Manager, Revenue Operations
Location: Hybrid | In-Office Options
About the Role
The Manager of Revenue Operations is a foundational pillar of our GTM team, owning the day-to-day execution, infrastructure, and operational excellence that keeps the revenue engine running. You'll partner closely with executive leadership to improve forecast accuracy, accelerate pipeline generation, and optimize seller productivity, building both the strategic infrastructure and the disciplined operating rhythm behind it.
As a builder in a growing company, you'll make an impact from day one, working hand-in-hand with executives and GTM leadership to build the reporting and analytics foundation critical to our next stage of growth.
What You'll Do:
Forecasting, planning & compensation
- Own companywide revenue forecasting, partnering with Sales and CS leadership on accurate weekly and quarterly models for bookings and churn.
- Lead annual and in-year GTM planning: capacity, territory design, quota setting, compensation planning, and investment prioritization.
- Serve as the primary RevOps partner to Finance during annual planning, aligning revenue targets, headcount, and GTM investment.
- Own sales compensation plan administration, commission tracking, and metric audits, plus lightweight incentive contests to drive short-term pace.
Systems, data & reporting
- Serve as internal Salesforce administrator, owning data architecture, custom objects, flows, dashboards, and user management.
- Deploy and manage Gong, configuring trackers, scorecards, and call review workflows to surface coaching insights.
- Architect an integrated GTM tech stack with clean data flow and consistent attribution, and establish governance for CRM access and data hygiene.
- Own the GTM reporting suite end to end, from team-level dashboards (ARR, NRR, CAC, LTV, pipeline coverage) to executive and board-level reporting, ensuring consistent metric definitions across the org.
- Actively identify opportunities to automate reporting and analytics using AI.
Cross-functional operating cadence
- Own executive operating cadences (forecast reviews, pipeline reviews, QBRs, planning), including agendas and pre-work.
- Act as the primary operational liaison across Sales, Marketing, CS, and Finance to ensure aligned execution.
- Partner with Sales and CS leadership on stage-gate criteria, territory assignments, and quota frameworks.
- Support enablement: equip GTM teams with the tools and training for repeatable selling motions, including onboarding for new reps.
People management & process
- Manage a team of 1-2 CRM/data administrators based in India, including goal-setting and performance oversight.
- Build and maintain project tracking frameworks for operational timelines and launch schedules.
- Document processes for repeatability and operational resilience.
Who We are Looking for:
A leader-operator who moves seamlessly between strategic planning with executives and hands-on problem-solving in the field. Someone who takes ambiguous, high-stakes problems and drives them to resolution without waiting for perfect information. Analytically strong and comfortable building models and pressure-testing numbers. Collaborative and low-ego, driving outcomes through influence and trust rather than authority.
Qualifications
- 5-7+ years in Revenue Operations, Sales Operations, or Business Operations at a B2B SaaS company.
- Hands-on Salesforce administration experience; Gong experience strongly preferred.
- Advanced data skills across Excel/Sheets, Salesforce, and BI tools.
- Deep experience in SaaS forecasting, pipeline management, territory design, quota setting, and compensation administration.
- Strong business acumen, written communication, and ability to influence executives through data and narrative.
- Experience managing or coordinating offshore/distributed team members.
- Familiarity with federal procurement, prime/sub relationships, and contract vehicles (GSA, GWAC, SEWP) is a plus, not required.
- Bachelor's degree in Business, Finance, or related field; MBA a plus.
Preferred Qualifications
Hands on experience with:
- Salesforce (CRM + Admin)
- Gong (Conversation Intelligence)
- Claude or similar
- Marketing Automation and analytics tools
