Role: Senior Specialist/Manager – Revenue Operations – GTM Systems
Location: Hyderabad
Darwinbox is the fastest-growing HR technology platform, designing the future of work by building the world's best HR tech, driven by a fierce focus on employee experience and customer success, and continuous, iterative innovation. We are the preferred choice of 900+ global enterprises to manage their 2.5 million+ employees across 116+ countries.
Darwinbox's new-age HCM suite competes with local as well as global players in the enterprise technology space (such as SAP, Oracle, and Workday). The firm has acquired notable customers ranging from large conglomerates to unicorn start-ups: DP World, Masafi, DIFC, Abu Dhabi Department of Finance, Nivea, Starbucks, Swiggy, DLF, Crisil, CRED, Vedanta, Mahindra, Glenmark, Gokongwei Group, Mitra Adiperkasa, EFS Facilities Management, VNG Corporation, and many more.
Our vision of building a world-class product company from Asia is backed by marquee global investors like Microsoft, Salesforce, Sequoia Capital, and Lightspeed Venture Partners.
Role overview:
As GTM Systems Senior Specialist/Manager, you will own the end-to-end health, evolution, and strategic roadmap of Darwinbox's revenue technology stack. You will be the single point of accountability for how our go-to-market teams — Sales, Marketing, and Customer Success — use their tools to operate, and will work closely with RevOps, Sales, Marketing, and CS leadership to translate business needs into scalable system solutions.
This is a high-ownership, high-visibility role for someone who loves building at the intersection of process and technology.
Systems you will own:
- HubSpot (CRM & Marketing Hub) — primary system, deepest ownership required
- Gainsight — Customer Success platform
- Avoma — Conversational intelligence & call recording
- LinkedIn Sales Navigator — Seller prospecting & intelligence
- Future systems onboarded to the GTM stack
Key responsibilities:
HubSpot Architecture & Governance
- Lead architectural changes to support evolving sales methodologies (BANT, MEDDPICC, Rules of Engagement) and attribution frameworks
- Audit and redesign deal flow stages, pipeline design, contact/company properties, and data collection standards, object associations
- Own system optimization — retire stale properties, clean up workflows, consolidate dashboards, and maintain a high-quality data environment
Automations & Integrations
- Build and maintain integrations between HubSpot and adjacent tools: Gainsight, DealHub (CPQ), billing platforms, Agiloft (CLM), and others
- Design and manage automated workflows that reduce manual effort and improve data fidelity across the revenue funnel
AI & Innovation
- Identify and build AI agents leveraging HubSpot data to surface insights, automate workflows, and improve seller effectiveness
- Stay current on the HubSpot product roadmap and proactively bring new capabilities to the team
Stakeholder Enablement
- Act as the primary system owner and go-to resource for Sales, Marketing, and CS teams — handling training, user support, and change management
- Partner with RevOps, Finance, and Engineering to scope and deliver system projects end-to-end
- Develop and maintain documentation for all processes, configurations, and integrations
Qualifications:
- Must-Have
- 4–5+ years of hands-on experience managing B2B GTM systems, with deep HubSpot expertise (CRM + Sales/Marketing Hub) being non-negotiable
- Prior experience managing systems at a company of meaningful scale — ideally in a SaaS or high-growth environment
- Track record of owning and delivering system implementation or architectural overhaul projects independently
- Working knowledge of at least one other tool in our stack (Gainsight, CPQ tools, or similar CS/RevTech platforms)
- Good to have
- Strong logical thinking and structured problem-solving — ability to untangle messy processes and design clean, scalable solutions
- Effective stakeholder management: comfortable presenting options, pushing back constructively, and aligning cross-functional teams
- Exposure to AI/automation tooling and an appetite to experiment with new technologies
