Role Description GovExec is seeking an entrepreneurial, analytical, and driven individual to join our team. As Revenue Operations Manager, you will be a critical player in achieving efficient pre-sale, contracting, booking, and financial operations across the organization. In this role, you will report directly to the VP of Project Management. Responsibilities - Revenue Operations - Work cross functionally with go-to-market teams to optimize and enable the sales process. - Manage a small team to optimize processes. - Facilitate monthly close process for the Operations team in conjunction with product teams, finance, and accounting. - Administer and elaborate the company’s CRM system (Hubspot). - Provide support to CRM users from across the organization. - Develop an advanced understanding of product offerings and pricing systems to support inventory management and planning. - Create weekly and monthly reports for multiple teams. - Contracting - Maintain a repository of master sales documents, including standard contracts or current templates. - Draft and review Contracts, SOWs (Statements of Work), insertion orders, and other legal documents for our media business, and manage the review and iteration process with internal stakeholders. - Conduct business and legal review of all outgoing customer contracts and SOWs. - Review customer red-lines and contract requests, escalating to the GovExec legal team when necessary. - Optimize and maintain the contract lifecycle, identifying practical uses of LLM technology where appropriate. - Systems & Integrations - Support acquired companies as they integrate their contracting, bookings, inventory, financial, and accounting systems, recordkeeping, and processes into existing GovExec infrastructure. - Refine, improve, and maintain existing GovExec infrastructure of aforementioned systems, recordkeeping, and processes in order to maximize efficiency and ease of integration for newly-acquired companies. - Participate in organizational workflow initiatives including but not limited to: automation, data distribution, central resourcing. Qualifications - 5+ years experience of relevant full time role - Deep knowledge of CRM functions and capabilities - A background in legal analysis - Strong organization skills, attention to detail, clear communication, eagerness to learn, and a strong work ethic - An engaged lifelong learner, critical thinker and acute listener Benefits - Medical, dental, and vision insurance plans - 401(k) retirement plan with company match - Open time off policy - Twelve weeks paid parental leave - Supportive, collaborative teams - Unique opportunity to help government officials from a private sector company - Expansive learning and development opportunities Company Description GovExec’s data and insights set the standard for depth, accuracy, and impact for government leaders and contractors. As the market-leading information and intent-based marketing platform, for over fifty years GovExec has empowered the government ecosystem to engage and support government leaders as they work to achieve their missions across federal, defense, and state and local agencies. The platform is powered by the largest and most sophisticated database in the public sector, GovExec’s platform reaches 3.3 million government influencers each month and provides its marketing clients with a significant competitive advantage in driving higher conversion and growth.

• Lead the Sales Operations function for Brightwheel’s Expansion business — which covers our emerging product lines including curriculum, professional development, and financial products — managing a team of 2 to start • Partner cross-functionally with Expansion business owners, Sales leadership, PDE, and Finance to define priorities, align on strategy, and translate analytical output into operational decisions. • Contribute to strategy — not just execution. Help GTM leadership think through how the Expansion function should evolve: what to build, in what sequence, and with what resources. Bring a point of view on how to structure go-to-market motions when selling multiple products to the same customer. • Design and implement scalable processes and playbooks that support the full Expansion sales motion — from lead routing and scoring to rep workflow, handoff design, and post-sale coordination. • Design and ship lead scoring models and value-based routing frameworks using product signals, behavioral data, and firmographic inputs from Salesforce, Gong, and Clay. • Build AI-driven analytical workflows — automated closed-loss analysis, Gong transcript classification, distribution QA, account segmentation — that run without manual intervention. • Run the Expansion funnel analytics cadence: connect rate diagnostics, close rate analysis, ICP development, and rep performance benchmarking. • Present in WBRs, MBRs, and exec forums; represent the Expansion Revenue Operations function with clarity and confidence.

• Collaborate with Sales leadership to design, schedule, and implement sales training programs. • Provide training materials and resources for both new hires and ongoing professional development for the sales team. • Monitor the effectiveness of training programs and adjust as needed to improve performance. • Assist in onboarding new sales reps by providing necessary tools, resources, and support to help them ramp up quickly. • Develop, maintain, and optimize sales dashboards and reports to track key performance indicators (KPIs) across the sales pipeline, including lead generation, conversion rates, and sales velocity. • Work with cross-functional teams to ensure accurate data collection and reporting from CRM and other systems. • Conduct deep-dive analysis of sales data to identify trends, challenges, and opportunities for process improvement. • Deliver regular reports to leadership, providing actionable insights to drive better decision-making. • Identify inefficiencies in sales and marketing processes and recommend improvements. • Work with stakeholders to implement process changes that streamline workflows and increase productivity across teams. • Collaborate with the Marketing Operations team to align and synchronize sales and marketing efforts, ensuring a smooth lead-to-customer journey. • Maintain and improve the integrity of the CRM (HubSpot), ensuring accurate and up-to-date data on leads, contacts, and opportunities. • Enforce best practices for data entry, hygiene, and usage across the sales team. • Support the integration of new tools and technologies into the sales process to streamline operations and enhance data-driven insights. • Partner with Sales, Marketing, and Customer Success teams to ensure alignment and optimize end-to-end revenue generation activities. • Act as a bridge between the Sales and Marketing teams to ensure smooth communication and the implementation of joint strategies. • Assist in the coordination of sales campaigns and initiatives, helping ensure they are executed on time and meet objectives.

• Build and manage the Marketing Calendar in SharePoint, ensuring alignment across campaigns, alliances, and business development. • Track, analyze, and report on Marketing & Alliance performance metrics, including campaign KPIs, BDR activities, website traffic, and social media engagement. • Manage alliance funding processes (SAP & AWS MDF requests, claims, tracking). • Provide project management or other support for Revenue Operations initiatives such as website refresh, YouTube channel buildout, AWS/SAP alliance site content, AWS marketplace listing, collateral update project, pitch deck template redesign, conversion of standard collateral to portrait PPT for self-customization by sales team. • Develop bi-weekly bookings forecasts • Manage Revenue Operations tools including HubSpot, ZoomInfo, Sales Navigator, Evaboot, etc. Assist in ensuring tools are being leveraged for maximum value to apiphani as a company and that all new sellers adopt and use these tools effectively. • Inventory all customer-facing assets and existing sales enablement. • Assist in determining whether assets should be kept as is, updated, or retired. • Assist with collateral update project, ensuring timely development and review of updated or new materials by either internal apiphani resources or contractors. • Manage Sales, Marketing, and Alliance Partner SharePoint sites, ensuring intuitive folder organization, content currency, and version control. • Ensure all revenue operations assets (elevator pitch, call scripts, email templates, collateral, pitch decks, proposal templates, competitive analysis, battle cards, etc. are current, organized, version-controlled, and accessible via SharePoint (or any future knowledge management platform) to all Revenue Operations Team members as well as Leadership. • Serve as point of contact for SharePoint content posting, content updates, and new/update notification to stakeholders. • Assist CRO and VP of Marketing and Alliances in building out the Sales Enablement function that will be required to scale apiphani to $100M: • Assist in developing turnkey onboarding programs for new Account Executives, including access, overview, and as-needed training on company positioning, competitive overview, solution value, differentiation, and all customer-facing assets and prospecting materials (call scripts, email templates, elevator pitch, collateral, pitch decks, proposal template, discontinuation letter, etc..) • Assist CRO and VP of Marketing and Alliances in future enablement initiatives necessary to support smooth, predictable, revenue acceleration, including customer segmentation, territory or industry vertical management, strategic account planning, etc. • Provide project management support for strategic initiatives within Revenue Operations, e.g., individual business development initiatives or marketing campaigns.