Senior Revenue Operations Manager

About Donorbox

Donorbox is a leading fundraising platform and donor management system for nonprofit organizations. Our mission is to accelerate positive impact worldwide by helping nonprofits become highly effective at raising funds and managing their supporter base. Since 2014, we have powered more than 100,000 global organizations to raise over $3B in donations. 🚀

Our fast-growing company is profitable and bootstrapped with a healthy run rate. We have a fully distributed and diverse 150-person team based in 16+ states and 23+ countries. In 2026, Donorbox was named by Built In as one of the Best Places to Work in Washington, DC.

🏅 Donorbox is rated the #1 software for fundraising, donor management, and nonprofit payment on G2 based on hundreds of verified customer reviews — a reflection of the care our team puts into building products that nonprofits trust.

The Role

With our newly launched CRM (currently in beta with select organizations) and a growing suite of fundraising tools, Donorbox is entering a new phase of operational scale. A unified, well-governed revenue engine is essential to this next chapter.

We are seeking a Senior Revenue Operations Manager to build the systems, rigor, and governance that enable predictable, scalable growth across our go-to-market teams.

As the operational backbone of Donorbox’s revenue engine, you will support Marketing, Sales, Customer Success, and Finance by owning revenue systems, data integrity, discount governance, forecasting models, and commission operations that drive performance and accountability.

This is a hands-on, high-impact role for someone who has built RevOps foundations in scaling SaaS companies and thrives in environments that demand precision, clarity, and operational excellence.

What You’ll Do

Revenue Systems, Data, and Infrastructure

• Own and optimize HubSpot CRM architecture, including pipelines, lifecycle stages, routing logic, required fields, and workflows.

• Establish and enforce standards for data hygiene, validation, deduplication, and field consistency across revenue systems.

• Partner with the Data Team to integrate HubSpot with ActiveCampaign, Zendesk, Stripe, Superset, and product usage data.

• Maintain a single source of truth for revenue data from lead acquisition through expansion.

Deal Governance and Pricing Control

• Serve as the centralized owner of discounting, deal guardrails, and approval workflows.

• Define and enforce pricing rules and discount thresholds for Sales and Customer Success.

• Ensure visibility into deal approvals, exceptions, and margins to protect revenue integrity.

• Collaborate with Finance and Revenue Leadership to align pricing execution with financial targets.

Commission and Incentive Operations

• Build and manage commission logic, automation, and payout processes, primarily within HubSpot.

• Ensure commission calculations are accurate, timely, and transparent across Sales and Customer Success.

• Partner with Finance on monthly reconciliation and auditability.

• Support compensation plan updates and annual performance cycles.

Forecasting and Revenue Intelligence

• Develop dashboards and models tracking pipeline health, sales velocity, win rates, CAC payback, and ARR/MRR.

• Partner with Sales and Marketing leaders to maintain accurate, data-driven forecasting cadences.

• Deliver monthly insights on performance trends, risks, and opportunities.

• Build “what-if” models to assess the impact of pricing changes, churn, or funnel improvements.

Process Standardization and Automation

• Automate workflows across the funnel to reduce manual effort and lead leakage.

• Define and refine MQL, SQL, and PQL criteria in partnership with Growth and Sales.

• Drive operational clarity and accountability across Marketing, Sales, Customer Success, and Finance.

• Build scalable processes that support larger deals and longer sales cycles.

What You Bring

• 5+ years of experience in Revenue Operations, Sales Operations, or Deal Desk roles within a high-growth B2B SaaS environment.
• Advanced expertise in HubSpot CRM including workflows, automation, and pipeline architecture.
• Proven experience owning discount governance and pricing guardrails.
• Demonstrated success managing commission plans, incentive logic, and payout automation.
• Strong analytical background with experience in forecasting, metrics, and BI tools (Superset, Looker).
• Ability to work cross-functionally with Sales, Marketing, Finance, and Leadership.
• A builder’s mindset with exceptional attention to detail and operational rigor.

Why Join Donorbox

• Shape the revenue foundation for one of the world’s fastest-growing fundraising platforms.
• Play a pivotal role in defining the systems that support our CRM launch and future upmarket expansion.
• Work closely with senior leadership and own high-impact, company-wide initiatives.
• Join a mission-driven company helping nonprofits make a lasting difference.
• A culture grounded in collaboration, humility, impact, and high performance.

Details

• Fully remote based in US
• Working hours: Requires regular overlap with U.S. Eastern Time business hours
• Salary: $135k-$145k, based on experience and location

Benefits & Perks

• Fully remote work from the comfort of your home
• Generous time off policy of 21 days (birthday included 🎉), 8 designated/floating holidays, 2 paid volunteer days, and 5+ sick days (dependent on state)
• Employer-sponsored health insurance plan through TriNet, including medical (United Healthcare), dental, vision, and life
• 401(k) retirement plan via TriNet's partner, Empower, with an employer match of up to 4%
• Reimbursement package for home office expenses and professional development, up to $1.5k
• Eligibility for employee equity plan (stock options)
• Wellness program with fitness and mindfulness classes
• Love your work and our mission of serving nonprofits!

The Application Process

We have 6 stages:

1. Apply here and fill out our questions to tell us about you!
2. Prescreen Call with the Talent Team
3. Interview with Hiring Manager
4. Assignment
5. Panel/Final Interview
6. Background & Reference Checks

If this sounds like the right role for you, please apply today and let us know why. We look forward to hearing from you!

This employer participates in E-Verify to confirm the employment eligibility of all newly hired U.S. employees. To learn more about E-Verify, please visit www.e-verify.gov.