Revenue Operations Manager

Revv-posted 3 months ago
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The RevOps Manager will partner closely with Sales leadership and collaborate across Marketing, Customer Success, and Finance. You’ll be accountable for building the frameworks that make our revenue engine predictable: pipeline coverage, forecasting accuracy, deal conversion, and sales productivity. This is a strategic and hands-on role. You’ll work with a RevOps Analyst on reporting and tactical execution, while focusing on the higher-level systems, planning, and processes that directly impact revenue outcomes.

  • Work side-by-side with Sales leadership to translate growth goals into operational plans.
  • Standardize the AE sales process from prospecting through close and activation, ensuring consistency and scalability.
  • Align BDR outreach to high-value target accounts and measure contribution to pipeline creation.
  • Join pipeline reviews, forecast calls, and QBRs to provide insights on funnel health, deal velocity, and attainment risks.
  • Support Sales Managers with stage definitions, pipeline hygiene, and playbook execution.
  • Own Salesforce reporting and dashboards to provide real-time visibility into pipeline, bookings, and quota attainment.
  • Define and track key sales metrics: pipeline coverage by rep/segment, conversion rates, ACV per deal, sales cycle length, and bookings.
  • Monitor leading indicators (meetings, demos, opportunities created) to identify risks before they impact revenue.
  • Ensure BDR activity is directly attributable to AE pipeline creation.
  • Build and maintain forecasting methodologies, ensuring weekly and monthly forecasts are accurate and reliable.
  • Partner with Finance on quota design, headcount planning, and territory assignments.
  • Model scenarios for pipeline coverage, rep attainment, and ACV growth to inform planning decisions.
  • Track forecast accuracy over time and refine models to continuously improve predictability.
  • Partner with Sales leadership and Finance to design comp plans that align incentives with company goals.
  • Support quota allocation across reps and teams, ensuring fairness, coverage, and alignment with sales targets.
  • Drive opportunity governance: enforce stage definitions, close dates, and CRM hygiene to maintain forecast accuracy.
  • Oversee Salesforce and connected tools (e.g., Outreach, ZoomInfo, 6Sense) to reduce friction and increase seller efficiency.
  • Partner with the RevOps Analyst to implement workflow automation and maintain data hygiene.
  • Continuously refine opportunity stages, lead routing, and account scoring to reflect evolving sales priorities.
  • Introduce scalable processes for onboarding, territory management, and quota tracking.
  • Maintain and evolve the Target Account List in partnership with Marketing.
  • Align on account scoring models and ABM campaign measurement with Marketing.
  • Track impact of campaigns on pipeline and bookings with Marketing.
  • Improve AE → CSM handoffs in collaboration with Customer Success.
  • Build visibility into expansion, renewal, and churn metrics with Customer Success.
  • Surface customer insights to Sales for upsell opportunities.
  • Align with Finance on reporting, headcount planning, and revenue forecasts to ensure sales plans map to company targets.
  • 5+ years of experience in Revenue Operations, Sales Operations, or GTM Operations in SaaS.
  • Deep Salesforce expertise, including reporting, workflows, data governance, and integrations.
  • Proven success enabling AE/BDR sales motions and aligning activity with account-based strategies.
  • Strong grasp of SaaS revenue metrics: pipeline coverage, conversion, ACV growth, forecast accuracy, and attainment.
  • Experience partnering with Sales and Finance on quota and comp plan design.
  • Ability to influence leadership through data-driven insights and recommendations.
  • Excellent communication and project management skills; capable of driving cross-functional alignment.
  • Experience in Series A-C SaaS environments where processes are being built and scaled.
  • Familiarity with Account-Based Marketing (ABM) and account scoring frameworks.
  • Hands-on experience with Salesforce integrations (Outreach, ZoomInfo, 6Sense, etc.).
  • Exposure to value-selling frameworks and sales enablement programs.
  • Background in supporting org transitions and evolving sales structures.
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