Manager / Senior Manager — Business Operations
Reporting to: VP – Finance | Function: Finance & Business Operations
FunctionFinance & Business Operations
Reports ToVP – Finance
Job LocationChennai, India
Engagement TypeFull-time | Individual Contributor with Growth Path to People Manager
Compensation BandINR 18 – 22 Lakhs per annum (CTC)
About Disprz
Disprz is an AI-powered enterprise learning and skilling SaaS platform that enables organisations to build future-ready workforces. We operate across multiple geographies — serving enterprise clients across BFSI, manufacturing, retail, and technology sectors.
Our Finance & Business Operations function is the connective tissue across all entities, ensuring clean data, sound governance, and decision-grade intelligence for the leadership team.
Role Context & Purpose
This role is the operational backbone of Disprz's go-to-market and internal business engine. The previous function focused primarily on Revenue Operations; this expanded mandate brings together GTM operations, CRM governance, cross-functional tech stack ownership, and finance-adjacent operational oversight under a single, technically-capable leader.
The role reports into the VP – Finance and works in close alignment with the COO and Business Heads. The successful candidate will serve as the single source of operational truth — owning the hygiene of data that flows into forecasting, revenue recognition, and leadership reporting.
This is a high-ownership, zero-ambiguity role. The right person is a self-starter who can define the system, run it, and continuously improve it without waiting to be asked.
Key Responsibilities
- CRM Ownership & Data Hygiene (Primary Mandate)
This is the most critical dimension of the role. Everything downstream — forecasts, commissions, revenue recognition, and leadership reporting — depends on CRM truth.
- Own HubSpot end-to-end: architecture, pipeline configuration, deal stage definitions, properties, and user access management across all geographies
- Enforce data hygiene standards: mandatory fields, stage-gate compliance, closed-lost documentation, and ARR accuracy
- Design and run a weekly CRM audit rhythm; publish hygiene scorecards to Finance and Business Heads
- Govern deal data from first contact to invoice — ensuring bookings, ARR, and billing records are consistently mapped and reconciled
- Drive CRM adoption through playbooks, training, and lightweight automations that reduce rep friction
- Act as the single point of contact for CRM-related questions from Sales, Finance, and Leadership
- GTM Operations & Revenue Intelligence
- Own pipeline reporting, forecast models, and funnel analytics across all geographies
- Run the Monthly Business Review (MBR) and Quarterly Business Review (QBR) cadence: consolidate inputs, build decks, and facilitate discussion
- Track conversion rates, deal velocity, win/loss ratios, and stage-wise ageing; surface patterns before they become problems
- Partner with Finance on ARR movement schedules: new bookings, expansions, contractions, and churn — mapped to invoicing and revenue recognition
- Manage territory definitions, lead attribution, and funnel standardisation across all entities
- Tech Stack Architecture & Integration
The business runs on a set of tools across Sales, CS, Implementation, Support, and Finance. This role is expected to rationalise and integrate them.
- Own evaluation, configuration, and contract management of the GTM and operational tech stack (HubSpot, Avoma, analytics tools, and adjacent platforms)
- Identify integration gaps between GTM tools (HubSpot), Customer Success, Implementation, and Finance systems (Zoho Books, QuickBooks, Zenskar)
- Architect lightweight data flows or middleware integrations to ensure a single source of truth across the stack — without unnecessary tool sprawl
- Build and maintain automated dashboards and reports for Sales, CS, and Finance leadership using available BI tools
- Evaluate new tools for ROI; present build-vs-buy recommendations with clear cost-benefit framing
- Finance-Aligned Operations
This role sits within Finance and must be commercially and financially literate — not just operationally competent.
- Partner with Finance on revenue recognition: ensure that deal structure, billing schedules, and contract terms are accurately reflected in CRM and downstream financial systems
- Support the Annual Operating Plan (AOP) build: provide bottoms-up pipeline inputs, ramp assumptions, and capacity data by geography
- Support bookings-to-billing reconciliation across all entities, flagging variances to Finance
- Own commission calculation automation: build and maintain logic in CRM or connected tools that computes incentive payouts accurately from deal data, with zero manual intervention in steady state
- Customer Success & Implementation Operations
- Build operational visibility into the CS and Implementation lifecycle — onboarding timelines, health scores, and renewal risk — leveraging HubSpot as the system of record
- Partner with CS Leads to define handoff protocols from Sales to Implementation, ensuring data completeness at every stage gate
- Track and report on implementation milestones and go-live timelines against commercial commitments
- Reporting & Governance
- Produce a weekly operational dashboard for the VP – Finance and COO covering pipeline health, CRM hygiene scores, deal risk, and ARR movement
- Own the Bookings MIS — a single reconciled view of all new business signed, expanded, or lost across geographies
- Maintain an audit-grade records trail for all CRM configurations, data changes, and integration updates
Candidate Profile
What We're Looking For
We need someone who operates at the intersection of business acumen, technical capability, and financial discipline. This is not a traditional RevOps or pure-play analytics role — it is a Business Operations leadership role with Finance at its core.
Experience
- 4 – 8 years of experience in Revenue Operations, Business Operations, GTM Strategy, or a closely adjacent function
- Strong working knowledge of HubSpot (mandatory) — CRM admin, pipeline config, workflow automation, and reporting
- Strong working knowledge of SaaS metrics: ARR, MRR, NRR, churn, CAC, LTV, pipeline coverage, and conversion rates
- Demonstrated experience owning cross-functional tools and integrations in a multi-geography SaaS environment
- Exposure to finance-facing functions: revenue recognition, bookings reconciliation, or AOP inputs
- Prior experience supporting investor-grade reporting or board packs is a strong plus
Technical Skills
- HubSpot CRM: Strong working knowledge (mandatory) — pipelines, properties, workflows, sequences, reports, and user management
- BI / Reporting tools: Power BI, Looker Studio, or equivalent — ability to build and maintain live dashboards
- Spreadsheet proficiency: Advanced Excel / Google Sheets — formula-driven models, pivot tables, data validation
- Integration familiarity: Zapier, Make, or native API connectors between CRM and finance systems
- Basic SQL or data querying ability is advantageous but not mandatory
Behavioural Attributes
- Self-starter with a bias for action — defines the problem, designs the solution, executes without being prompted
- Extreme ownership over data quality; treats bad data as a personal failure, not a team problem
- Commercially curious — reads pipeline and revenue numbers as a story, not just a report
- Comfortable operating in ambiguity across multiple geographies, time zones, and entity structures
- Strong communicator: can present operational findings clearly to founders, VP – Finance, and functional heads
- Detail-oriented without losing sight of business outcomes
Success Metrics — How This Role Will Be Measured
The following metrics define what success looks like in this role across the first 12 months and on an ongoing basis.
MetricTarget / Definition of SuccessCRM Data Completeness>=95% of active deals have mandatory fields filled; zero open deals without next-step dates
Forecast AccuracyPipeline-to-closed variance within +/-10% at quarter-end
ARR Movement AccuracyARR schedule reconciles to Finance's revenue recognition entries with <1% variance
MBR / QBR DeliveryDecks and data packs published 48 hours before every review without last-minute data correctionsTech Stack ROIHalf-yearly tool rationalisation report with documented cost savings or capability gaps addressedCommission AutomationIncentive calculations run with zero manual intervention in steady state; Finance sign-off on logic within first 90 daysHygiene Audit CadenceWeekly CRM hygiene scorecard published every Monday without exceptionStakeholder SatisfactionQuarterly feedback from VP – Finance, COO, and Business Heads — minimum 4/5 on operational reliability
What Disprz Offers
Direct access to and mentorship from the VP – Finance and COOExposure to investor-grade reporting processes and high-stakes financial operations across a multi-entity SaaS groupOwnership of a function with a clear growth path to functional leadership roleA genuinely global operating canvas spanning multiple geographies in one roleOpportunity to define and build the Business Operations function from a clean slateCompetitive compensation: INR 18 – 22 Lakhs CTC, commensurate with experience
Reporting Structure & Key Interfaces
Direct Report ToVP – FinanceFunctional AlignmentCOO (strategic GTM alignment)Key Interfaces (Internal)Finance Team, Business Heads, Customer Success, Sales, ImplementationKey Interfaces (External)CRM vendors, integration tool vendors, external auditors (as required)
