Location: Los Angeles, CA (4 days/week in-office)

About Sunfish

Sunfish is a fast-growing, venture-backed Series A health tech startup. Our mission is to make the parenthood journey easy and affordable to help everyone build the family of their dreams. Used by leading fertility clinics throughout the United States, we help patients navigate and afford treatments. Our company ingests unique patient biodata to support patients using AI/ML. Sunfish’s team is composed of individuals with backgrounds in fertility, health tech, insurtech, and fintech – all with a shared passion for bringing equity to family building. And we’ve done this before - our executive team has had 19 exits and 4 IPOs to date.

The Position

As Sunfish scales, we are looking for a Strategy & Operations Manager who is equal parts strategic thinker and hands-on operator. This is a high-ownership role sitting at the intersection of sales, marketing, finance, and company-wide operations. Reporting to the Head of Operations, you will be a critical thought partner to leadership and the connective tissue between our commercial and operational teams.

The ideal candidate brings a consulting or high-growth startup operator mindset: someone who can zoom out to identify what the business needs to be building, then zoom in and build it. You are as comfortable in a board prep deck as you are auditing a CRM workflow. You think in systems, communicate with clarity, and earn trust quickly across functions. You take pride in designing infrastructure that holds up when the company doubles and you know when to automate versus when to simplify.

Key Responsibilities

Strategy & Business Operations

• Partner with the Head of Operations and executive team on company-wide strategic planning, including OKRs, operating cadences, and cross-functional goal-setting

• Drive high-priority special projects from problem definition through to implementation

• Build business cases and frameworks to support key decisions (ie. product prioritization and resource allocation)

• Prepare board materials, investor updates, and executive-facing analyses that synthesize operational data into clear narratives

• Identify and close gaps in operational processes before they become blockers to growth

Reporting, Dashboards & Analytics

• Build and maintain reports and dashboards that give Sales, Marketing, Finance, and Operations leaders clear visibility into funnel performance, pipeline health, unit economics, and key revenue metrics

• Partner with the Head of Ops to translate business questions into actionable data views, proactively surfacing trends and opportunities

• Own the company's core operating metrics (KPIs): define them, track them, and create accountability around them

• Support ad hoc reporting and analysis requests; foster a culture of data-driven decision-making across the org

CRM Administration & HubSpot Ownership

• Own day-to-day administration of HubSpot across Sales Hub, Marketing Hub, and Operations Hub — managing pipelines, workflows, properties, lifecycle stages, and user permissions

• Design, build, and maintain automated workflows supporting lead routing, lifecycle management, deal progression, and cross-functional handoffs

• Ensure CRM data integrity through regular audits, deduplication, and enforcement of hygiene standards

• Serve as the internal HubSpot subject matter expert: triage issues, onboard users, and identify opportunities to expand platform value

• Manage HubSpot integrations with third-party tools, ensuring data flows accurately across the stack

Sales & Marketing Operations

• Partner with Sales, Marketing, & Partnerships teams to support pipeline visibility, forecasting accuracy, and process adherence within HubSpot

• Support Marketing on campaign tracking, lead scoring, attribution modeling, and email automation via HubSpot and Customer.io

• Own the marketing-to-sales handoff process ensuring leads are properly qualified, routed, and tracked through the funnel

• Collaborate with the Marketing/Ops teams to configure and optimize Customer.io journeys for reliable delivery and accurate event tracking

Systems & Tools Management

• Maintain and optimize the broader ops tech stack: evaluate new tools, manage vendor relationships, and ensure integrations are reliable and documented

• Create institutional knowledge through rigorous documentation of systems, processes, and workflows

• Identify opportunities to automate manual processes and reduce operational overhead across Sales, Marketing, and Operations

• Ensure tools and data handling practices remain compliant with privacy requirements (HIPAA awareness a plus)

Cross-Functional Partnership

• Act as a trusted operational and strategic partner to Sales, Marketing, BD, Finance, and Product, understanding their workflows and proactively solving problems before they surface

• Translate technical capabilities into plain language for non-technical stakeholders, and translate business needs into precise system requirements

• Push back constructively when needed; you're an advisor and owner, not just an executor

Must-Have Skills and Experience

• Bachelors Degree

• 5+ years of experience in Strategy & Operations, Business Operations, Revenue Operations, or Management Consulting at a high-growth startup or top-tier firm

• Demonstrated ability to operate at multiple altitudes - from board-level narrative to day-to-day workflow configuration

• Ability to build clear, actionable reports and dashboards that serve stakeholders across functions

• Data fluency: you can identify data quality issues, design solutions, and enforce hygiene standards

• Strong organizational skills, including ability to manage multiple, complex workstreams and competing priorities in parallel

• Excellent communication and relationship management skills; ability to tactfully engage senior leadership and internal and external stakeholders

Preferred Skills and Experience

• Exposure to board prep, investor reporting, or operating reviews

• Experience with Looker, Tableau, or comparable BI/dashboarding tool

• Familiarity with SQL or data querying for operational analysis

• Experience evaluating and implementing new ops tools and managing vendor relationships

• Proven experience building CRM (Hubspot, Salesforce) workflows, deal pipelines, lifecycle stages, lead routing, and custom properties

Do Work that Matters

Be part of a company that’s transforming lives by making the dream of building a family more affordable and attainable. We offer a range of benefits designed to support your well-being, your health, and your personal and professional growth. From health coverage and paid time off, to sunny offices, team retreats, a 401K, and parental leave — we’re proud of the culture and care we’re building together. The most rewarding part of being here is the mission we’re building together: helping more people grow their families.