Manager Revenue Operations

Second Front Systems•Washington, DC

4d•$155,000 - $165,000

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 day-to-day 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 owns the operating model behind the go-to-market organization, including planning, quotas, sales compensation, pipeline, forecasting, and deal desk. The role aims to deliver a dependable forecast, smooth deal progression from opportunity to contract, and accurate revenue reporting from booking through renewal, supported by a defensible source of truth. The Manager partners with Sales, Finance, Marketing, and Mission Success leaders, builds scalable revenue infrastructure, leads cross-functional change, and shapes the go-to-market technology roadmap. The role also manages and coaches the Revenue Operations Analyst and develops the documentation, playbooks, and operating rhythms needed to scale the function. Candidates must reside in the DC/Maryland/Virginia hiring hub.

Requirements

At least 5 years of experience in Revenue Operations, Sales Operations, Business Operations, or Strategy & Operations.
At least 2 years managing people or leading cross-functional programs as a player-coach, with measurable outcomes.
A 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.
Must reside in the DC/Maryland/Virginia hiring hub.

Nice To Haves

Experience at a high-growth B2B software company.
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 cadences 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 accurate Salesforce data across commercial and federal deals, including tracking 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 and 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 delivery.
Set priorities for Salesforce, DealHub, and connected tools; partner with the Senior Salesforce Solutions Architect on scoping and rolling out improvements; drive system adoption.
Manage and coach the Revenue Operations Analyst, set priorities and quality standards, review work, and support career growth.
Build documentation, playbooks, and operating rhythms to support the growth of Revenue Operations.

Benefits

100% employer-paid medical, dental, and vision coverage for the employee and dependents.
401(k) with a 3% company contribution.
Wellness benefits, including a One Medical membership, mental health resources, and family planning support.
Equity incentive plan and potential eligibility for equity awards.
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.
Potential eligibility for discretionary bonuses.