Manager / Senior Manager — Business Operations

Reporting to: VP – Finance | Function: Finance & Business Operations

FunctionFinance & Business OperationsReports ToVP – FinanceJob LocationChennai, India Engagement TypeFull-time | Individual Contributor with Growth Path to People ManagerCompensation 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 datesForecast AccuracyPipeline-to-closed variance within +/-10% at quarter-endARR Movement AccuracyARR schedule reconciles to Finance's revenue recognition entries with <1% varianceMBR / 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 COO
Exposure to investor-grade reporting processes and high-stakes financial operations across a multi-entity SaaS group
Ownership of a function with a clear growth path to functional leadership role
A genuinely global operating canvas spanning multiple geographies in one role
Opportunity to define and build the Business Operations function from a clean slate
Competitive 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)

Manager - Business Operations