Revenue Operations Manager

Mimecast•Lexington, MA

4d•$104,000 - $156,000

About The Position

As a Revenue Operations Manager at Mimecast, you'll be the day-to-day Field Sales Operations partner to one or more Sales VPs. You'll help sales leaders understand their business, make decisions backed by data, and translate company strategy into operational programs the field can execute. Field Sales Operations is part of Global Go-To-Market Operations. Reporting to the Senior Director, Revenue Operations, you'll run the forecast cadence for your assigned segment, maintain territory assignments, analyze sales performance, and coordinate initiatives across Sales, RevOps, Finance, Marketing, and Enablement. This role sits between strategy and execution. You won't own the CRM or the broader RevOps technology stack, but you'll be a sophisticated user of both, responsible for the business logic that makes their data and processes useful to the field. Success in this role means accurate forecasts and high-quality weekly submissions; trusted partnerships with your assigned sales leaders; strong pipeline hygiene and data quality; and on-time delivery of planning, reporting, and process rollouts. You'll also be measured on accurate attainment tracking, timely resolution of compensation discrepancies, and effective coordination that reduces friction between field sales, RevOps, Finance, and Enablement.

Requirements

Experience in sales operations, revenue operations, or a closely related business operations function in B2B SaaS, with the ability to independently run a segment's operational cadence, manage competing workstreams, and turn sales data into recommendations for senior leaders.
Experience supporting a field sales team and an understanding of what sales managers need to run their business.
Strong analytical skills: you can turn raw data into clear insights and actionable recommendations.
Advanced Excel proficiency and experience with at least one BI or forecasting tool, such as Tableau, Power BI, Clari, or an equivalent.
Working knowledge of Salesforce or an equivalent CRM, with the ability to query, validate, and interpret data confidently.
Communication and stakeholder management skills, including presenting findings and recommendations to VP-level sales leaders.
The ability to manage multiple workstreams, prioritize competing demands, and deliver on time.
Comfort working through ambiguity and adapting as priorities and processes change.

Nice To Haves

Experience in cybersecurity or enterprise SaaS with a multi-segment or multi-region sales organization.
Exposure to sales compensation plan design and quota-setting methodology.
Experience in a structured Revenue Operations team where systems and field operations are separate functions.
Experience managing or mentoring junior operations team members.
Familiarity with sales methodologies such as MEDDIC, MEDDPICC, or Challenger.

Responsibilities

Own your segment's weekly forecast cadence, turning pipeline and deal reviews into a clear narrative of risks and opportunities that feeds accurately into the broader organizational forecast.
Analyze pipeline health, quota attainment, win/loss trends, deal velocity, and rep activity, delivering actionable recommendations to sales leaders.
Build and maintain dashboards and reporting frameworks that give leaders real-time visibility without manual data pulls.
Maintain territory assignments with RevOps and the CRM team, manage exceptions and account escalations, and coordinate new hire setups and coverage changes within defined service-level agreements.
Translate sales processes, plays, and methodology changes into field-ready documentation, coordinated training, and adoption tracking; reinforce pipeline hygiene through clear standards and regular reviews.
Be the primary operational contact for reps and managers, resolving business logic questions and routing systems issues to RevOps.
Monitor quota attainment, partner with Finance to resolve compensation discrepancies and quota disputes, and track sales incentive program participation and outcomes.
Contribute field-level input on territory design, quota setting, and coverage models to annual planning, and own your segment's data validation, stakeholder communication, and rollout coordination.
Connect Sales with Finance, Marketing, Enablement, and the broader GTM team, representing field needs in system and process decisions.