Revenue Operations Manager

Cockroach Labs•New York, NY

7d•$120,000 - $175,000•Hybrid

About The Position

The next era of software won’t operate at human scale. Applications will create applications. Systems will coordinate with systems. Data and decisions will move faster than teams can react to them. The infrastructure powering that world cannot be fragile, reactive, or limited by the assumptions of the past. Cockroach Labs exists to build what comes next — before the world requires it. We created CockroachDB to survive failures, scale without compromise, and adapt to changing conditions automatically. Now we’re helping define a future where complexity fades into the background and infrastructure simply works, no matter the scale. This is the kind of challenge that attracts people who want to shape industries, not just participate in them. The work is ambitious, the standards are high, and the impact is real. GTM Operations is a small, high-intensity team at the center of Cockroach Labs' revenue transformation. As a Revenue Operations Manager, you'll own the systems, data, and processes that power how our GTM organization operates — from CRM governance and pipeline reporting to sales process design and tech stack optimization. You'll sit at the intersection of Sales, Marketing, and Customer Success, building the operational infrastructure that makes each of those teams faster, smarter, and more accountable. This role requires real operational and technical fluency. You'll own our CRM data integrity, build reporting frameworks, design scalable sales processes, and increasingly leverage AI to automate and accelerate how the revenue org works. If you thrive in ambiguity, move faster than the organization expects, and believe the best operations are the ones people actually adopt, this role was built for you. To be eligible for this role, you must be based in NYC and will be expected to go into our Chelsea office on Mondays, Tuesdays, and Thursdays.

Requirements

3–5 years of experience in Revenue Operations, Sales Operations, or a related GTM operational role at a B2B SaaS or high-growth technology company
Strong analytical skills — you can build pipeline models, dissect conversion data, and translate complexity into clear, actionable recommendations
Fluency with AI tools: you use LLMs daily as a productivity multiplier, are comfortable experimenting with automations, and are genuinely excited about what AI can do for revenue operations
A bias toward action and systems thinking — you don't just identify problems, you build durable solutions that scale
Strong written and verbal communication skills; comfortable presenting operational findings and owning outcomes with senior stakeholders
High agency and ownership mentality. You treat every system, process, and report as if the revenue org depends on it — because on this team, it does

Nice To Haves

Experience with SQL or other querying languages
Hands-on experience building or deploying AI workflows, agents, or automations in a business context
Familiarity with GTM tools like Salesforce, Gong, Outreach, or similar
Genuine intellectual curiosity about how AI is reshaping go-to-market strategy -- you follow this space and have opinions about it

Responsibilities

Own Salesforce as the system of record for the revenue org — managing data hygiene, pipeline stage definitions, field governance, and process automation. Make sure leadership can trust what they see in the CRM.
Build and maintain the dashboards, reports, and KPIs that give Sales, Marketing, and CS visibility into performance — pipeline coverage, conversion rates, deal velocity, rep productivity, and retention metrics. Surface insights that drive real decisions.
Define, document, and enforce the sales processes and rules of engagement that keep the GTM org aligned — from lead routing and opportunity management to forecasting cadences and handoff protocols.
Own and optimize the GTM tech stack (Salesforce, Gong, Outreach, and more) — evaluating tools, managing integrations, driving adoption, and ensuring the stack actually supports how the team sells.
Identify and deploy automation and AI-powered workflows that reduce manual work and increase GTM efficiency — from enrichment and routing to forecasting and health scoring. Measure impact and iterate.
Partner with Sales leadership, Marketing Ops, Finance, and Data Engineering to run programs end-to-end — diagnose operational gaps, design solutions, coordinate across stakeholders, and make sure adoption sticks.
Act as a trusted operational partner to revenue leaders across Sales, Marketing, and Customer Success. Earn influence through operational rigor, speed of execution, and a clear point of view on what the data actually shows.