Manager of Revenue Operations

AvidXchange, Inc.•Charlotte, NC

8d•Hybrid

About The Position

The Manager of GTM Planning & Operations owns the design and execution of AvidXchange’s go-to-market planning engine — territory design, quota setting, sales compensation, and the underlying account and contact data that makes those processes trustworthy. This is a hands-on, player-coach role: you will personally build and QA territory and data workflows while leading a team of specialists (Territory Analyst, Sales Compensation Analyst) who execute the day-to-day. You will partner closely with Sales, Strategic Partnerships, Business Development, and Finance to align revenue goals with our execution strategy.

Requirements

3–5+ years in Sales Operations, Revenue Operations, or GTM Strategy, including at least 1–2 years of people management experience.
Hands-on experience with territory strategy and execution, including direct use of data enrichment tools such as Clay and ZoomInfo.
Demonstrated experience owning quota setting and sales compensation plan design and/or administration.
Advanced Excel/Google Sheets and data analysis skills; SQL proficiency a plus.
Experience with CRM (Salesforce), incentive compensation management tools (e.g., SPIFF, Xactly, CaptivateIQ), and planning tools.
Experience maintaining CRM data hygiene, including record deduplication and ongoing data quality processes.
Strong cross-functional collaboration and communication skills, partnering across Sales, Strategic Partnerships, Business Development, Finance, and Talent.

Nice To Haves

Curious — you dig into the “why” behind the data, not just the “what.”
Precision-minded — accuracy and data integrity are non-negotiable when it comes to territory, quota, and comp work.
Energized by the pace of a revenue team — comfortable with shifting priorities, hard deadlines, and a lot of moving parts.
A go-getter with an entrepreneurial mindset – that means you are not afraid of taking risks, winning big or facing the unknown.
Someone who understands that business is people centric. Connecting with others as humans first allows you to develop mutually beneficial working relationships.
Focused on making a difference for our customers. AvidXchange exists to help solve complex problems for our customers so we can all realize our potential.

Responsibilities

Proactively monitor, optimize, and refine territories throughout the year — identifying whitespace, coverage gaps, and emerging areas of opportunity to drive revenue results, not just executing a once-a-year design.
Own the annual and in-year go-to-market planning cycle, including account segmentation, territory design, and coverage models.
Lead hands-on territory strategy and execution — building account universes, scoring, and routing logic using data enrichment tools such as Clay and ZoomInfo.
Partner with Sales, Strategic Partnerships, and Business Development to align territory design and account assignment with pipeline coverage and revenue goals.
Direct the Territory Analyst's build and QA of territory rules, account rosters, and CRM territory hierarchies.
Define and monitor KPIs related to territory management, communicating out results with key stakeholders.
Own the integrity of GTM data — accounts, contacts, and territories — across CRM and enrichment platforms.
Drive adoption and continuous improvement of data enrichment workflows (Clay, ZoomInfo) to keep account and contact data accurate and current.
Partner with the RevOps Systems team to automate territory, quota, and compensation workflows and logic.
Identify and resolve duplicate records in the CRM, and put processes in place to prevent recurring duplication as accounts and contacts scale.
Document data definitions, territory rules, and process changes, and provide clear, accessible reference materials for cross-functional partners relying on GTM data.
Oversee quota-setting methodology, cascading revenue targets down to individual rep and team quotas.
Build and maintain bottoms-up capacity models tied to headcount, ramp, and productivity assumptions.
Monitor quota attainment throughout the year and flag coverage or capacity risk early.
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.
Coach and develop a team by setting vision, goals, and expectations in line with the broader RevOps organization.

Benefits

18 days PTO
11 Holidays (8 company recognized & 3 floating holidays)
16 hours per year of paid Volunteer Time Off (VTO)
Competitive Healthcare
High Deductible Heath Plan Option that has $0 monthly premium for teammate-only coverage
100% AvidXchange paid Dental Base Plan Coverage
100% AvidXchange paid Life Insurance
100% AvidXchange paid Long-Term Disability
100% AvidXchange paid Short-Term Disability
Employee Assistance Program (EAP) - Provides counseling services, legal and financial consultations and health advocacy for Teammates and their eligible dependents
Onsite Health Clinic with Atrium Health - available to Teammates and their eligible dependents
401(k) Match: 100% match on the first 3% of your salary, plus 50% match on the next 2%
Parental Leave: 8 weeks 100% paid by AvidXchange
Discounts on Pet, Home, and Auto insurance
WeeCare Childcare Service: helps teammates find affordable daycare, childcare, and tutors 40% less expensive than traditional daycare centers
Perks at Work: free discount program that provides teammates the opportunity to save on items from electronics, movie tickets, car buying, vacations, and more
Onsite gym fitness center, yoga studio, and basketball court
Tuition Reimbursement up to the federal maximum of $5,250
Hybrid Workplace Flexibility
Free parking