Revenue Operations Manager

Cape•Arlington, VA

2d•$150,000 - $180,000

About The Position

Cape is America’s privacy-first mobile carrier, founded in 2022 with the mission to be a force for good in global wireless. The company was built from the ground up to address vulnerabilities in the cellular infrastructure that track user data. Cape provides a secure network to consumers, businesses, and government agencies, and is rapidly scaling after closing its Series C in March 2026. The team at Cape are described as relentless builders and innovators operating on a foundation of high trust and high expectations, with a flat structure where collaboration is prioritized over hierarchy. The Revenue Operations Manager will own and scale the systems, processes, and analytics that power the go-to-market engine, sitting at the intersection of Business Development, Operations, and Finance. This role involves turning messy processes into clean, automated, data-driven workflows and providing leadership with necessary visibility for decision-making. It is a hands-on role requiring comfort with architecting Salesforce data models, running forecast cadences, and investing in enablement to scale the Business Development organization. The manager will partner with sales leadership and cross-functional stakeholders to remove friction across the revenue lifecycle, from lead to renewal.

Requirements

4+ years of experience in Revenue Operations, Sales Operations, GTM Systems, or a closely related role, ideally in B2B SaaS or defense tech.
Strong hands-on experience with Salesforce (administration, reporting, data model design); certification a plus.
Solid analytical skills - comfortable working in SQL, Excel/Sheets, and BI tools (e.g., Looker, Tableau, Power BI).
Experience owning or heavily supporting a forecasting cadence and pipeline reporting.
Familiarity with the broader revenue tech stack (marketing automation, sales engagement, CPQ, BI, and data warehouse tools).
A track record of turning ambiguous, messy problems into documented, scalable processes.
Excellent written and verbal communication skills, with the ability to work cross-functionally and present to leadership.
A builder's mindset: bias toward action, comfortable prototyping a solution rather than waiting for a perfect spec.

Nice To Haves

Experience with quote-to-cash processes (billing, order management, revenue recognition).
Experience with compensation administration platforms.

Responsibilities

Own the CRM (Salesforce) data layer: Object model, field definitions, pipeline data integrity, and the hygiene processes that keep the data trustworthy.
Evaluate, select, and integrate GTM tools, making thoughtful build-vs-buy decisions as the tech stack scales.
Partner with data/analytics teams to ensure CRM data flows cleanly into downstream reporting and BI systems.
Build and maintain reporting and dashboards that give sales and executive leadership visibility into pipeline health, conversion, and rep performance.
Support monthly/quarterly business reviews with clear, data-backed narratives.
Own or support deal desk operations: Approval workflows, non-standard deal structuring, and SLA management.
Document and continuously improve sales processes and methodology to ensure consistent execution from prospecting through close.
Partner with Ops to ensure seamless implementations, as well as create automations to help the team proactively manage the customer lifecycle.
Enable on-target fulfillment from Ops to the customer through detailed information management and clear communication.
Act as the operational thought partner to Business Development, Operations, and Finance leadership, translating business needs into scalable systems and processes.
Ensure BD is enabled, training the team on the most up to date pricing strategy, proactively creating customer facing collateral, or educating the team on the latest product SKUs.
Communicate clearly with both technical and non-technical stakeholders, including executive audiences.