administering a CRM (HubSpot or Salesforce) and familiarity with CPQ or quoting tools.
  Experience with subscription or usage-based billing platforms such as Stripe, and supporting renewal, upsell, or self-serve/PLG pricing motions, is a plus.
• Strong analytical skills with experience building dashboards and reporting in tools such as Tableau, Mode, or an equivalent BI platform.
• A track record of designing and improving cross-functional revenue processes and driving adoption without formal authority.
• Data-driven, detail-oriented, and comfortable digging into the specifics to find the best solution while working across a diverse set of stakeholders.
• Natural curiosity and a solutions-oriented mindset, proactively bringing creative fixes to the table rather than waiting to be asked.
• Excellent cross-functional communication skills and the ability to influence Sales, AM, and Engineering stakeholders and successfully navigate organizational boundaries.
• Comfort moving between strategic planning and hands-on, in-the-weeds execution.
• Bachelor's degree in Business, Finance, Analytics, or a related field, or equivalent practical experience.