Manager, Revenue Operations
About The Position
The Manager of Revenue Operations is the hands-on operator responsible for building and running the day-to-day commercial infrastructure that powers Ascend's revenue organization. Reporting directly to the Chief Revenue Officer, this individual contributor will build, maintain, and run the processes, systems, analytics, forecasting inputs, and operational cadence that enable Sales, Account Management, Marketing, Customer Success, and Finance to operate as a unified revenue organization. This is a hands-on, execution-focused role for someone who enjoys doing the work directly rather than directing others to do it. You will build revenue infrastructure, use AI to improve your own productivity, produce the data that drives decision making, and personally maintain the operational discipline that supports the company's next phase of growth. Success in this role means enabling every commercial leader to make faster, smarter decisions while improving forecast accuracy, sales productivity, customer retention, and revenue growth.
Requirements
- 5+ years of hands-on experience in Revenue Operations, Sales Operations, or Commercial Operations within high-growth B2B SaaS organizations.
- Experience supporting software companies between approximately $25M and $250M ARR through rapid growth and organizational scaling.
- Demonstrated success building Revenue Operations infrastructure from the ground up.
- Deep expertise in forecasting, pipeline management, territory planning, sales analytics, quota design, and compensation administration.
- Advanced Salesforce administration and reporting experience.
- Experience implementing and optimizing modern Revenue Technology platforms including Salesforce, Gong, Clari, CPQ, and AI-enabled commercial tools.
- Strong analytical capabilities with expertise in business intelligence, financial modeling, and executive reporting.
- Exceptional communication skills with the ability to influence executive leadership and cross-functional stakeholders.
Nice To Haves
- Experience supporting Private Equity-backed organizations is preferred.
- Energy, software, analytics, or enterprise technology experience is highly desirable.
Responsibilities
- Build and run the company's Revenue Operations processes, personally supporting Sales, Marketing, Customer Success, Account Management, and Executive Leadership.
- Build scalable operating processes that support recurring software revenue, professional services, and consumption-based commercial models.
- Develop territory planning, account segmentation, capacity planning, and quota allocation methodologies.
- Prepare the annual GTM planning inputs, organizational models, and revenue capacity analyses.
- Maintain the operational cadences and documentation that enable consistent execution across the commercial organization.
- In partnership with FP&A’s forecasting, run the forecasting process for ARR, renewals, services, consumption revenue, and pipeline.
- Deliver accurate weekly, monthly, quarterly, and annual revenue forecasts.
- Build executive dashboards measuring pipeline health, conversion rates, retention, bookings, forecast accuracy, sales productivity, and customer expansion.
- Provide actionable insights that improve decision making for Executive Leadership and Private Equity stakeholders.
- Prepare Quarterly Business Review materials, Board reporting support, and executive business analytics.
- Own Salesforce as the system of record and continuously improve CRM data quality and user adoption.
- Administer and optimize the commercial technology stack including Salesforce, Gong, Clari, AI-enabled productivity platforms, CPQ, and sales enablement tools.
- Evaluate, implement, and optimize AI capabilities that improve seller productivity, forecasting, pipeline generation, account research, customer engagement, and operational efficiency.
- Partner with IT and Product teams to ensure seamless integration across commercial systems.
- Design scalable opportunity management, forecasting, qualification, pipeline inspection, and deal review processes.
- Develop standardized sales stages, exit criteria, forecasting discipline, and inspection cadences.
- Administer deal desk operations, discount approval workflows, and pricing policy compliance.
- Improve pipeline velocity, conversion rates, and sales cycle efficiency through data-driven process optimization.
- Partner with Executive Leadership to develop annual sales compensation plans.
- Administer commission calculations, quota management, attainment reporting, and incentive analytics.
- Maintain KPI reporting across Sales, Marketing, Customer Success, and Account Management.
- Measure organizational effectiveness and recommend continuous improvements.
- Partner closely with Finance on budgeting, revenue planning, and capacity modeling.
- Collaborate with Marketing to improve lead management, attribution, campaign measurement, and funnel conversion.
- Support Customer Success and Account Management through renewal forecasting, expansion analytics, and customer health reporting.
- Support cross-functional initiatives including new product launches, pricing changes, CRM enhancements, and process transformation.
Benefits
- Medical, dental, and vision coverage.
- Life and disability insurance.
- Parental leave for growing families.
- FSA, HSA, and dependent care accounts.
- 401(k) with 3% non-elective contribution.
- Flexible PTO to take time when you need it.
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What This Job Offers
Job Type
Full-time
Career Level
Manager
Education Level
No Education Listed
