Manager, Revenue Operations

Ralliant•Village of Fairport, NY

4h•Hybrid

About The Position

The Manager, Revenue Operations leads Qualitrol’s newly established Revenue Operations function within Commercial Operations. The role owns forecast accuracy, funnel governance, and standardized KPI reporting across all regions, and manages four analysts covering sales compensation, systems administration, BI/analytics, and pricing. It serves as the primary link between day-to-day sales pipeline execution and the forecasts, budgets, and growth commitments reported to leadership. The role supports Qualitrol’s growth objectives by providing leadership with reliable forecasts and equipping Sales with the systems, data, and governance needed to scale. The position owns monthly and quarterly forecasting, annual territory and regional budget planning, scenario analysis, pipeline governance, and consolidated regional reporting. It provides a demand-planning signal to Operations for the S&OP process; production planning and scheduling remain Operations’ responsibility. The manager leads and develops a distributed, India-based team, sets priorities and standards for its work, and oversees hiring, onboarding, and performance management. The role prepares forecast materials for executive reviews and partners with Finance, Sales leadership, IT, and Operations on data integrity, territory and account assignments, quota methodology, compensation plans, and the sales technology roadmap. It also connects Revenue Operations decisions and insights to broader commercial and business strategy, while developing knowledge of Qualitrol’s markets and the electrical and power infrastructure industry.

Requirements

Bachelor’s degree in Business, Finance, Analytics, or a related field.
At least 5 years of experience in sales operations, revenue operations, FP&A, or commercial analytics, including direct ownership of a forecasting process.
Experience managing or directly leading a team of analysts or specialists.
Hands-on experience with Salesforce CRM and pipeline or forecast management in a B2B environment.
Strong executive communication and presentation skills, including experience presenting to VP- and Director-level stakeholders.
Experience operating across multiple regions or business units.
Demonstrated versatility and ability to learn new tools, markets, and business context quickly.
Strong interpersonal skills and confidence to constructively challenge sales and commercial leadership when supported by the data.

Nice To Haves

Salesforce certification preferred.
Experience in industrial products and manufacturing environments.
MBA strongly preferred.
Experience in industrial or manufactured equipment, utilities, or another long-cycle B2B environment.
Working knowledge of global markets and geographies and the electrical or power infrastructure industry.
Experience with Oracle ERP integrated with Salesforce.
Familiarity with Power BI or Microsoft Fabric reporting environments.
Experience building or scaling a Revenue Operations or Sales Operations function.
Experience leading offshore or distributed analytical teams, including teams in India.
Exposure to sales compensation or incentive plan design or administration oversight.

Responsibilities

Own the monthly and quarterly sales forecast process, including pipeline-weighted, rep-committed, and manager-adjusted forecast layers.
Lead annual territory and regional budget planning in partnership with regional sales leadership.
Build scenario-planning and stress-testing models to evaluate order-plan and budget assumptions.
Track forecast accuracy by representative and segment and take corrective action to improve reliability.
Serve as the demand-planning liaison to Operations, translating sales forecasts into demand signals for the S&OP process; production planning and scheduling remain Operations’ responsibility.
Supervise the accuracy and timely generation of regional dashboards and KPI trackers.
Define and maintain stage-gate criteria and pipeline-health governance consistently across regions.
Establish standardized pipeline and activity KPIs for regional directors to use in coaching and reporting.
Build and maintain exception and problem-solving reports that identify stalled or at-risk deals.
Consolidate regional director reporting into a single rollup covering Belfast, Rochester, Toronto, and teams in Brazil, China, and India.
Manage, coach, and develop the Sales Compensation & Incentive Analyst, Sales Systems Admin & Data Integrity Analyst, BI/Analytics Developer, and Pricing & Commercial Analytics Analyst.
Lead the India-based team by defining work packages and acceptance criteria, documenting standard work, and validating outputs before deployment.
Set team priorities and workload, balancing administrative continuity with analytical and digitization initiatives.
Lead hiring, onboarding, and performance management for the Revenue Operations team.
Prepare and deliver forecast packages for the Directors Sales Meeting and other executive forecast reviews.
Partner with Finance on bookings, revenue, Oracle-Salesforce reconciliation integrity, and cancelled-order adjustments.
Partner with Sales leadership on territory and account assignment, quota methodology, and sales compensation plan design.
Partner with IT and Operations leadership on the sales technology roadmap, including potential future tools such as Gong.
Connect Revenue Operations with broader commercial and business strategy, ensuring forecasting, compensation, and systems decisions reflect company-wide priorities.
Translate business and commercial strategy into Revenue Operations priorities and contribute RevOps insights to business-planning discussions.
Build working knowledge of Qualitrol’s markets, geographies, and the electrical and power infrastructure industry to serve as a credible business partner.
Recruit, onboard, and develop the Revenue Operations team; delegate effectively across compensation, systems, BI, and pricing functions.
Build credibility with regional sales directors to support adoption of standardized KPIs and reporting.
Present forecast and pipeline health clearly to senior sales and commercial leadership.
Maintain data integrity and process discipline and address forecast accuracy issues.