Revenue Operations Manager
About The Position
Forward is seeking a Revenue Operations Manager to serve as the operational backbone connecting their Sales and Customer Success organizations. This role is responsible for the handoffs, shared metrics, and systems that ensure the full revenue lifecycle operates cohesively. The manager will partner with Sales and CS leadership to design processes, maintain and improve the Go-To-Market (GTM) tech stack (CRM, CS platform, forecasting and reporting tools), and provide data and analysis for pipeline, renewal, and expansion decisions. The ideal candidate will have experience in a technical, enterprise B2B SaaS environment and a proactive approach to process improvement. Initially, the role will focus on partnering with Customer Success leadership to drive adoption and retention.
Requirements
- 5-7 years of experience in Revenue Operations, Sales Operations, or Customer Success Operations at a B2B software company selling into enterprise or technical buyers
- Experience at a growth-stage (Series B-D) tech company with a focus in networking, security, or other infrastructure platform software solutions
- Familiarity with CRM platforms (e.g. Salesforce) and CS platforms (e.g., Gainsight, Vitally, or similar) in terms of how we can design effective processes across these systems.
- Experience supporting both new business sales motions and post-sale expansions motions (renewals, expansion, customer health) — you understand these teams have different rhythms but need to operate in unison
- Proven ability to build clean, reliable reporting and dashboards (Salesforce reports, Looker/Tableau, or similar BI tools)
- Strong AI and modeling skills; comfortable working directly with data, not just requesting it from analysts
- Excellent cross-functional communication skills; able to work directly with Sales reps, CSMs, and executive leadership alike
- A bias toward simplification — you'd rather fix a broken process than build a workaround for it
Responsibilities
- Partner closely with Sales & CS leadership to help them operate their business effectively and achieve their goals
- Support territory and account planning, quota setting, and capacity modeling in partnership with Sales leadership
- Build renewal and expansion forecasting models with CS leadership, flagging at-risk accounts and revenue early
- Contribute to annual and quarterly GTM planning cycles, including segmentation and coverage models
- Own and continuously improve CRM (e.g., Salesforce) and CS platform architecture, ensuring data integrity across the customer lifecycle from opportunity creation through renewal
- Design and maintain the processes that govern handoffs between Sales and CS — quote to cash, onboarding, QBR cadences, renewal and expansion workflows
- Identify and eliminate manual, error-prone processes; build scalable workflows and automations as the team grows
- Build and maintain dashboards and reporting for pipeline health, forecast accuracy, sales productivity, net revenue retention, churn/expansion, and customer health scores
- Partner with Sales and CS leaders to define and track the metrics that matter — quota attainment, ARR by segment, gross/net retention, time-to-value, renewal rates
- Deliver regular business reviews and ad hoc analysis to leadership, translating data into clear operational recommendations
- Act as the connective tissue between Sales, Customer Success, Marketing, Product and Finance — ensuring consistent definitions, data, and reporting across teams
- Train and enable Sales and CS teams on tools, process changes, and reporting so adoption sticks
Stand Out From the Crowd
Upload your resume and get instant feedback on how well it matches this job.
What This Job Offers
Job Type
Full-time
Career Level
Mid Level
Education Level
No Education Listed
