Revenue Operations, Senior Manager
Cambium is a modern American wood manufacturer, distributor, and technology company connecting and modernizing the wood economy. We work with architects, builders, and leading brands across the built environment, including Amazon, Room & Board, and Equinox. Our work has been recognized by Time's Best Inventions and Fast Company's Innovation by Design Awards. Technology is how we match supply to demand across a fragmented industry. The American hardwood industry has lost more than half its sawmills in the last two decades. Quality trees go to waste, and the US imports more lumber than it produces, even though domestic capacity could meet nearly all of our needs. Until now, this industry forced a choice: local relationships or national scale, meaningful materials or modern efficiency. We don't think those are real tradeoffs. We're building the infrastructure to prove it, with modern software, better supply chains, and a clear view of what comes next: a wood economy that's local, efficient, and built to last.
About This Role
As Cambium’s Revenue Operations Senior Manager, you’ll be the single owner of the systems, process, and data that connect our entire go to market motion across sales, marketing, and finance. Revenue operations at Cambium has been a shared responsibility across sales, marketing, and finance leadership. That was the right call at our stage. We've now reached the point where it needs to be someone's whole job. This role consolidates HubSpot, forecasting, pipeline, and attribution under a single owner, ahead of next fundraise and the acquisition work that follows it, as we bring acquired sales teams onto one system. You’ll own HubSpot end to end, build the funnel reporting that runs from first marketing touch to closed revenue, design the demand to deal handoff between marketing and sales, partner with finance on quota, comp, and the linkage between pipeline and the company forecast, and give the executive team one set of revenue numbers to run weekly pipeline, forecast, and board reporting from. This role builds the function from the ground up. No playbook exists yet. You will write it.
What You’ll Do Here
Own the GTM Tech Stack: administer, configure, and continuously improve HubSpot and the adjacent tools that sales and marketing run on: HubSpot Sales Hub and Marketing Hub, the calling and recording platform, and the reporting tools that sit on top of them. Build the workflows, properties, lifecycle stages, and integrations that make the system work end to end. Clean up the data we have. Make sure new data lands clean.
Use AI to get real work done: Cleaning up messy CRM data, drafting workflows, turning a vague question from an exec into a real answer. You know where AI actually saves time and where it doesn't, and you'll build that judgment into how this function runs from day one.
Build the Full Funnel View: design the reporting that tracks every revenue motion from first marketing touch to closed revenue and repeat orders. Build the dashboards leadership uses to see the business and the rep level views that drive accountability. Own marketing attribution, lead scoring, and the metrics that connect demand generation spend to revenue.
Run the Forecast: design and run the weekly forecast across our four business units: Millwork Outbound, Midwest, Mass Timber, and Furniture. These span inside sales, outside sales, and project sales teams, plus the sales teams we bring in through acquisition. Build the bridge between the sales pipeline and the company financial forecast so finance and sales work from the same numbers.
Design the GTM Process: define and document stage criteria, deal qualification standards, the marketing to sales handoff, the inside to outside sales handoff, and the rules of engagement between sales and business development. Make the process repeatable so the team is not dependent on tribal knowledge.
Partner with Marketing: Own the shared definitions across marketing and sales - MQL criteria, lead-ready thresholds, attribution logic - and the conversion reporting that tracks leads from first touch to closed deal. Run the feedback loop that ties marketing programs to revenue outcomes to build shared accountability
Partner with Finance: work with our finance lead on commission calculations, deal profitability, and revenue recognition tied to pipeline movement. Work with the COO on quota setting and comp plan administration.
Support Acquisition Integration: partner with integration teams to bring acquired companies’ revenue operations into the Cambium system. Migrate data, align process, and ensure no revenue visibility is lost in the transition as Cambium continues to grow through acquisition.
Your Skill Sets and Capabilities Include
Revenue Operations Experience: 5+ years in revenue operations, GTM operations, or a closely related discipline that spans sales, marketing, and finance. You have built process and systems for a growing GTM org, not just administered tools someone else designed.
CRM and Marketing Automation Mastery: deep hands on expertise in HubSpot strongly preferred, including both Sales Hub and Marketing Hub. Salesforce paired with Marketo, Pardot, or similar considered. You can configure complex workflows, build attribution reporting, and integrate with adjacent tools without engineering support.
Cross Functional Fluency: you have worked side by side with marketing leaders on funnel design and attribution, with finance leaders on quota and forecasting, and with sales leaders on pipeline and process. You speak all three languages and translate between them.
Startup Experience: at least one tour at an early stage company. You know what it means to build process from scratch with limited resources, and you are energized by ambiguity rather than slowed by it.
Forecasting and Analytics: you have built funnel forecasts that leadership trusted, and the dashboards that surfaced the right questions. Strong Excel or Google Sheets skills. SQL or BI tool experience a plus.
Operator Mindset: you translate operational complexity into clear decisions for executives. You embody Cambium’s “extreme ownership” and “people first” core values.
Industry Familiarity (Nice to Have): experience in building materials, lumber, manufacturing, or B2B industrial is a plus. Not required. We care more about your ability to build than your industry pedigree.
The Details
This role will report to: Sydney Tanaka, VP of Sales
Salary Range: $140K to $175K, commensurate with experience
When: We’re looking to fill this role immediately
Where: San Francisco, hybrid in-office 3x/week in the Presidio
(Open to remote for folks outside of the Bay Area)
Benefits and Perks
Equity options package
Flexible PTO and schedule
401k with employer matching
Comprehensive medical, dental & vision insurance
Work with an incredibly smart, diverse, mission-driven team
An opportunity to play a core role in defining our fast-growing company
Volunteer tree planting days
Cambium is committed to building an inclusive organization that reflects the diverse communities our team works to serve. We believe that diversity in all its forms (gender, race, ethnicity, age, sexual orientation, religion, veteran’s status, disability and more) is essential to imagining and actively building a more just and sustainable future for all. We hope you feel welcome here. Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.