Business Operations Manager, L3

Citrine Informatics

2d•$110,000 - $160,000•Remote

About The Position

Citrine is hiring a Manager, Business Operations Level 3 to report to our COO. You will manage our Commercial Operations Team, which is responsible for our commercial team tech stack, commission planning, and deal desk. You will own the performance of that function. You will also lead high-impact analytical work behind our growth – taking on the questions leadership needs answered, doing the analysis, and driving the resulting initiatives through to an outcome.

Requirements

5–8 years of experience in management consulting, business operations, revenue operations, or strategy & operations — including time inside a software company
Demonstrated people management experience: you have managed at least one direct report and can speak specifically to how you developed them
Track record of owning an ambiguous analytical problem end to end — framing it, doing the work, and driving the resulting change to completion
Expert-level financial and operational modeling in Excel or Google Sheets; you can build a model someone else can audit
Working fluency with a CRM (Salesforce or equivalent) and a BI tool (Looker, Tableau, Sigma, Power BI, or similar); comfortable reasoning about how GTM data is structured
Command of core SaaS and GTM metrics — ARR, NRR/GRR, pipeline coverage, CAC payback, LTV:CAC, win rate, sales cycle, magic number
Executive presence: you can present to a COO, a CEO, or a board and be met as a peer rather than a presenter
Superb written and verbal communication, with the ability to translate complexity into clarity
High degree of autonomy and self-management — essential in a remote-first company
Hands-on fluency with modern AI tools, and a habit of using them to compress analytical and operational work
Desire for a steep learning curve in a fast-paced, dynamic environment
Legally eligible to work in United States

Nice To Haves

Located in US Eastern Time zone
Experience at a startup or high-growth company, particularly one where you built a function rather than inherited one
Enterprise B2B experience — long, complex, multi-stakeholder sales cycles with six- and seven-figure contracts
Prior experience at a top-tier management or strategy consulting firm
SQL proficiency and comfort querying a data warehouse directly
Hands-on experience with sales compensation design and commission administration
Experience supporting board and investor reporting at a venture-backed company
Exposure to CPQ, quote-to-cash, or revenue recognition processes
Interest in materials science, chemistry, manufacturing, or deep-tech markets — you do not need a technical background, but curiosity about what our customers do goes a long way
MBA or comparable analytical training

Responsibilities

Lead the commercial operations function
Manage, develop, and grow our Commercial Operations Lead — setting priorities, raising the bar on execution quality, and creating room for them to take on more
Own the health of our revenue systems and the data inside them; make our CRM a source of truth the sales team actually trusts
Ensure sales compensation and commission calculations are accurate, on time, and clearly explained to the reps they affect
Own deal desk as a capability, not a queue: build the approval frameworks, discount guardrails, and order-form standards that let deals move quickly without creating downstream problems
Pipeline and forecast analytics
Own the forecast process end to end — the cadence, the inputs, the model, and the accuracy of the number we commit to
Build and maintain pipeline, conversion, and sales productivity analytics; find where the funnel actually leaks and quantify what fixing it is worth
Run rigorous win/loss and churn analysis, and turn the findings into changes in how we sell
Design the dashboards and metric definitions that let the leadership team see the business without asking for a pull
Pricing and packaging
Analyze pricing, packaging, and discounting performance across our customer base; surface where we are leaving value on the table and where we are creating friction
Build the models that support pricing and packaging decisions, including scenario analysis on revenue and margin impact
Partner with Sales, Product, and Finance to design and test changes to how we monetize the platform
Establish and steward discount governance so pricing integrity holds as we scale
Growth initiatives
Lead cross-functional, growth-focused initiatives from problem framing through to implemented outcome — segmentation and ICP definition, territory and coverage design, expansion and land-and-expand motions, funnel experiments
Bring structure to ambiguous strategic questions: scope the problem, source the data, form a defensible recommendation, and get buy-in to act on it
Support annual and quarterly GTM planning, including capacity modeling, quota setting, and goal architecture
Identify operational inefficiencies across the commercial organization and drive the process and tooling changes that resolve them
Board and investor reporting
Partner with the COO and CFO to produce the metrics package for board meetings and investor updates
Own the definitions, data lineage, and consistency of our reported KPIs so the numbers hold up under scrutiny
Build the executive narrative around the data — not just what happened, but what it means and what we should do about it
Support diligence and reporting requirements for financing and strategic processes as they arise

Benefits

401k with matching up to 4%
Medical, vision, dental insurance (we pay 100% of your premium and 75% of your dependents)
Company-paid Life and Disability insurance
FSA and HSA plans
Equity options within the company
12 weeks of paid parental leave
Flexible PTO on top of our 15 paid company holidays (includes your birthday!)
Free financial counseling
$600 tech allowance
Monthly $75 phone reimbursement
$5,000 annual continuing educational allowance