Job Description

Why This Role Matters

The Washington Post is seeking a Revenue Operations Manager to design and operationalize the infrastructure that powers our go-to-market organization. This role sits at the intersection of strategy, systems, analytics, and execution - enabling revenue teams to operate with greater clarity, efficiency, and accountability.

This is a dual-ownership role: approximately half your time will be spent architecting frameworks, strategies, and operational models; the other half implementing, running, and iterating on them directly. You will own end-to-end delivery across GTM strategy, pipeline governance, CRM systems, revenue analytics, compensation design, deal desk operations, marketing operations, and AI-first GTM initiatives.

You will work in close partnership with a dedicated GTM Enablement Manager, who leads Sales Excellence and cultural programming. Your focus is the operational and systems backbone that makes those programs possible and scalable.

As part of the Revenue Operations team, you will design and operationalize the frameworks, processes, and systems that support revenue growth across Sales, Marketing, Customer Success, and related business functions. You will play a critical role in improving forecasting accuracy, pipeline visibility, operational consistency, and cross-functional alignment across the revenue organization.

This role is ideal for someone who thrives equally in strategic problem-solving and hands-on execution. You will help shape how our go-to-market engine evolves while directly building and maintaining the operational systems that support scalable growth and informed decision-making.

What Motivates You

• You enjoy building operational frameworks and systems that directly influence business growth - and you want to own the execution of those systems, not just their design.
• You thrive in environments where strategy and hands-on delivery are equally valued. You are energized by seeing your work move numbers, not just move decks.
• You are motivated by solving complex operational problems across people, processes, systems, and data - and you approach ambiguity with curiosity and a bias for action.
• You enjoy collaborating cross-functionally with Sales, Marketing, Finance, Customer Success, Legal, and Enablement teams to improve how the revenue organization operates.
• You are driven by turning data into actionable insight - building the reporting infrastructure that empowers leaders to make faster, more confident decisions.
• You value operational clarity, accountability, and continuous improvement - and you build systems that create those qualities in the teams around you.
• You are genuinely excited about AI and its potential to transform revenue operations - you already use AI tools in your daily work and want to help define what an AI-first GTM org looks like.
• You balance strategic thinking with pragmatic execution and understand that the best framework in the world is worthless if it doesn't get implemented.

How You'll Support the Mission

This role carries owned accountability across the following domains, with equal responsibility for both strategy design and direct execution.

GTM Strategy & Operations

• Design and evolve the go-to-market operational model, including ICP definition, market segmentation, competitive positioning, and GTM motion design.
• Operationalize territory assignments, account routing rules, and pipeline hygiene cadences directly in CRM.
• Translate executive business objectives into specific operational blueprints, processes, and measurable execution plans.

AI-First GTM Strategy & Operations

Lead the development of an AI-first GTM operating model - identifying where AI agents, automation, and predictive intelligence can replace or augment manual RevOps workflows across every domain. Evaluate, recommend, and implement AI-native GTM tools for pipeline intelligence, lead scoring, forecasting, and conversation analytics (e.g. Clari, Clay, 6sense, Gong Forecast). Build and document AI-assisted workflows for common RevOps tasks - territory modeling, QBR prep, comp modeling, pipeline inspection - to drive speed and consistency across the team. Use AI tools (e.g. Claude, ChatGPT, Copilot, Notion AI) to accelerate your own output and serve as the internal subject matter expert on emerging AI capabilities relevant to revenue operations. Track AI tool ROI across the revenue org; partner with GTM Enablement to train and enable the revenue team on approved AI workflows.

Marketing Operations

Design and own the lead lifecycle model, including MQL, SAL, and SQL definitions, handoff rules, and SLA standards between Marketing and Sales. Define lead scoring methodology, segmentation logic, and attribution modeling strategy (first-touch and multi-touch) in partnership with Marketing and Finance. Administer and optimize the marketing automation platform (MAP), including workflows, nurture sequences, campaign operations, and MAP-to-CRM data hygiene. Build and deliver campaign performance reporting, funnel conversion dashboards, and channel ROI analysis.

Deal Desk

Design and own the deal desk framework, including approval tiers, escalation paths, authority matrices, and SLA standards for non-standard deal review. Develop deal structuring guidelines covering discounting thresholds, multi-year pricing, bundling, and non-standard commercial terms, in partnership with Finance and Legal. Serve as the primary deal desk point of contact for AEs - reviewing, approving, and structuring complex deals within defined governance parameters. Manage deal approval workflows end-to-end: from AE request through Legal redline to closed-won booking and post-close reconciliation. Track deal exceptions and discount patterns; produce monthly deal desk reporting for revenue leadership.

Compensation Design

Design comp plans aligned to business outcomes and growth stage, including incentive structures, accelerators, SPIFFs, and quota frameworks. Model plan cost and efficiency in partnership with Finance; manage the annual and mid-year comp plan rollout process.

Forecasting & Revenue Analytics

Run weekly forecasting operations and maintain forecast accuracy tracking across segments and sales teams. Build and manage dashboards for pipeline health, rep performance, conversion trends, and revenue metrics that support executive decision-making. Deliver QBR analytics including win/loss analysis, pipeline cohort reporting, and full-funnel performance reviews.

Planning & Capacity

Own annual and H2 revenue planning cycles, including capacity modeling, headcount planning, territory design, and coverage model development. Lead QBR preparation, facilitation, and follow-through across the revenue leadership team. Develop and maintain quota frameworks and compensation models in partnership with Finance.

CRM Systems & Technology

Build and maintain Salesforce workflows, fields, automations, and integrations that improve operational efficiency, data integrity, and seller productivity. Manage the broader GTM tech stack - evaluating integration health, monitoring automation performance, and enforcing data hygiene standards. Own the systems and data foundation required to support AI-driven GTM motions, including clean data pipelines, unified customer records, and model-ready CRM architecture.

Process & Methodology

Architect sales stage definitions, exit criteria, qualification frameworks (e.g. MEDDIC), and handoff protocols between Marketing, SDR, AE, and Customer Success. Define and enforce pipeline management standards, deal governance, and cross-functional rules of engagement. Establish and run a Quarterly 12 Monthly 12 Weekly operational cadence across the revenue organization.

The Skills and Experience You Bring

• Proven ability to operate with equal ownership across strategy design and hands-on execution - you design the framework and build it.
• Deep understanding of revenue operations principles across forecasting, pipeline management, CRM governance, GTM process design, and revenue analytics.
• Strong Salesforce expertise including workflow automation, process builder, reporting, and CRM administration.
• Advanced analytical skills - comfortable building complex models in Excel or Google Sheets and creating self-serve reporting in BI tools such as Tableau or Looker.
• Genuine fluency with AI tools in a professional context - you already use AI to accelerate analysis, automate repeatable work, and move faster than traditional methods allow.
• Strong cross-functional communication and stakeholder management skills, with the ability to influence technical, operational, and executive audiences.
• Experience designing compensation plans, quota frameworks, territory models, and capacity plans aligned to organizational growth objectives.
• Familiarity with deal desk operations including non-standard deal structuring, commercial governance, and approval workflows.
• Experience with marketing operations, lead lifecycle management, attribution modeling, and MAP administration.
• Highly self-directed and operationally rigorous - you identify gaps before they become problems and drive improvements independently and collaboratively.

Minimum Qualifications

• 4-7 years of experience in Revenue Operations, Sales Operations, GTM Strategy, or a related operational role within a B2B SaaS or high-growth organization.
• Demonstrated experience designing and implementing operational frameworks, processes, and systems that support revenue growth and organizational scalability.
• Strong Salesforce expertise including workflow automation, reporting, CRM administration, and process optimization.
• Experience owning or supporting forecasting processes, territory planning, pipeline management, and revenue analytics.
• Advanced proficiency in Excel or Google Sheets; experience building dashboards in BI tools such as Tableau, Looker, or equivalent platforms.
• Experience collaborating cross-functionally with Sales, Marketing, Finance, Customer Success, and Legal teams.
• Experience evaluating or implementing AI-native GTM tools and translating their output into operational decisions.
• Bachelor's degree or equivalent combination of education and practical experience.

Preferred Qualifications

• Salesforce Administrator certification or equivalent CRM administration experience.
• Experience working with GTM platforms such as HubSpot, Marketo, Gong, Outreach, Clari, Clay, 6sense, ZoomInfo, or CPQ tools.
• Experience owning compensation design, quota planning, or capacity modeling end-to-end.
• Hands-on deal desk experience including non-standard deal structuring, CPQ configuration, and approval governance.
• Experience with marketing operations, attribution modeling, funnel analytics, or MAP administration.
• Experience in a RevOps consulting or advisory capacity - you have seen multiple GTM environments and can pattern-match quickly.
• Familiarity with PLG or hybrid PLG + Sales motions.
• SQL, Python, or advanced data analysis capabilities for deeper analytical work.
• Experience building AI-assisted workflows or prompt libraries for a revenue or GTM team.
• Familiarity with no-code automation tools (e.g. Zapier, Make, n8n) applied to RevOps workflows.

Compensation and Benefits

Wherever you are in your life or career, The Washington Post offers comprehensive and inclusive benefits for every step of your journey:

• Competitive medical, dental and vision coverage
• Company-paid pension and 401(k) match
• Three weeks of vacation and up to three weeks of paid sick leave
• Nine paid holidays and two personal days
• 20 weeks paid parental leave for any new parent
• Robust mental health resources
• Backup care and caregiver concierge services
• Gender affirming services
• Pet insurance
• Free Post digital subscription
• Leadership and career development program

Benefits may vary based on the job, full-time or part-time schedule, location, and collectively bargained status

The salary range for this position is:
$91,800 - $153,000 Annual

The actual salary within this range will depend on individual skills, experience, and qualifications as they relate to specific job requirements. This position may be eligible for a bonus or incentive program, and a member of the Talent Acquisition team will discuss bonus payment terms and conditions during the interview process.