Revenue Operations Lead

Company overview

Together with landowners, Arbonics is building a new forest economy to scale forest carbon removal and increase biodiversity of European forests. Arbonics was founded in 2022 by Kristjan Lepik and Lisett Luik and is backed by Taavet Hinrikus, Plural Platform, and Nordic Ninja.

Job summary

Over the past year, we’ve laid the foundation for scalable growth at Arbonics — building robust RevOps systems like HubSpot and assembling a growing go-to-market (GTM) team. Now, we’re looking for a Revenue Operations Lead to help us level up. This is a high-impact role for a strategic doer — someone who thrives at the intersection of systems, sales and scale.

You’ll be the operational backbone of our GTM team (~10 people across sales and biz dev), with a current focus on supporting the landowner (supply) side. From process optimization to CRM performance and cross-functional collaboration, you’ll bring clarity and structure to our revenue engine.

Responsibilities

• Own the Revenue Operations roadmap — Define, prioritize and deliver high-impact RevOps projects that support international expansion and evolving GTM needs.
• Manage and optimize our HubSpot CRM — Maintain a clean, scalable system, configure workflows, improve adoption and continuously evolve how we use HubSpot across the funnel.
• Design and enforce sales processes — Ensure SDR to AE handoffs, deal tracking, pipeline stages and post-sale processes are smooth, adopted and support productivity.
• Drive data quality and insights — Build and maintain dashboards, monitor performance and ensure data is both accurate and actionable.
• Act as a strategic partner to Sales & GTM leadership — Collaborate with stakeholders to identify pain points and propose operational solutions.
• Support new market entry and localised sales processes — Adapt systems and workflows for different geographies and buyer types, in collaboration with country managers and market launchers.
• Own project management across RevOps — Scope, plan and lead cross-functional initiatives that impact revenue operations.
• Coordinate external support — Manage contractors and consultants as needed.

Requirements

• 3+ years in Revenue Operations, Sales Operations or similar roles — ideally in high-growth or international contexts.
• Expert-level proficiency in HubSpot CRM — You can build, automate and configure the platform to meet evolving team needs.
• Structured thinker with a builder’s mindset — You bring clarity to chaos and enjoy designing and improving processes.
• Fluent in data and reporting — Comfortable with funnel metrics, pipeline tracking, dashboards and using data to drive decisions.
• Strong communicator and collaborator — Able to work closely with sales reps, leadership and other teams to align on goals and roll out changes effectively.
• Self-starter with project management chops — Skilled at scoping, prioritizing and delivering impact across multiple initiatives.

Preferred Qualifications

• Experience in the climate or sustainability sector.
• Previous work in international expansion or adapting sales processes to new markets.
• Experience launching or evolving CRM tools and RevOps stacks in startups.
• Familiarity with the landowner/forestry/sustainability space is a plus.

Benefits

• Opportunity to join an early-stage, high-growth startup with a meaningful mission.
• Competitive base salary + equity (if full-time).
• Remote-first culture with option for hybrid work.
• Flexible working hours and location.
• Health, training, and professional development budget.
• As much freedom and responsibility as you can handle.