Senior Revenue Operations Systems Manager

Senior Revenue Operations Manager

Location: India, Hyderabad

Region: Arup Digital Products

Group: Business Management & Operations

Grade: 5

Employment type: Permanent, full time

• Joining Arup Arup’s purpose, shared values and collaborative approach have set us apart for 80 years, guiding how we shape a better world. Arup Digital Products (ADP) develops and commercialises specialist engineering software globally. Our ambition is to become a commercially robust software business that turns Arup’s trusted expertise into scalable products that provides strategic value for the firm. As ADP diversifies across products, markets and regions, we need connected customer and revenue journeys, trusted data and systems that combine global consistency with appropriate local flexibility. We are seeking an experienced Senior Revenue Operations Manager to build and lead a scalable revenue-operations capability for our growing multi-product, international software business.
• The Opportunity This role will build the revenue operations backbone for ADP’s next phase of growth. You will own the systems, data and operating processes that support the customer-to-revenue lifecycle, helping ADP scale new products, commercial models and markets with greater consistency and control. You will own the development roadmap for Dynamics 365, HubSpot and any other key commercial operations systems for ADP. Our Dynamics platform extends beyond conventional CRM to support product and pricing data, quoting, order and licence delivery records, invoice preparation, royalty reporting and customer support. You will lead the developers and delivery partners who maintain and improve this environment. Working across Sales, Marketing, Product, Software Engineering, Customer Support and Success, Customer Operations, Finance and Digital Technology, you will translate agreed pricing, product, licensing and go-to-market decisions into scalable systems, data, workflows and controls. The role sits within ADP’s Operations Function. Reporting to ADP’s Global Commercial Manager, you will work cross-functionally across the global business and manage the India-based CRM development team, specialist technology suppliers and relevant Arup Digital Technology stakeholders. You will use AI, automation and workflow technology to simplify work, improve data quality and reduce cost,. You will shape a business-led revenue systems roadmap, strengthening ownership of commercial data and determining how Dynamics, HubSpot, licensing tools and wider Arup platforms should work together. This will include representing ADP’s requirements in any future integration between Dynamics and Arup’s wider commercial systems.

Your Principal Responsibilities Will Include

• Own the development roadmap and governance for Dynamics 365, HubSpot, licensing tools and connected revenue systems, aligning investment and delivery priorities with ADP’s product pipeline and growth plans.
• Lead ADP’s in-house D365 CRM developers, HubSpot consultants and technology partners, setting priorities, requirements, delivery standards, testing, documentation, releases and user support arrangements.
• Own HubSpot as ADP’s top-of-funnel platform, governing lead capture, quality, lifecycle stages and hand-off to Dynamics.
• Oversee integrations across CRM, marketing, licensing and finance systems, defining process boundaries, data flows, controls and ADP’s requirements for future platform changes.
• Lead revenue operations improvements with an aim to increase robustness to handle multiple product portfolios across multiple regions. Improvement aspects in both processes and revenue data quality & definitions.
• Enable functional leads to establish clear data ownership, governance and quality standards across the commercial lifecycle.
• Partner with functional leaders to translate agreed pricing, product configurations, licensing models and go-to-market decisions into scalable operating systems and processes.
• Establish the system controls, data and reporting processes required to support reliable commercial and financial reporting, including sales commission calculations, working closely with Finance and other functional owners and supporting relevant audit coordination.
• Enable Finance and Sales to operate effective forecasting processes through appropriate systems, data, controls and governance.
• Drive system adoption through appropriate technology training, onboarding, SOPs, in-system guidance and maintained knowledge content.
• Implement AI and automation where appropriate and remove inefficient processes and controls.

As ADP expands its portfolio, markets and revenue, you will build a global Revenue Operations capability that combines software-business agility with Arup’s expertise. This is a unique opportunity to create the operating infrastructure through which ADP takes products to market, processes revenue and supports customers.

Success in the role will be demonstrated through outcomes including:

• clear ownership and an effective development roadmap for ADP’s revenue and commercial systems;
• strong adoption of Dynamics, HubSpot and other business systems, supported by effective leadership of developers, consultants and suppliers;
• agreed product, pricing, licensing and go-to-market decisions translated effectively into scalable operating systems and processes;
• well-governed commercial data, effective system controls and reliable reporting that support operational and financial decision-making;
• more consistent and scalable customer-to-revenue processes across products, markets and functional teams;
• measurable improvements in efficiency, data quality and user experience across business systems and processes;
• targeted use of AI and automation delivering evidenced productivity, quality or cost benefits;
• overall, a revenue systems capability that can support new products, regions and commercial models without avoidable complexity.

At Arup, you belong to an extraordinary collective – in which we encourage individuality to thrive. Our strength comes from how we respect, share and connect our diverse experiences, perspectives and ideas.

• Is this role right for you?

Role

This role is part of Arup Digital Products. We are seeking a senior Revenue Operations manager who can set direction, remain close to delivery and build scalable operating capability in a growing, multi-product software business. You should bring:

• Around 10 years or more relevant experience, including several years leading Revenue Operations, Commercial Operations or Business Systems within a rapidly growing B2B software, SaaS or technology business.
• Ownership of Dynamics 365 or a comparable enterprise CRM, together with HubSpot or similar marketing-automation technology, including platform roadmaps, governance and adoption.
• A track record of leading revenue systems transformation.
• Experience translating pricing, product, licensing and go-to-market decisions into scalable systems, data, workflows and controls across the customer-to-revenue lifecycle.
• Experience leading CRM developers, consultants or technical teams, ideally distributed globally, including setting development priorities and overseeing requirements, testing, releases, support and integration delivery.
• Practical experience improving commercial data, pipeline management, forecasting, reporting and governance in close partnership with Sales, Marketing, Finance, Product and Operations.
• Evidence of delivering automation, workflow or AI initiatives with measurable operational benefits.
• Experience building scalable operating processes in an agile, fast-moving environment.

You will be comfortable working across functions, geographies and time zones, with sufficient overlap with colleagues in Japan and the United Kingdom and close collaboration with India-based teams. You will combine strategic perspective with a hands-on approach to systems, data, processes and users.

You should distinguish technology issues from underlying process, ownership, data and capability gaps; challenge unclear requirements constructively; and deliver practical solutions suited to ADP’s scale and maturity.

Experience of software licensing, subscription or usage-based commercial models, product and pricing data, finance system integration, customer support platforms, engineering software or distributor channels would be advantageous but is not essential.

• What we offer you At Arup, we care about each member’s success, so we can grow together. Guided by our values, we provide an attractive total reward package that recognises the contribution of each of our members to our shared success. As well as competitive, fair and equitable pay, we offer a career in which all of our members can belong, grow and thrive – through benefits that support health and wellbeing, a wide range of learning opportunities and many possibilities to have an impact through the work they do. We are owned in trust on behalf of our members, giving us the freedom, with personal responsibility, to set our own direction and choose work that aligns with our purpose and adds to Arup’s legacy. Our members collaborate on ambitious projects to deliver remarkable outcomes for our clients and communities. Profit Share is a key part of our reward, enabling members to share in the results of our collective efforts. India-specific details of rewards and benefits will be provided as part of the recruitment process.
• Different people, shared values Arup is an equal opportunity employer that actively promotes and nurtures a diverse and inclusive workforce. We welcome applications from individuals of all backgrounds, regardless of age within legal limits, gender identity or expression, marital status, disability, neurotype or mental health, race or ethnicity, faith or belief, sexual orientation, socioeconomic background, and whether you’re pregnant or on family leave. We are an open environment that embraces diverse experiences, perspectives, and ideas – this drives our excellence. Guided by our values and alignment with the UN Sustainable Development Goals, we create and contribute to equitable spaces and systems, while cultivating a sense of belonging for all. Our internal employee networks support our inclusive culture: from race, ethnicity and cross-cultural working to gender equity and LGBTQ+ and disability inclusion – we aim to create a space for you to express yourself and make a positive difference. Discover more about life at Arup at www.arup.com/careers/your-life-at-arup. We are committed to making our recruitment process and workplaces accessible to all candidates. Please contact the relevant recruiter to let us know if you need any assistance or reasonable adjustments throughout your application or interview process, and/or to perform the essential functions of the role. We will do everything we can to support you.
• Our Application Process Applications will be reviewed against the essential experience and capabilities set out above. Shortlisted candidates should expect an initial interview focused on relevant Revenue Operations and transformation experience, followed by a practical assessment or case discussion considering systems ownership, data, process improvement and stakeholder management. Final-stage candidates may meet cross-functional senior stakeholders from Business Operations, Customer Operations and other relevant ADP functions. Stay safe online – Arup will never ask for your bank details as part of our recruitment process.

Tagged as: Forecasting, HubSpot, Microsoft Dynamics, Pipeline Management