Manager Revenue Operations

Second Front Systems•Washington, DC

3d•Remote

About The Position

Second Front Systems is seeking a technically fluent, decisive, metrics-driven Manager of Revenue Operations to scale its revenue engine and lead the team responsible for its daily operations. The role designs, runs, and explains how revenue flows through the company—from pipeline through booking, renewal, and expansion—across commercial, federal, and international sales motions. Reporting to the Director of Revenue Operations, the manager runs the day-to-day operating model for the go-to-market organization, including planning, quotas, sales compensation, pipeline, forecasting, and deal desk. The position aims to produce reliable forecasts, clean deal progression from opportunity to contract, accurate revenue reporting from booking through renewal, and a defensible single source of truth. The manager builds scalable revenue infrastructure, leads cross-functional change, shapes the go-to-market technology roadmap, and partners with Sales, Finance, Marketing, and Mission Success leaders. The role also manages and coaches the Revenue Operations Analyst, establishes operating rhythms and documentation, and serves as a trusted voice on revenue performance. This is a full-time position. Candidates must reside in one of the approved hiring hubs: DC/Maryland/Virginia; Raleigh/Durham/Chapel Hill, North Carolina; Denver/Colorado Springs, Colorado; or Dallas/Fort Worth, Texas. Flexible remote work opportunities are offered.

Requirements

At least 5 years of experience in Revenue Operations, Sales Operations, Business Operations, or Strategy & Operations; ideally at a high-growth B2B software company.
At least 2 years managing people or leading cross-functional programs as a player-coach, with measurable outcomes.
Track record of building forecasting models and pipeline governance that measurably improved forecast accuracy.
Deep hands-on Salesforce expertise across data architecture, reporting, and governance, plus experience with CPQ platforms and quote-to-cash workflows.
Financial acumen to partner with Finance on bookings, billing, and revenue-recognition inputs and reconcile them across systems.
Strong analytical skills, including advanced Excel or Google Sheets, working proficiency in SQL and BI tools, and experience turning large datasets into clear recommendations.
Excellent stakeholder management skills and ability to lead change without formal authority; comfort building and documenting processes in a scaling, sometimes ambiguous organization.
Experience supporting complex, long-cycle, multi-stakeholder sales, such as enterprise, government, or regulated-industry deals.
Residence in one of the approved hiring hubs: DC/Maryland/Virginia; Raleigh/Durham/Chapel Hill, NC; Denver/Colorado Springs, CO; or Dallas/Fort Worth, TX.

Nice To Haves

Hands-on experience with Salesforce and DealHub, plus the broader go-to-market technology stack.
Experience designing or administering sales and customer success compensation plans.
Experience in GovTech, defense, or public-sector software, including familiarity with federal contract vehicles, option-year structures, government fiscal cycles, and accreditation requirements.

Responsibilities

Model pipeline coverage, conversion, and velocity; build predictive forecasts; run weekly forecast cadence and quarterly pipeline reviews across new business, renewals, and expansion.
Align bookings, billing, contract terms, and revenue-recognition inputs with Finance; reconcile CRM, CPQ, and financial systems; support monthly close and board reporting.
Partner with Sales, Finance, and leadership on territory and capacity planning, quota setting, and incentive plan design; own plan documentation, crediting logic, and payout accuracy.
Maintain Salesforce pipeline data across commercial and federal deals, including contract vehicles, funding timing, government fiscal-year cycles, and accreditation milestones.
Build metrics, dashboards, and analyses that provide leadership with an executive-ready view of performance and support investment and prioritization decisions.
Establish deal-stage criteria, qualification standards, and deal-review discipline; ensure deals progress from opportunity to contract to customer handoff with terms, accreditation requirements, and go-live timelines carried through.
Connect sales targets, pricing, and contract terms with customer success and delivery capacity to support timely and profitable commitments.
Set priorities for Salesforce, DealHub, and connected tools; partner with the Senior Salesforce Solutions Architect on improvements and drive adoption.
Manage and coach the Revenue Operations Analyst, set priorities and quality standards, review work, and create growth opportunities.
Build documentation, playbooks, and operating rhythms to support RevOps as the company grows.

Benefits

100% employer-paid medical, dental, and vision coverage for the employee and dependents.
401(k) with a 3% company contribution.
Comprehensive wellness benefits, including a One Medical membership, mental health resources, and family planning support.
Equity incentive plan and potential eligibility for discretionary bonuses.
New-hire technology and home-office stipend.
Annual professional development stipend.
Flexible paid time off and all federal holidays.
Generous parental leave.
Flexible remote work opportunities.
Employee referral bonus program.
Competitive salary.