REVENUE & GROWTH OPERATIONS
Work Area: TBG Revenue Operations, TBG Growth Operations & TBG Funnel Management
Reports To: CEO
Cross-Functional Collaboration: CEO, Executive Assistant, Client Experience, Delivery
Role Type: Full-Time
Future Path: Leader of Revenue & Marketing Operations
1. ROLE SUMMARY
The Growth Advisor at The Business Growers is responsible for owning the systems, execution, and momentum that move prospects through TBG’s revenue pipeline, from first touch to close, while ensuring that marketing programs are executed consistently and tied directly to pipeline movement.
This role exists to remove the CEO from day-to-day follow-up, pipeline management, and marketing orchestration, while increasing revenue predictability, authority-building, and operational clarity.
The Growth Advisor ensures that:
- Prospects do not stall
- Follow-up is disciplined and consistent
- Marketing programs (podcasts, webinars, YouTube, email, campaigns) are executed on schedule
- Content and campaigns actively support deal progression
- Outreach remains human, intentional, and on-brand
- The CEO receives decision-ready information only when needed
This is not a marketing-only role and not a pure sales role. This is a doer–owner role that combines revenue operations, growth execution, and marketing orchestration, with increasing authority over time.
2. OWNERSHIP & ACCOUNTABILITY
This role is directly aligned with the CEO and accountable for pipeline health, follow-through, and revenue momentum, as well as the operational execution of TBG’s marketing plan.
When pipeline slows, campaigns slip, content cadence breaks, or prospects disengage, this role:
- Diagnoses the issue
- Executes low-risk fixes independently
- Coordinates with the delivery team to correct execution
- Documents improvements
- Escalates high-risk decisions appropriately
When priorities conflict, revenue outcomes and pipeline opportunity win.
3. CORE OWNERSHIP AREAS
| Ownership Area | What This Role Owns |
| Pipeline Health | CRM accuracy, stage integrity, and momentum across all opportunities |
| Prospect Follow-Up | Ensuring no prospect goes cold without intentional action |
| Funnel Ownership | Visibility into and improvement of every funnel stage |
| Revenue Operations | Systems, dashboards, reporting tied to revenue outcomes |
| Growth Execution | Orchestration of marketing programs that move prospects forward |
| Content & Campaign Orchestration | Ensuring podcasts, webinars, YouTube, email, and campaigns are executed per plan |
| Podcast Operations | Coordination of recording, publishing, promotion, and repurposing |
| Webinar Operations | Monthly webinar execution and multi-channel promotion |
| YouTube & Video | Oversight of long-form uploads and monthly short-form batches |
| Email & Newsletter Execution | Weekly and monthly email cadence tied to pipeline |
| Manual Outreach Strategy | Human follow-up layered on automation (LinkedIn, email, books, gifts) |
| Proof & Authority Amplification | Surfacing customer wins, case studies, and partner proof |
| Partnerships & Co-Marketing | Operational coordination of approved partner initiatives (AT&T, MSP501, Dream 100) |
| Data & Dashboards | Ownership of sales + marketing dashboards for CEO visibility |
| Qualification & Calendar Control | Authority to qualify prospects and work within pre-set sales blocks on CEO’s calendar (with EA alignment) |
| CEO Leverage | Removing CEO from day-to-day follow-up and marketing coordination |
4. PHASED REVENUE RESPONSIBILITY
First 60 Days
- Engages with new prospects
- Books meetings
- Owns prospect follow-up
- Owns CRM hygiene and pipeline tracking
- Orchestrates execution of marketing plan with delivery team
- Schedules prospect meetings with CEO during open sales time, or works with Executive Assistant on scheduling qualified prospects
- Reviews recorded CEO sales calls to internalize qualification standards, objections, and close criteria
- Builds and maintains a qualification checklist used for all prospect routing
Days 60–90
- Runs first calls
- Qualifies opportunities independently
- Continues owning pipeline momentum and marketing orchestration
After 90 Days
- Runs most calls
- Supports closes with CEO (with incentive to take full close ownership within 12 months)
- Owns pipeline execution end-to-end
5. ANNUAL OUTCOMES
| Outcome Area | Success Looks Like |
| Pipeline Health | Pipeline moves without CEO involvement |
| Revenue Predictability | Monthly and quarterly revenue is more consistent |
| Marketing Execution | Podcasts, webinars, content, and campaigns ship on schedule |
| Funnel Performance | Content and campaigns accelerate deal movement |
| CEO Time | CEO is out of day-to-day follow-up and orchestration |
| System Maturity | SOPs exist for fixes and improvements |
| Leadership Readiness | Role is ready to lead future Sales + Marketing Ops |
6. SUCCESS METRICS
| Metric | Standard |
| Prospect Follow-Up | No stalled opportunities due to inactivity |
| CRM Accuracy | 100% reliable and current |
| Pipeline Movement | Consistent forward motion and predictable closed revenue |
| Calendar Quality | ≥90% of meetings meet qualification criteria |
| Pipeline Fit | Reduction in misaligned opportunities QoQ |
| Outreach Discipline | ≥50 direct (non-automated) touches per week |
| Content Cadence | Marketing deliverables executed per plan |
| Dashboard Clarity | CEO can assess performance at a glance |
| Documentation | Fixes documented via SOPs |
Note: While 50 direct contacts are required weekly, this role prioritizes quality conversations and pipeline momentum over raw activity volume.
7. OPERATING RHYTHM
- Daily (first 60 days): Early async updates to CEO
- Weekly: Pipeline + growth execution review
- Monthly: Funnel and campaign performance analysis
- Ongoing: System improvements documented and shared
After 60 days, reporting shifts to dashboards + weekly meetings only unless escalation is required.
8. DECISION RIGHTS & RISK THRESHOLDS
Low-Risk (Owned by Role):
- Prospect follow-up
- CRM improvements
- Outreach sequencing
- Content promotion tactics
- Comment and relationship engagement
- Dashboard updates
- Process fixes
High-Risk (Requires CEO Alignment):
- Messaging changes
- Lead magnet creation
- Major campaigns (Dream 100, book offers)
- ICP shifts
- Budget changes
Low-risk actions are executed first and debriefed later.
9. CORE VALUES IN PRACTICE
At The Business Growers, core values are not aspirational statements or personality traits. They are behavioral standards that guide how work is done, how decisions are made, and how accountability is upheld.
All team members are expected to consistently demonstrate the following values:
- We Believe Trust Is a Two-Way Street
- We Lead With Confidence
- We Own the Outcome
- We Are Clear and Kind
- We Grow With Grit
These values are evaluated as part of ongoing performance conversations.
10. A-PLAYER STANDARD
An A-Player Growth Advisor:
- Owns outcomes without waiting
- Moves quickly without damaging trust
- Orchestrates delivery teams effectively
- Keeps prospects moving
- Protects CEO time
- Documents improvements
- Understands what “done” looks like
- Learns fast and adjusts faster
11. QUALIFICATIONS & ROLE REQUIREMENTS
This section outlines the baseline qualifications required for candidates applying to this role. These requirements support hiring and onboarding and do not replace the performance expectations, ownership standards, and outcomes outlined above.
Education & Experience
- Bachelor’s degree in marketing, business, communications, or a related field (or equivalent professional experience)
- 2+ years of experience in a client-facing marketing, growth, or revenue support role within a marketing agency or B2B services environment
- 1+ years of experience supporting technology, telecom, or MSP clients preferred
- Experience managing multiple initiatives, campaigns, or client workflows simultaneously without losing momentum or accuracy
- Experience coordinating work across cross-functional delivery teams (content, design, ads, operations, or contractors)
- Proven ability to balance execution, communication, and follow-through in fast-moving environments
Skills & Expertise
- Strong verbal and written communication skills, with the ability to communicate clearly with executives, partners, and internal teams
- High attention to detail paired with the ability to move quickly and prioritize progress over perfection
- Strong organizational and time-management skills, including the ability to manage competing priorities without constant direction
- Comfort leading client-facing conversations, internal coordination calls, and performance-focused discussions
- Ability to translate strategy into execution and execution into clear reporting
- Working knowledge of digital marketing fundamentals, including:
- Content marketing and authority-building
- Email marketing and campaign execution
- Basic SEO and analytics concepts
- Paid media and retargeting concepts (strategy-level understanding)
- Content marketing and authority-building
- Proficiency with Google Workspace (Docs, Sheets, Slides), project management platforms, CRM systems, and reporting dashboards
- Experience supporting or enabling revenue-generating activities through marketing, outreach, and operational execution
Bonus Skills (Not Required)
- Familiarity with MSP, IT, or telecom industry language, buying cycles, and business models
- Experience supporting long sales cycles and consultative B2B sales motions
- Exposure to CRM automation, funnel optimization, or attribution tracking
- Experience working in founder-led or high-growth environments where priorities shift quickly
Physical & Work Requirements
- Ability to work at a computer for extended periods
- Ability to participate in video calls, virtual presentations, and screen-sharing sessions
- Ability to work in a fast-paced, execution-focused environment that values ownership and momentum
