ESQlabs GmbH

Role Description To help us grow our global business, we are looking for a Commercial & Revenue Operations Manager (m/f/d) who will design, optimize, and scale the processes, systems, and insights that power our commercial teams to drive predictable, sustainable revenue growth. This role owns the commercial operating system that turns leads and product usage into recurring software revenue and makes the entire commercial function measurably more effective. You will work directly with the CEO and the Business Development function and build this out as the first dedicated commercial-operations hire. What you will own - Funnel and pipeline system: - Own the full funnel: lead to qualified opportunity to closed-won to onboarded to expansion. - Run the weekly pipeline review. - Own win/loss analysis and feed it back into targeting, messaging, and pricing. - SaaS revenue operations and metrics: - Build and maintain the commercial metrics that run a software business. - Own forecasting: weighted pipeline, realistic commit, and dashboards. - Quote-to-cash machinery: pricing tiers, subscription contracts, renewals tracking, and seat-expansion motions. - Product-led growth: - Own the trial-to-paid loop: self-serve and trial signups. - Sales enablement and Business Development Strategy: - Define and maintain the Ideal Customer Profile by segment. - Drive the continuous development of the business strategy. - Define and execute a strategy for the acquisition of prospective new customers. - Generate, respond to, and capitalize on business leads. - Act as the enabler between the company and existing partners. - Build the playbooks, outbound sequences, battlecards, and call-prep. - Own the outbound infrastructure and sequences. - Marketing operations (operations only): - Own the operational and analytical side of marketing. - Own the martech and commercial tool stack. - Events and reporting: - Operational side of the conferences that matter. - Weekly reporting on conversion, pipeline health, and revenue metrics. Qualifications - 4-6 years in revenue operations, sales operations, or commercial operations in a B2B software or SaaS business. - Fluent in SaaS commercial metrics: ARR/MRR, CAC, LTV, net revenue retention, churn, pipeline coverage, stage conversion. - Strong with the modern commercial stack: CRM, outbound, marketing automation, web and product analytics. - Comfortable with a product-led motion. - Highly organised and detail obsessed. - Enough scientific literacy to operate credibly in pharma and biotech conversations. - Writes and speaks clearly in English; German useful, not required. - Temperamentally suited to a company in transition. Requirements - It is not a marketing design or content role. - It is not a CRM administrator role. - It is an operations role with teeth. Benefits - Flexible work hours and a home office policy. - An attractive remuneration package. - A dedicated budget for education programs and conferences. - A working environment that allows you to take ownership of projects and processes. - Responsibility, autonomy, participation, and career perspective.