Sales Operation Manager

We're looking for a hands-on Sales Operations Manager to keep our commercial engine running as we scale from startup to enterprise-grade processes. You'll own HubSpot day to day, turn pipeline data into forecasts leadership can act on, and make sure our subscription and usage-based revenue is tracked accurately from deal to invoice.

This is an individual contributor role working closely with Sales, Marketing, Finance and Customer Success.

Responsabilities:

CRM ownership. Act as the day-to-day administrator of HubSpot: pipelines, deal stages, properties, workflows, permissions and integrations. Keep the data clean and the system genuinely usable for reps.

Reporting and forecasting. Build and maintain dashboards on pipeline coverage, velocity, conversion and win rates. Participate in the weekly forecasting process: collect commitments, flag inconsistencies, and produce the numbers leadership reviews.

Pricing and billing operations. Support quoting and deal structuring across our SaaS pricing model, including subscription tiers and usage-based components.

Revenue and consumption monitoring. Track customer consumption against contracted volumes. Surface accounts trending below commitment as churn risk and accounts trending above as expansion opportunities, and route them to the right owner.

Process and documentation. Document how the sales process actually works: stage definitions, qualification criteria, approval paths, and handoffs between SDR, AE and Customer Success. Keep the documentation current as processes change.

Deal support. Be the operational point of contact for non-standard deals. Route discount and terms approvals, track where each deal sits in internal review.

Enablement. Onboard new reps onto the CRM and the sales process. Run short training sessions when tools or workflows change, and make sure adoption sticks.

3–6+ years in Sales Operations, Revenue Operations or a comparable analytical commercial role, in B2B SaaS.

Experience supporting enterprise sales cycles: multi-stakeholder deals, procurement, security reviews, legal redlines.

Hands-on HubSpot administration: building workflows, custom properties, reports and dashboards without needing developer support. Certifications are a plus.

Working understanding of SaaS commercial models — ARR, net revenue retention, churn — and how subscription and usage-based pricing translate into quoting, billing and forecasting.

Strong spreadsheet skills. Comfortable modelling scenarios and reconciling data from multiple systems.

Comfort using AI tools in daily work to speed up analysis, drafting and repetitive operational tasks, and curiosity about applying them to new parts of the workflow.

Clear written communication. You'll be documenting processes other people have to follow.

Nice to have:

Exposure to quota and territory planning, or commission calculation.

Experience with a billing or revenue platform alongside the CRM.

Basic SQL, or experience with a BI tool.

Compensation

Competitive compensation package, with an indicative annual gross salary (RAL) of €40,000–€70,000 per year, depending on experience and qualifications.

Private Health Insurance

Paid Time Off

Hybrid work solution (home/office)

Training & Development

About Trustfull

Trustfull is a digital risk intelligence platform helping business strengthen their controls against fraud and fin-crime, by leveraging the power of digital footprints analytics (phone, email, IP, device, browser). We're a diverse group of exceptional individuals with background in engineering, financial services, marketing and business development - passionate about making the digital landscape safer for everyone.

Our HQ in Milan and we are constantly looking for talents ready to join the Trustfull adventure.

If you want to know more about us, please visit our website https://www.trustfull.com/