Senior Revenue Operations Manager

Semgrep•San Francisco, CA

8d•$162,000 - $203,000•Hybrid

About The Position

Semgrep is seeking a Senior Revenue Operations Manager to help build and scale its Go-To-Market (GTM) operations. This role will be responsible for the strategic direction and architecture of revenue systems during a transition from seat-based to consumption-based pricing. The position requires partnering with Sales, Finance, and Legal to design systems with an AI-native mentality. It is a cross-functional, high-visibility role with significant authority over system and process architecture. The Senior Revenue Operations Manager will report to the Head of Revenue Operations and collaborate closely with GTM leaders, serving as a strategic operations leader and builder across GTM functions.

Requirements

6+ years in RevOps, Sales Systems, or revenue systems architecture roles, ideally including CPQ/ARM implementation.
Experience redesigning deal approval or pricing processes at a B2B SaaS company.
Direct experience with a seat-to-consumption (or usage-based) pricing transition strongly preferred.
Strong Salesforce/CPQ/ARM configuration knowledge, with the judgment to direct, evaluate, and course-correct a technical team's work.
Experience managing or directing outsourced/contracted technical resources.
Comfortable operating as a strategic partner to Sales, Finance, and Legal leadership.

Responsibilities

Own the strategy, data model, architecture, and roadmap for revenue systems, including the AI automaton GTM platform, CRM, and data enrichment platform.
Own the systems design for an evolving pricing model across revenue systems, including consumption, usage-based rating, minimum commitments, true-ups, and proration.
Redesign the deal approval process end-to-end, encompassing the approval matrix, discount thresholds, escalation paths, and exception handling.
Own contract design and operationalizing of new products and SKUs.
Direct and prioritize work for the 3rd-party Salesforce admin team, translating business requirements into technical specifications.
Evaluate and implement automation/agentic tools to reduce manual deal desk and admin workload.
Partner with Finance and Legal on contract structuring and billing system integration for evolving pricing strategy and revenue recognition policies.
Define reporting and forecasting requirements tied to the new pricing models.
Maintain and enhance the current Salesforce instance (flows, processes, integrations), while directing the admin team's day-to-day execution.