Revenue Operations Senior Associate – CRM & Systems
Location: Pune, India | Reports to: Senior Manager, Revenue Operations & Enablement | Experience: 2 to 4 years | Type: Full time
About the Role
Anchanto is a global enterprise grade B2B SaaS company. We provide cloud software for brands, retailers, and logistics providers to manage orders, warehouses, inventory, marketplaces, and omnichannel commerce. We operate across 12 countries, support more than 300 enterprise and mid-market customers, and process over 150 million commerce transactions a year.
As Anchanto grows, clean data, reliable systems, and accurate reporting become the foundation that everything else runs on. Pipeline forecasting is only as good as the data behind it. NRR visibility is only as strong as the ChurnZero records supporting it. GTM enablement only works if the playbooks and process documentation are current and accessible.
This role owns that foundation. The CRM & Systems Specialist is the technical execution engine of the Revenue Operations function — the person who makes HubSpot, ChurnZero, and the Customer Insights Portal run cleanly, accurately, and reliably for every GTM team across APAC and EMEA.
Why This Role Exists
Today, too much of Anchanto's GTM data integrity depends on manual effort, inconsistent hygiene practices, and ad hoc fixes. Without a dedicated HubSpot owner, pipeline data degrades, automations break, and the insights layer loses the reliability that leadership decisions depend on.
This role exists to fix that systematically. The mandate is not to react to data problems — it is to prevent them. Own the CRM, own the data, build automations that reduce manual work, and keep the systems that power every GTM conversation running at enterprise grade.
What You Will Own
This role owns two areas, weighted approximately 75% CRM & systems and 25% enablement support.
- CRM & Systems Ownership (~75%) — Primary owner of HubSpot, ChurnZero, and CIP — responsible for configuration, data quality, automation, and reporting across the full RevOps technology stack.
- HubSpot Super Admin: primary owner of all HubSpot configuration — pipelines, deal stages, contact and company properties, custom objects, user roles and permissions
- HubSpot data quality: ongoing hygiene of contacts, companies, and deals — deduplication, enrichment, incomplete record management, and data normalisation
- HubSpot automation: build and maintain all workflows, sequences, lead nurture flows, renewal triggers, OTE attainment alerts, and deal stage automations
- HubSpot reporting: maintain and evolve all pipeline, forecast, and performance dashboards for Sales, KAM, BD, and leadership
- ChurnZero administration: all customer records (existing and churned) complete and current; health score inputs, customer segments, and renewal tracking maintained
- CIP data pipeline maintenance: monitor and maintain data flows from marketplace integrations and OMS/WMS; flag and resolve discrepancies with Tech Engineering
- Integrated dashboards: build and maintain cross-system views combining HubSpot, ChurnZero, and CIP for GTM and leadership reporting
- GTM data operations: target account mapping, firmographic enrichment, and segmentation updates in HubSpot for Sales, BD, and Marketing
- Commission plan support: OTE attainment data validation and H1/H2 payout reporting from HubSpot
- Systems documentation: maintain technical SOP documentation for all HubSpot and CIP configurations, integrations, and data governance rules
- Enablement Support (~25%) — Secondary support for ENCHANT content maintenance, SOP documentation, and training logistics.
- ENCHANT content maintenance: keep scenario-based playbooks current across Sales, KAM, BD, and GSA tracks in ClickUp — update when processes or products change
- SOP authoring: write and update process documentation for GTM workflows; structure and maintain the ClickUp SOP library
- Training logistics support: coordinate enablement session scheduling and track attendance and completion
- Onboarding materials: prepare tool access guides and process onboarding packs for new GTM hires
Key Partnerships
Senior Manager, Revenue Operations & Enablement
Daily direction, task prioritisation, CRM quality standards, and enablement content review
Tech Engineering
CIP data pipeline health, marketplace integration issues, and systems architecture context
Sales & BD teams
HubSpot pipeline data quality, sequence management, and GTM firmographic accuracy
KAM & Account Management teams
ChurnZero record completeness, health score inputs, and renewal tracking accuracy
Marketing
HubSpot sequence and campaign management, contact list hygiene, and MQL attribution data
Finance
OTE attainment reporting accuracy and H1/H2 payout data validation
What This Role Is Not
We are specific about scope to help you assess fit honestly.
- This is not a general IT or helpdesk role. You are not here to troubleshoot laptops or manage user tickets. You are the owner of the revenue technology stack — HubSpot, ChurnZero, and CIP — and the standard you are held to is enterprise-grade data and systems reliability.
- This is not a reporting role where someone else owns the data. You own it. If data is wrong, you fix it. If a workflow is broken, you rebuild it. The expectation is active, hands-on systems ownership — not passive monitoring.
- This is not a role where you implement what others have designed. You are expected to design automations, build workflows, and propose improvements independently. If you need detailed specifications before you can act, this role will be a poor fit.
- This is not a RevOps strategy or stakeholder management role. GTM strategy, pipeline reviews, and stakeholder cadences sit with the Senior Manager. Your primary output is clean data, working automations, accurate dashboards, and current documentation.
- This is not a pure content or marketing role. The enablement support responsibilities in this role are process-oriented — maintaining playbooks, writing SOPs, supporting logistics. If your background is brand, creative, or demand generation, this is not the right fit.
- This is not a role where effort is measured by activity. Success is measured by outcome: data quality percentages, automation coverage, dashboard accuracy, and record completeness. The measure is the state of the systems, not the hours spent on them.
What We Are Looking For
Experience:
- 2 to 4 years in CRM administration, Revenue Operations, Sales Operations, or Marketing Operations — with hands-on HubSpot ownership as the primary focus
- Must have directly owned HubSpot configuration (pipelines, workflows, properties, sequences) — not just used it
- HubSpot Super Admin Bootcamp required before hire or within 30 days of joining
- HubSpot Reporting certification required
- Strong data accuracy orientation — treats data hygiene as a professional standard, not a chore
- Experience with ChurnZero or equivalent customer success platform is an advantage
- Exposure to data pipeline concepts, API integrations, or BI tools is a plus
- Able to write clear, structured SOPs and process documentation independently
Personal Attributes:
- Technically precise — data accuracy and system integrity are non-negotiable outputs
- Automation-first — instinctively builds processes that scale rather than accepting manual work
- Self-directed — executes from written task briefs without needing constant oversight
- Structured thinker — brings order to complex data and documentation
- Proactive communicator — surfaces system issues and data anomalies before they become field problems
Indicative KPIs
Indicative KPI
What it measures
HubSpot data quality
Percentage of active deals, contacts, and companies with complete and accurate fields — targeting 95%+
Workflow automation coverage
Percentage of previously manual processes now automated in HubSpot or ChurnZero
ChurnZero record completeness
Percentage of active and churned customer records fully populated with health inputs — targeting 100% of top accounts
CIP pipeline reliability
Number of data discrepancies flagged and resolved per cycle; pipeline uptime
Dashboard accuracy
Percentage of dashboard metrics validated as accurate on weekly review
SOP coverage
Percentage of active GTM processes documented and current in ClickUp
Onboarding materials readiness
New GTM hire tool access and playbook pack delivered within 5 days of start date
