Revenue Operations Manager - Top of Funnel

Wolters Kluwer•Chicago, IL

About The Position

This is a builder’s role — not a maintenance position. Our EHS & ESG business unit sells complex, high-value solutions to Fortune 500 companies navigating environmental reporting mandates, process safety requirements, and operational risk. Our buyers are sophisticated, our sales cycles are long, and our target market is global. We have completed a comprehensive assessment of our commercial operations and are executing against a clear transformation roadmap. Among the most critical priorities: building a top-of-funnel that actually works. Core pieces of the top-of-funnel motion are still being defined, rebuilt, or scaled globally. You will establish the operating model, not inherit one. If you are the kind of operator who sees a broken process as an invitation, who can navigate ambiguity without losing momentum, and who wants genuine ownership over a function that will directly determine whether our commercial transformation succeeds this role was designed for you.

Requirements

5+ years in Revenue Operations, Marketing Operations, or a closely related B2B function.
Proven experience designing and governing lead acquisition, nurture, and pipeline progression processes — including intent-based prioritization, communication architectures, routing logic, SLA governance, and hand-off standards.
Hands-on proficiency with MAPs, CRMs, Sales Engagement platforms, routing, and enrichment tools in a business process capacity (requirements definition, adoption, data integrity — not system administration).
Experience with account-based marketing (ABM) frameworks and the operational infrastructure required to execute them, including lead nurturing program design and attribution models.
Demonstrated ability to operate as a Business Process Owner in a matrixed organization influencing without authority, driving change management, and holding teams accountable.
Comfortable building ad hoc analysis and reporting to answer specific business questions, in partnership with a technical operations team.
Appetite and aptitude for AI tools and agents: experience building or managing AI-powered workflows, or a clear track record of rapidly adopting emerging tools to drive efficiency.
Thrives in environments with incomplete processes and evolving priorities — creates structure rather than waiting for it.

Nice To Haves

Experience with LeanData, ZoomInfo GTM Studio, Highspot, CDP such as Salesforce Data 360
Background in complex enterprise B2B with long sales cycles and multi-stakeholder buying committees.
Consulting experience

Responsibilities

Build a scalable top-of-funnel engine.
Design, optimize, and govern end-to-end lead management processes to support current and future GTM motions including ABM and PLG.
Partner with IT counterparts on lead capture process, lead definition, SLAs, routing, and hand-off standards.
Drive Account-centric growth and BDR effectiveness.
Design and operationalize a comprehensive engagement and intent prioritization model: defining high-value signals, incorporating third-party intent data, and building a framework that maximizes BDR focus on the right accounts at the right time.
Scale demand generation and nurture across target accounts.
Partner with Marketing to define and drive adoption of a lead nurturing framework that builds demand within target accounts and customers, maximizing return on lead acquisition investment.
Serve as the operational backbone of the BDR function workflow infrastructure, account-based prioritization, activity standards, and opportunity hand-off requirements.
Partner with BDR leadership to shift from a lead-centric to a fully account-centric operating model, coordinated across BDRs, AEs, and Marketing.
Own the business-side campaign production process and govern the marketing attribution framework — ensuring contribution is accurately captured and moving the business from activity-based to outcome-based reporting.
Partner with Divisional Operations to implement a reliable TOFU reporting framework; lead a regular performance review cadence and build ad hoc analysis to drive optimization decisions.
Collaborate with the RevOps Manager (Quote to Cash) on clean funnel hand-offs, the Sales Enablement Manager on GTM motion implementation, and Marketing on ABM execution.
Collaborate closely with the Sales Enablement Manager to support the implementation of GTM motions — ensuring operational processes and enablement programs are designed and sequenced together.
Serve as Business Process Owner for all TOFU processes within the shared tech stack (Marketo, Salesforce, LeanData, ZoomInfo GTM Studio, Highspot) — define requirements and partner with the IT team who configure and maintain the stack.
Own process governance: accountable for adoption and adherence across all TOFU workflows, including defining standards, monitoring compliance, and driving corrective action.
Lead change management for new and optimized processes, ensuring measurable adoption across BDR, Marketing, and Sales.
Actively leverage AI tools and agents — including ZoomInfo GTM Studio — to drive efficiency across TOFU workflows.
Build, deploy, and manage AI-powered solutions that improve targeting, reduce manual effort, and scale the team’s impact.
Bring intellectual curiosity and a hands-on approach to emerging tools even where playbooks don’t yet exist.