Lalu
Revenue Operations (RevOps) Manager
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Revenue Operations (RevOps) Manager
About the Company
Lalu is the next-generation AI health data platform connecting healthcare, businesses and consumers for the consented flow of curated health data. Founded in 2017, Lalu was created with a simple belief: health data should be easier to access, understand and use. Today, our platform helps organisations deliver better outcomes using trusted health information, while ensuring individuals remain at the centre of every interaction. Through our service lines - Lalu Care, Lalu Hub and Lalu Me - we are transforming how health data is accessed, shared and understood.
Role Purpose
This role is part of Lalu's Group function, providing support and expertise that enables the successful operation and growth of the business across all service lines. Working closely with colleagues throughout the organisation, the role contributes to the delivery of strategic objectives, operational excellence and continuous improvement initiatives. You will collaborate across teams to ensure effective processes, high-quality outcomes and a positive experience for customers, partners and employees, while upholding Lalu's values, governance standards and commitment to innovation.
The Role
- Title: Revenue Operations Manager
- Division: Group
- Reports To: Chief Operating Officer
- Banding: Band 3
- Location & Term: London; Full-time (Monday – Friday), Permanent, Hybrid
Job Overview
The Revenue Operations Manager will own the systems, processes, reporting and commercial infrastructure that enable our Sales, Partnerships, Customer Success and Marketing teams to perform at their best. This is a highly analytical and commercially focused role. You will be responsible for ensuring our CRM (HubSpot) and commercial technology stack become a strategic advantage for the business, providing leadership with accurate forecasting, meaningful insights and efficient processes that drive revenue growth.
HubSpot will sit at the heart of this role; however, the successful candidate will own and evolve Lalu's wider commercial technology ecosystem. You will be responsible for ensuring our systems, data and processes provide the commercial organisation with the tools, insights and automation required to deliver an exceptional customer experience and support sustainable revenue growth.
Key Responsibilities
Revenue Operations
- Own and continuously improve Lalu's commercial operating model.
- Design scalable commercial processes across Sales, Partnerships, Customer Success and Marketing.
- Identify bottlenecks and opportunities to improve efficiency, customer experience and revenue generation.
- Standardise commercial processes across the organisation.
- Drive automation to reduce manual administration and improve operational effectiveness.
- Partner with commercial leaders to ensure systems and processes support business objectives.
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HubSpot Ownership
- Act as the primary owner and administrator of HubSpot.
- Design, configure and optimise CRM architecture and commercial pipelines.
- Build and maintain workflows, automation and integrations.
- Manage custom objects, properties, permissions and user access.
- Maintain CRM data quality and governance.
- Deliver ongoing user training and encourage best practice adoption.
- Continuously evaluate new HubSpot functionality and implement improvements where appropriate.
Commercial Intelligence & Reporting
- Develop executive dashboards for senior leadership.
- Produce weekly, monthly and quarterly commercial reporting.
- Build forecasting models and revenue projections.
- Analyse pipeline health, conversion rates and sales performance.
- Monitor key commercial KPIs across the customer lifecycle.
- Deliver insights and recommendations that support strategic decision-making.
Sales Operations
- Optimise sales processes and pipeline management.
- Improve lead qualification and routing.
- Support territory and account planning.
- Streamline proposal, contracting and approval workflows.
- Identify opportunities to reduce sales cycle length.
- Support commission reporting where required.
Customer Success Operations
- Design and optimise customer onboarding processes.
- Develop customer health scoring and lifecycle reporting.
- Build renewal and expansion workflows.
- Improve customer retention reporting and forecasting.
- Ensure seamless handovers between Sales, Operations and Customer Success.
Marketing Operations
- Optimise lead management processes.
- Support campaign reporting and attribution.
- Ensure alignment between Marketing and Sales data.
- Improve lead lifecycle automation and reporting.
Commercial Systems
- Own, administer and continuously optimise Lalu's commercial technology stack, ensuring all platforms are effectively configured, integrated and aligned to support the company's commercial strategy and growth objectives.
- This includes, but is not limited to:
- HubSpot
- PandaDoc
- LinkedIn Sales Navigator
- Apollo
- Google Workspace (G Suite)
- Trumpet
- Any additional commercial systems, applications or platforms introduced by the business as our technology stack evolves.
You will be responsible for ensuring these systems operate as a connected ecosystem, maximising automation, data integrity, reporting capability and user adoption across the commercial function. This includes identifying opportunities to introduce new technologies that enhance efficiency, improve the customer experience and support the continued scaling of the business.
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Data Governance
- Develop and maintain CRM governance standards.
- Ensure the integrity, accuracy and completeness of commercial data.
- Conduct regular data audits and cleansing exercises.
- Define reporting standards and KPI definitions.
- Promote best practice in CRM usage across the business.
Cross-Functional Collaboration
- Work closely with:
- Commercial Leadership
- Sales
- Customer Success
- Marketing
- Finance
- Product
- Operations
- Technology to ensure commercial processes operate seamlessly across the organisation and support the wider strategic objectives of the business.
Success Measures
Success in this role will be measured through:
- Forecast accuracy
- CRM adoption and utilisation
- Pipeline quality and visibility
- Data quality and governance
- Executive reporting accuracy
- Automation delivered
- Sales cycle improvements
- Customer onboarding efficiency
- Renewal and retention performance
- User satisfaction
- Time and cost savings through process optimisation
Skills & Experience
Essential
- 3+ years' experience in Revenue Operations, Sales Operations, Commercial Operations or a similar role.
- Advanced HubSpot administration experience.
- Experience designing CRM workflows, automation and commercial processes.
- Strong analytical and reporting capability.
- Experience building executive dashboards and commercial reporting.
- Excellent Excel and data analysis skills.
- Strong commercial awareness and understanding of B2B sales environments.
- Experience working within technology, SaaS or high-growth businesses.
- Excellent project management and organisational skills.
- Ability to influence stakeholders across multiple functions.
- Strong communication and presentation skills.
Desirable
- Experience with Power BI, Tableau or similar BI tools.
- SQL knowledge.
- Experience integrating CRM platforms with third-party applications.
- Experience within healthcare, health technology or regulated industries.
Personal Attributes
We're looking for someone who:
- Thinks strategically while enjoying operational problem-solving.
- Has exceptional attention to detail.
- Is naturally curious and continually seeks improvement.
- Loves data and turning it into meaningful business insight.
- Enjoys building scalable systems and processes.
- Challenges existing ways of working constructively.
- Takes ownership and accountability.
- Works collaboratively across departments.
- Is highly organised and proactive.
- Thrives in a fast-paced, growth-focused environment.
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