Senior Manager, Revenue Operations

SolarWinds•Austin, TX

About The Position

SolarWinds is hiring a player-coach to anchor its Revenue Operations reorganization. The role leads the Sales Operations pillar within GTM Technology, owning sales process, territories, and lead and account routing while partnering with Finance, FP&A, and BizApps on forecasting, deal desk, CPQ, and compensation as those functions transition into Revenue Operations. The Senior Manager reports to the Director, Revenue Operations and represents Rev Ops to BU leaders, regional Sales VPs, Customer Success, and executives. The role combines executive-level credibility and autonomy with hands-on analysis and the ability to direct Salesforce configuration work. The position is responsible for designing and documenting end-to-end sales processes; maintaining territory models, account assignment logic, and routing rules; supporting pipeline inspection and forecast operations; helping transition deal desk and compensation ownership; translating business needs into testable system requirements; and leading Rev Ops UAT. It also establishes an operating cadence across Sales, FP&A, GTM Technology, BizApps, and Enablement, works with the Rev Ops Help Desk to identify recurring issues, and leads, coaches, and evaluates analysts and managers. Success includes improved forecast accuracy, stronger proactive partnerships with Sales and BU leaders, consistently documented and applied processes and routing, Salesforce and CPQ workflows aligned with seller needs, and improved team ownership and communication or a documented transition plan.

Requirements

At least 8 years of experience in Revenue Operations or related GTM operations supporting quota-carrying B2B SaaS teams.
At least 3 years managing analysts or managers in an operations function.
Hands-on Salesforce fluency at admin or power-user level, including scoping and reviewing configuration, writing requirements, and validating in UAT.
Track record presenting forecast and pipeline data to senior leadership, and readiness to take on forecasting ownership as it transitions.
Expertise in sales process design, territory and account assignment, and lead routing, connecting design choices to pipeline health and seller experience.
Experience partnering with Finance and BizApps on deal desk, CPQ, and compensation or quota administration.
Proven partnership with FP&A, Finance, BizApps/IT, and Sales leadership.
Comfort with autonomy, ambiguity, and moving between executive conversations and hands-on analysis.
Global or multi-region sales experience.

Nice To Haves

Experience in a BU-aligned or matrixed sales organization.
Experience in a PE-backed or turnaround environment.
Familiarity with Outreach, Gong, and PRM.
Exposure to AI or automation in GTM operations.

Responsibilities

Lead the Sales Operations pillar within GTM Technology.
Own end-to-end sales process design and documentation across the BU-aligned model, from lead to close and handoff.
Define and maintain territory models, account assignment logic, and lead routing rules that support BU, geographic, and segment strategies.
Translate BU and geographic changes into updates with scenario design, impact assessment, and rollout plans.
Work with FP&A and Sales leadership on quota deployment, coverage, and capacity.
Run pipeline inspection and coverage reporting, and present findings directly to senior leadership.
Partner with Finance and FP&A on forecast cadence and quarter-close, building toward forecast ownership as the function transitions to Rev Ops.
Partner with BizApps, Finance, and Revenue Accounting on CPQ operations, quoting rules, approval workflows, and discount governance; take on deal desk ownership as it transitions.
Partner with Finance and Revenue Strategy on compensation plan administration, quota deployment, and crediting, building toward ownership as these functions transition.
Translate business needs into testable requirements for Salesforce, CPQ, Outreach, and Gong; work with BizApps and GTM Technology and review configuration work directly.
Own Rev Ops UAT and go/no-go recommendations.
Run a regular operating rhythm with Sales, FP&A, GTM Technology, BizApps, and Enablement.
Work with the Rev Ops Help Desk to categorize sales tickets and convert recurring issues into process or roadmap work.
Lead, coach, and evaluate analysts and managers; assess the team and recommend where to build, backfill, or restructure.
Represent Revenue Operations to BU leaders, regional Sales VPs, Customer Success, and executives.