OverviewWe are seeking a highly motivated and experienced
Manager of Revenue Operations to join our Revenue Operations team. The Manager of Revenue Operations will lead a team of four - three Revenue Operations Analysts and a Sales Compensation Analyst. This is a hands-on, player-coach role overseeing the Revenue Operations function focused on GTM planning and execution, and full-funnel analytics spanning Marketing, Customer Success, and Sales.
You will personally own the annual GTM planning cycle, quota setting, and capacity modeling, and partner with your Sales Compensation Analyst on incentive plan design and administration. Your team owns Power BI reporting for the Revenue and Marketing organizations and the unified data model behind it. You will partner closely with Sales, Marketing, Customer Success, Strategic Partnerships, Finance, and the RevOps Systems team to keep our planning and reporting aligned to the GTM strategy.
We are looking for someone who can hold both sides of this role - the planning rigor and the analytical depth - and bring a team along with them.
Key ResponsibilitiesGTM Planning & Execution- Project manage the annual GTM planning cycle end to end - sequencing inputs from Sales, Marketing, Customer Success, Finance, and Talent, holding milestones and decision deadlines, and keeping stakeholders aligned from kickoff through rollout.
- Own quota-setting methodology across Sales and Customer Success, cascading revenue targets down to individual rep and team quotas.
- Build and maintain bottoms-up capacity models tied to headcount, ramp, and productivity assumptions across the revenue-facing teams, including Customer Success.
- Partner with the Territory & CRM Data team to ensure territory design and account assignment align with quota and capacity models.
- Monitor quota attainment throughout the year and flag coverage or capacity risk early.
Sales Compensation- Oversee design, documentation, and administration of incentive compensation plans across sales and sales-adjacent roles, partnering with Sales & Marketing leadership, Finance, and Talent.
- Direct the Sales Compensation Analyst's commission calculations, plan administration, and dispute resolution.
- Run compensation plan effectiveness analysis and recommend design changes to improve motivation and ROI.
Forecasting & Pipeline Reporting- Own the reporting and data layer behind the revenue forecast - pipeline coverage, velocity, stage-to-stage conversion, and win rates - so Sales leadership forecasts from numbers they trust.
- Measure and report forecast accuracy over time, surfacing where and why the call diverges from the result.
- Deliver proactive pipeline health analysis - aging, slippage, and coverage risk - early enough for leadership to act on it.
- Partner with Sales leadership and Finance on the forecast cadence; the forecast call remains theirs, the evidence behind it is yours.
GTM Analytics & Insights Strategy- Own a unified GTM data model spanning sales, marketing, and customer success - shared metrics, consistent definitions, and a single source of truth for funnel and revenue reporting.
- Own the clarity and consistency of funnel definitions - lifecycle stages, MQL/SQL/opportunity criteria, and the sales-to-customer-success handoff. Process design sits with the business owners; the definitions and their consistent application are yours.
- Lead the team that owns Power BI dashboards for the Revenue and Marketing organizations - from requirements through build, QA, and adoption - ensuring they are accurate, performant, and fit the decisions the business is making.
- Raise the bar on visualization craft - advanced visuals, clear narrative structure, and insight framing that moves leaders from "what happened" to "so what."
- Deliver the recurring insight cadence (weekly, monthly, and QBR) for Revenue and Marketing leadership, and define and monitor the GTM KPI framework with the relevant business owners.
- Set data quality standards for reporting inputs and maintain the documented dictionary of metric definitions and calculation logic, driving resolution of upstream issues with the teams that own them.
- Partner with the Territory & CRM Data team, RevOps Systems, and Data Engineering on the data, pipelines, and automation feeding the reporting layer.
- Apply AI tooling - AvidXchange runs on Claude - to accelerate analysis, documentation, and reporting workflows, and coach the team to do the same.
Team Leadership- Lead, coach, and develop a team of four - three Revenue Operations Analysts and a Sales Compensation Analyst - setting vision, goals, and expectations in line with the broader RevOps organization.
- Balance intake and prioritization across competing Revenue and Marketing reporting demands, protecting the team's capacity for proactive analysis.
- Build analytical and storytelling capability on the team, not just technical execution.
QualificationsRequired- 3-5+ years in Revenue Operations, Sales Operations, or GTM Strategy, including at least 2+ years of people management experience.
- Experience leading or overseeing BI and reporting delivery for a revenue or marketing organization - from requirements through build, QA, and adoption.
- Experience unifying data across sales, marketing, and customer success systems (CRM, marketing automation, customer success platform) into consistent, trusted reporting.
- Demonstrated experience owning quota setting and sales compensation plan design and/or administration.
- Advanced Excel/Google Sheets and strong analytical modeling skills.
- Experience with CRM (Salesforce) and incentive compensation management tools (e.g., SPIFF, Xactly, CaptivateIQ).
- Strong cross-functional collaboration and communication skills, partnering across Sales, Marketing, Customer Success, Strategic Partnerships, Finance, and Talent.
Preferred- Hands-on Power BI experience, including data modeling, DAX, and advanced visualization (Tableau or Looker also relevant).
- SQL proficiency for querying and validating reporting data.
- Familiarity with modern data warehouse and semantic-layer concepts (Snowflake, Databricks, dbt) and how BI reporting sits on top of them.
- Demonstrated fluency applying AI tools to analytics or operations work - Claude in particular, as it is our company standard.
- Experience with marketing attribution and campaign performance reporting.
Who You Are- Curious - you dig into the "why" behind the data, not just the "what."
- Precision-minded - accuracy and data integrity are non-negotiable - if leaders can't trust the number, the dashboard is worthless.
- A translator - you can take a messy dataset and land a clear, persuasive point with a senior audience.
- Energized by the pace of a revenue team - comfortable with shifting priorities, hard deadlines, and a lot of moving parts.
