RevOps Manager

About the team

Adaptive ML is a frontier AI startup building a Reinforcement Learning Operations (RLOps) platform that enables enterprises to specialize large language models and deploy them reliably into production workflows with measurable impact.

Our Sales team is responsible for bringing Adaptive Engine to the world's most ambitious enterprises. We identify, engage, and close organizations that are ready to move beyond generic AI—helping them understand how our platform and reinforcement learning technology can solve their hardest problems and deliver measurable business outcomes. As an early-stage team, we operate with the urgency and ownership of founders: building our playbook, refining our process, and scaling what works. The founding team previously worked together to develop state-of-the-art open LLMs. We raised a $20M seed round led by Index Ventures and ICONIQ in early 2024 and are live with our first enterprise customers, including Manulife, AT&T, Deloitte and more to be announced.

About the role

As the Revenue Operations Manager at Adaptive ML, you will be the operational backbone of our go-to-market organization. You'll own the systems, data, processes, and analytics that enable our Sales, Marketing, and Customer Success teams to operate efficiently and make better decisions—faster.

This is a foundational role. We have the building blocks in place (HubSpot, core sales processes, an early data stack), but we need someone who can take what exists, architect what's missing, and build a scalable revenue operations function from the ground up. You'll be responsible for everything from CRM hygiene and pipeline reporting to forecasting models, territory design, and compensation administration.

You'll work as a close partner to the Head of Sales and GTM leadership, acting as the analytical and operational counterweight to the team's commercial instincts. Your work will directly shape how we measure performance, allocate resources, plan capacity, and scale the business through our next stage of growth.

This is an in-person role based at our Toronto or New York office.

Your responsibilities

• Own and administer our CRM (HubSpot), ensuring data integrity, consistent pipeline hygiene, and reliable reporting across the entire revenue organization;
• Design and maintain dashboards, reports, and analytics that give sales leadership clear visibility into pipeline health, deal velocity, conversion rates, and team performance;
• Build and refine the forecasting process, working with sales leadership to deliver accurate and actionable revenue forecasts for the executive team and board;
• Define and document sales processes end-to-end—from lead routing and qualification criteria to opportunity stages, handoffs, and close workflows—ensuring consistency and accountability;
• Build AI-powered automations and internal tooling to streamline sales workflows, reduce manual effort, and increase team productivity—examples include automated lead scoring, deal summarization, pipeline alerts, and reporting workflows;
• Manage territory and account segmentation, including coverage models, book-of-business assignments, and rules of engagement across BDR, AE, and SE teams;
• Administer variable compensation plans, including quota setting support, commission calculations, and attainment tracking;
• Evaluate, implement, and manage the sales tech stack (e.g., HubSpot, Apollo, Sales Navigator, Fireflies, enrichment tools), ensuring tools are adopted effectively and integrated cleanly;
• Partner with Marketing on lead management, attribution modeling, and campaign-to-pipeline analysis to optimize spend and source mix;
• Support GTM planning cycles, including annual and quarterly planning, capacity modeling, and headcount scenarios;
• Identify bottlenecks and inefficiencies in the revenue cycle and drive process improvements that accelerate deal velocity and improve win rates;
• Serve as the single source of truth for GTM data and metrics, establishing definitions and standards that the entire organization can trust.

Your (ideal) background

The background below is only suggestive of the experiences we believe could be relevant. We welcome applications from candidates with diverse backgrounds; do not hesitate to get in touch if you think you could be a great fit, even if the below doesn't fully describe you.

• 5–8+ years of experience in revenue operations, sales operations, or business operations, ideally in B2B SaaS or enterprise software;
• Deep hands-on expertise with HubSpot (strongly preferred) or a comparable CRM platform—you've administered, customized, and scaled it, not just used it;
• Strong analytical skills with advanced proficiency in Excel/Google Sheets and experience building dashboards in BI tools (e.g., Looker, Tableau, or HubSpot reporting);
• Experience supporting an enterprise sales motion with longer deal cycles, multiple stakeholders, and complex deal structures;
• A track record of building or significantly improving RevOps processes in a high-growth or startup environment—you're comfortable with ambiguity and know how to create structure without bureaucracy;
• Comfort using AI tools and coding assistants (e.g., Claude Code, Cursor) to build lightweight internal tooling, automate workflows, and solve operational problems quickly—you don't need to be a software engineer, but you're resourceful and unafraid to build things yourself;
• Familiarity with sales tech ecosystems including outbound tools, enrichment platforms, conversation intelligence, and CPQ or deal desk workflows;
• Experience with compensation plan design and administration, including quota modeling and commission tracking;
• Strong project management instincts—you can juggle multiple workstreams, prioritize ruthlessly, and drive initiatives to completion;
• Excellent communication skills and the ability to partner effectively with sales leaders, marketers, finance, and executives;
• A bias toward action and pragmatism—you optimize for what moves the needle now while building toward long-term scalability;
• Exposure to AI/ML or technical products is a plus but not required—what matters is your ability to learn quickly and operate in a fast-moving technical environment.

Benefits

• Comprehensive medical (health, dental, and vision) insurance;
• 401(k) plan with 4% matching (or equivalent);
• Unlimited PTO — we strongly encourage at least 5 weeks each year;
• Mental health, wellness, and personal development stipends.