Revenue Operations Manager

Handshake•San Francisco, CA

6d•$147,200 - $184,000

About The Position

Handshake is hiring a hands-on individual contributor to serve as the day-to-day operating partner for its new business sales teams, including Mid-Market, Strategic Corporate, and Public Sector. Reporting to the Director of Strategy & Operations, who leads the Revenue Operations team, this role owns pipeline, forecast, and productivity insights that help the teams win new logos. The manager builds analyses, runs the operating cadence, and uses AI and automation to reduce manual work for sales representatives and managers. The role partners with sales leaders on pipeline and productivity targets, oversees pipeline and forecast reviews, and owns reporting on new business performance. It also supports planning, sales process management, compensation analysis, funnel improvement, and AI-enabled programs and tools. The position works cross-functionally with Sales, Finance, Marketing, Sales Development, Enablement, Commissions, Product, and GTM Engineering.

Requirements

4 to 7+ years in Revenue Operations, Sales Operations, or Strategy & Operations at a B2B SaaS company, supporting new business or acquisition sales teams.
Track record as a trusted operating partner to frontline sales managers and sales leaders.
Strong analytical skills, including personally building models and dashboards with SQL and a BI tool such as Omni, Looker, Tableau, or Hex.
Advanced Salesforce skills and experience with forecasting and pipeline inspection tools.
Experience running forecast and pipeline cadences and managing funnel performance, including conversion rates, sales cycles, and coverage.
Experience supporting territory, capacity, and quota planning.
Clear, concise written and verbal communication skills, including turning analysis into recommendations and presenting to senior leaders.
Hands-on use of AI tools, such as Claude, ChatGPT, or Clay, to automate work, with a builder mindset.
Ownership mentality, bias toward action, and comfort working through ambiguity in a high-growth environment.
Ability to influence without authority across Sales, Finance, Marketing, and Product.

Nice To Haves

Hands-on experience with Gong, Nooks, Clay, Gainsight, or comparable tools.
Experience supporting multiple sales segments.
Experience building automations or lightweight tools using Python, Zapier, Workato, n8n, or similar.
Experience supporting sales enablement programs that improve rep productivity.
Management consulting, investment banking, or private equity experience paired with in-house operating experience.

Responsibilities

Partner with new business sales leaders to translate bookings goals into pipeline, coverage, and productivity targets, and help managers act on them.
Run weekly pipeline reviews, forecast calls, and monthly and quarterly business reviews, providing an independent, data-backed view of the forecast.
Own new business reporting on pipeline health, stage conversion, sales cycle, coverage, attainment, and rep productivity, maintaining clear definitions for each metric.
Diagnose funnel friction and partner with Marketing, Sales Development, and Enablement on programs to improve conversion and velocity.
Support annual and quarterly planning, including capacity models, territory and account assignment, and quota inputs, in partnership with Finance and the RevOps leader.
Maintain clean sales processes, including stage definitions, rules of engagement, lead and account routing, and Salesforce data quality.
Model and monitor new business compensation plans with Finance and Commissions, and track whether they drive intended behaviors.
Partner with GTM Engineering to build and scale AI and automation programs that generate new business leads, using short build, test, and learn sprints.
Use AI to automate reporting and deal inspection, and build internal tools that save managers and sales representatives time.