Job SummaryThe Manager, Revenue Operations leads the Sales Operations team and owns core operating processes, analytics, and cross-functional programs that support the go-to-market organization. The role translates commercial priorities into sales plans, forecasts, performance insights, executive reporting, and scalable operating processes while providing leadership and development to Sales Operations professionals.
Reporting to the Head of Revenue Operations, this role partners with senior leaders across Sales, Finance, Marketing, Customer Success, Enablement, and Systems and represents Revenue Operations in designated planning and operating forums. The role requires advanced analytical judgment, the ability to structure complex and ambiguous business problems, and the ability to translate analysis into actionable recommendations for senior leadership.
ResponsibilitiesSales Planning, Forecasting & Business Performance - Own core sales planning processes, including territory and account design, capacity and coverage analysis, quota planning, headcount modeling, and performance goal setting.
- Lead forecasting and pipeline-management operating cadences across the sales organization, establishing consistent processes that improve forecast accuracy, pipeline visibility, inspection quality, and accountability.
- Develop complex scenario, resource-allocation, productivity, bookings, revenue, and pipeline-coverage models to evaluate alternatives and support go-to-market decisions.
- Build executive- and board-level reporting that synthesizes business performance, risks, opportunities, and recommended actions into decision-ready narratives.
Operational Strategy, Systems & Cross-Functional Execution - Lead complex cross-functional initiatives from problem definition through implementation, establishing scope, milestones, dependencies, stakeholder alignment, change-management requirements, and post-launch measures of success.
- Partner with Sales, Finance, Marketing, Customer Success, Enablement, and Systems leaders to align operating definitions, metrics, priorities, and execution plans.
- Partner on Salesforce strategy and governance, including process and data design, reporting, requirements definition, testing, release readiness, adoption, and data quality.
- Represent Revenue Operations in designated planning and operating forums, applying sound judgment and a cross-functional perspective to advance agreed commercial priorities.
People Leadership & Operational Excellence - Lead, coach, and develop Sales Operations Analysts, establishing priorities, allocating work, reviewing analytical output, and strengthening team capabilities.
- Establish standards for analytical quality, business reporting, documentation, and operational execution across the team.
- Structure ambiguous business questions, determine appropriate analytical approaches, and guide team members in developing recommendations for business stakeholders.
- Identify opportunities to improve Sales Operations processes, controls, tools, and operating practices as the go-to-market organization scales.
Requirements- Demonstrated ability to lead complex Revenue Operations, Sales Operations, Business Operations, Strategy and Operations, or related work in a growing B2B SaaS environment.
- Demonstrated people leadership experience, including coaching and developing professionals, establishing priorities, reviewing work, and improving team performance.
- Experience with sales planning, forecasting, pipeline management, KPI design, performance reporting, and operating cadences.
- Proven project and program management skills, including the ability to structure ambiguous problems, manage dependencies, influence without direct authority, and deliver outcomes across multiple functions.
- Strong business and financial acumen with the ability to connect operational decisions to bookings, revenue, productivity, and customer outcomes.
- Ability to work directly with senior executives, communicate complex information clearly, and constructively challenge assumptions.
- Strong analytical judgment and attention to detail, with demonstrated ability to move between detailed analysis and broader business implications.
- Experience supporting a scaling enterprise or mid-market SaaS sales organization with multiple segments, regions, or routes to market is preferred.
- Experience designing or improving incentive compensation, territory, quota, or capacity-planning processes is preferred.
- Experience partnering with Finance on annual planning, quarterly reforecasting, or board reporting is preferred
Technical & System Proficiency - Advanced proficiency in Salesforce, including sales processes, CRM data, reports and dashboards, governance, and translation of business requirements into system requirements.
- Advanced proficiency in Microsoft Excel, including complex formulas, scenario modeling, sensitivity analysis, data validation, and development of clear analytical models using large and imperfect data sets.
- Advanced proficiency in PowerPoint, including development of concise executive- and board-ready materials, data visualizations, and narrative presentations.
- Experience with business intelligence and go-to-market platforms such as Tableau, Power BI, Looker, Clari, Gong, Outreach, or similar tools is preferred.
AI Skills and Experience - Demonstrated ability to use AI-enabled tools to improve productivity, analytical workflows, business reporting, and operational decision support.
- Ability to apply AI tools appropriately to synthesize information, identify insights, develop business narratives, and accelerate routine Revenue Operations activities while exercising independent judgment and validating outputs for accuracy.
- Working knowledge of responsible AI practices, including appropriate handling of confidential or sensitive business information, validation of AI-generated outputs, and adherence to company policies governing AI use.
- Ability to identify practical opportunities to incorporate AI and automation into Sales Operations processes, analytics, reporting, and workflows to improve efficiency and scalability.
Language Skills- Strong written and verbal English communication skills.
- Ability to translate complex analytical and operational information into concise communications for senior executives and cross-functional stakeholders.
- Ability to develop and present executive- and board-level materials with clear recommendations, supporting analysis, and business implications.
Education/CertificationsEducation and/or Experience - Bachelor's degree in business, finance, economics, analytics, or a related field, or equivalent practical experience.
- Six to eight years of experience in Revenue Operations, Sales Operations, Business Operations, Strategy and Operations, Consulting, or a closely related function, preferably within B2B SaaS.
- Demonstrated experience operating across sales planning, forecasting, pipeline management, performance analytics, and cross-functional go-to-market initiatives.
What We Offer- Health Coverage options along with other voluntary benefits
- Enterprise Udemy membership with access to thousands of personal and professional development courses
- 401K with Company match up to 4% or Employee Pension plan
- Competitive pay and year-end bonus potential
- Flexible PTO
- Charitable Donation matching, along with Volunteer and Voting PTO
- Numerous team building activities to promote collaboration in a fun and fast-paced work environment
