Revenue Operations Manager at Liquibase

Job description

Overview Liquibase is the leader in the database release automation segment of the more broadly defined DevOps market. Our vision is to be the easiest, safest, and most powerful community-led database change management solution. Downloaded more than 100 million times, our software enables DevOps teams around the globe to accelerate the software delivery process by automating database updates. As companies of all sizes continue to adopt an agile methodology and DevOps practices, there is a growing realization that the database needs to be considered as part of this innovation process. Our flagship product, Liquibase Secure, is built on that proven community foundation. It is the only enterprise platform that unifies DevOps, security, and compliance at the database layer, so organizations can ship applications and data products with velocity, safety, and confidence. The world's most innovative and most heavily regulated enterprises trust Liquibase Secure to power the last mile of application and data delivery. This is the analytical engine room of our revenue organization. Sitting inside Finance, you will own the systems, the reporting, and the process that turns deals from a source of friction into a source of speed. When a deal is complex, non-standard, or moving through a cloud marketplace, you are the person the team turns to. When leadership needs to understand where deals slow down and why, you are the person with the answer and the data behind it. The work is divided into two halves that reinforce each other. One is analysis and reporting: building the reporting layer that shows how deals actually move, drawing the insights that inform pricing and go-to-market strategy, and making the important thing obvious to the people who make decisions. The other is building: owning the quote-to-cash engine in our CRM, from the price list and price book to entitlement and usage tracking, wiring compliance and governance checks into the quote-to-approval workflow, administering the go-to-market systems that run on top of HubSpot, and automating the manual, error-prone work that slows everyone down. This role rewards a builder who thinks in systems and reasons with data. It asks for a sharp analytical mind, a fast clock speed, and the judgment to know when a deal needs a second look and when a process needs to be rebuilt rather than patched. We are a no punks, no jerks company, and we mean it. Bring the work and the character; we will invest in the rest. Who you are: You surprise and delight customers by delivering meaningful value, consistently going beyond what's expected. You're committed to excellence , holding high standards while embracing progress over perfection. You bring a growth mindset and the courage to have difficult conversations when they matter. You embrace change and uncertainty with energy and optimism, creating clarity where it doesn't yet exist. You take ownership and follow through, proactively identifying what needs to happen and reliably seeing it through. You are innovative . You see every challenge as an opportunity. You would rather create the future than wait for it. What you’ll be doing: CPQ and Quote-to-Cash: Own the quote-to-cash engine in HubSpot, from the price list and price book to quoting, configured for entitlement and usage tracking so that what we sell is what we bill and what we can measure. Approval Workflows: Own the quote-to-approval workflow end to end, building compliance and governance checks into it so the right deals get the right scrutiny without slowing the business down. Reporting and Analysis: Build and own the reporting layer, from pipeline and partner attribution to deal cycle times and pricing exceptions, and turn what the data shows into recommendations leadership can act on. Systems Administration: Administer and integrate the go-to-market stack, from HubSpot to Outreach to our data and enrichment tools, keeping the CRM clean, connected, and structured for the funnel. Channel Operations: Run point on channel and partner operations, from deal registration and partner attribution to program documentation and target-account assignment. Deal Support and Automation: Support deal structure and pricing on complex, non-standard deals, and automate the manual, error-prone parts of our quoting and renewal operations. Marketplace Transactions: Process deals through the AWS, Google Cloud, and Microsoft Azure marketplaces, including private offers. Must Haves: CPQ and Quote-to-Cash: Hands-on CPQ and quote-to-cash experience in a CRM, with the confidence to own quoting, the price list, and the price book and to configure entitlement and usage tracking. CRM Administration: Deep hands-on HubSpot (or similar) experience and the confidence to own it as an admin, plus workflow building and integration work across the wider go-to-market stack. Reporting Literacy: You build the report, read the data, and tell us what it means and what to do about it. Go-to-Market Fluency: A working command of the funnel across sales, marketing, customer success, and channel, and a grasp of how business strategy connects to the systems that run it. AI Fluency: Practical, daily use of Claude or similar AI tools to work faster and build smarter automation. Commercial Acumen: Familiarity with commercial contract terms and order forms, enough to structure a deal correctly and know when to involve Legal. Builder's Mindset: Analytical and systems-minded, you would rather fix a broken process than work around it, and you are coachable and eager to learn the deal and finance craft we will teach. Bachelor’s degree required Nice to Haves: Prior deal desk, revenue operations, or sales operations experience. Experience administering a sales engagement platform such as Outreach. Cloud marketplace experience (AWS, Google Cloud, Azure), including private offers or CPPO. Perks of life at Liquibase: Remote First culture, potential for company-wide in-person gatherings Home office allowance for remote workers Meaningful equity Comprehensive health, vision, and dental benefits - country dependent Generous paid time off and paid holidays 401k match program (US only) No punks, no jerks culture Growth opportunities and ability to move up within the company We take pride in: A transparent and collaborative team environment. We value multiple perspectives and fresh thinking. Our entrepreneurial culture. We provide every employee the opportunity to make a meaningful impact. Providing the opportunity to work with new technologies and learn from experienced professionals. How organizations, large and small, use DevOps to drive developer agility and accelerate software delivery. Company Overview - We are Liquibase A career at Liquibase means joining a quickly growing company on the front lines of the DevOps space. Our vision is to be the easiest, safest, and most powerful community-led database change management solution. As companies of all sizes continue to adopt an agile methodology and DevOps practices, there is a growing realization that the database needs to be considered as part of this innovation process. At Liquibase, we foster a culture rooted in the open-source values of freedom, choice, transparency, and meritocracy. These are not just fashion labels here, but sincere convictions, and you’ll see that reflected in the way we operate daily. We’re caffeinated, collaborative & confident experts, eager to solve the most challenging database CI/CD problems for our customers. Want to help the software world move faster? You’ve found the right place. Eligible candidates may be subject to criminal history checks, which will be conducted and used in accordance with applicable local, state, and federal law.

Requirements

Must-haves

You surprise and delight customers by delivering meaningful value, consistently going beyond what's expected.
You're committed to excellence , holding high standards while embracing progress over perfection.
You bring a growth mindset and the courage to have difficult conversations when they matter.
You embrace change and uncertainty with energy and optimism, creating clarity where it doesn't yet exist.
You take ownership and follow through, proactively identifying what needs to happen and reliably seeing it through.
You are innovative . You see every challenge as an opportunity. You would rather create the future than wait for it.
CPQ and Quote-to-Cash: Own the quote-to-cash engine in HubSpot, from the price list and price book to quoting, configured for entitlement and usage tracking so that what we sell is what we bill and what we can measure.
Approval Workflows: Own the quote-to-approval workflow end to end, building compliance and governance checks into it so the right deals get the right scrutiny without slowing the business down.
Reporting and Analysis: Build and own the reporting layer, from pipeline and partner attribution to deal cycle times and pricing exceptions, and turn what the data shows into recommendations leadership can act on.
Systems Administration: Administer and integrate the go-to-market stack, from HubSpot to Outreach to our data and enrichment tools, keeping the CRM clean, connected, and structured for the funnel.
Channel Operations: Run point on channel and partner operations, from deal registration and partner attribution to program documentation and target-account assignment.
Deal Support and Automation: Support deal structure and pricing on complex, non-standard deals, and automate the manual, error-prone parts of our quoting and renewal operations.
Marketplace Transactions: Process deals through the AWS, Google Cloud, and Microsoft Azure marketplaces, including private offers.
CPQ and Quote-to-Cash: Hands-on CPQ and quote-to-cash experience in a CRM, with the confidence to own quoting, the price list, and the price book and to configure entitlement and usage tracking.
CRM Administration: Deep hands-on HubSpot (or similar) experience and the confidence to own it as an admin, plus workflow building and integration work across the wider go-to-market stack.
Reporting Literacy: You build the report, read the data, and tell us what it means and what to do about it.
Go-to-Market Fluency: A working command of the funnel across sales, marketing, customer success, and channel, and a grasp of how business strategy connects to the systems that run it.
AI Fluency: Practical, daily use of Claude or similar AI tools to work faster and build smarter automation.
Commercial Acumen: Familiarity with commercial contract terms and order forms, enough to structure a deal correctly and know when to involve Legal.
Builder's Mindset: Analytical and systems-minded, you would rather fix a broken process than work around it, and you are coachable and eager to learn the deal and finance craft we will teach.
Bachelor’s degree required

Nice-to-haves

Prior deal desk, revenue operations, or sales operations experience.
Experience administering a sales engagement platform such as Outreach.
Cloud marketplace experience (AWS, Google Cloud, Azure), including private offers or CPPO.

Application prep

Use the role’s language and application details while tailoring your materials.

Keywords to mirror

agilegorestawsazureaici/cd

Platform: greenhouse
Effort: quick

Benefits

Benefits detected in the listing.

Dental

Vision

401k

Paid Time Off