Senior Revenue Operations Manager

SolarWinds•Austin, TX

About The Position

SolarWinds is seeking a player-coach to lead the Sales Operations pillar within GTM Technology and help anchor the Revenue Operations operating model. Reporting to the Director, Revenue Operations, this role owns sales process, territories, and lead and account routing while partnering with Finance, FP&A, BizApps, and GTM Technology as forecasting, deal desk, CPQ, and compensation transition into Revenue Operations. The manager represents Rev Ops to business-unit leaders, regional Sales VPs, Customer Success, and executives, combining strategic judgment with hands-on operating discipline to serve as a trusted partner on pipeline, forecast, and process and translate business needs into clear systems requirements and execution. The role leads end-to-end sales process design and documentation; territory models and assignment logic; pipeline inspection and coverage reporting; and systems requirements, testing, data practices, and deployment readiness. It partners with Sales leadership, FP&A, Finance, BizApps, Revenue Accounting, Revenue Strategy, Enablement, and GTM Technology. The position also leads and develops analysts and managers, assessing team capabilities and recommending where to build, backfill, or restructure. Success includes improved forecast accuracy, stronger partnership between Rev Ops and Sales and BU leaders, consistent documentation and application of sales processes and routing, smooth transitions of forecasting, CPQ, and compensation into Rev Ops, reliable Salesforce and CPQ workflows, and stronger team ownership and communication or a documented transition plan.

Requirements

8+ years of experience in Revenue Operations or related go-to-market operations supporting quota-carrying B2B SaaS teams.
3+ years managing analysts or managers in an operations function.
Hands-on Salesforce fluency at an administrator or power-user level, including the ability to scope and review configuration, write requirements, and validate changes in UAT.
Track record of presenting forecast and pipeline data to senior leaders, and readiness to take on forecasting ownership as it transitions.
Expertise in sales process design, territory and account assignment, and lead routing, with an understanding of how design choices affect 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 or IT, and Sales leadership.
Comfort working autonomously amid 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, or a PE-backed or turnaround environment.
Familiarity with Outreach, Gong, and PRM.
Exposure to AI or automation in GTM operations.

Responsibilities

Own end-to-end sales process design and documentation across the BU-aligned model, from lead through close and handoff.
Guide Salesforce and connected revenue-system improvements, including source attribution, quote and billing workflows, data quality, automation, and controls.
Define and maintain territory models, account ownership and assignment logic, and lead and contact routing for BU, geographic, and segment strategies.
Translate territory and routing changes into scenarios, impact assessments, clear updates, and rollout plans.
Partner with Sales leadership and FP&A on quota deployment, coverage, and capacity.
Run pipeline inspection and coverage reporting, present findings to senior leadership, and partner with Finance and FP&A on forecast cadence and quarter close.
Build toward ownership of forecasting as the function transitions to Rev Ops.
Partner with BizApps, Finance, and Revenue Accounting on CPQ operations, quoting rules, approval workflows, and discount governance.
Partner with Finance and Revenue Strategy on compensation plan administration, quota deployment, and crediting.
Build toward ownership of deal desk and compensation as they transition to Rev Ops.
Turn business needs into testable requirements for Salesforce, CPQ, Outreach, Gong, and related tools.
Review configuration with BizApps and GTM Technology; lead Rev Ops user acceptance testing and provide go/no-go recommendations.
Establish reliable data practices, routing audits, process documentation, and deployment readiness.
Run a regular operating rhythm with Sales, FP&A, GTM Technology, BizApps, and Enablement.
Partner with the Rev Ops Help Desk to categorize sales requests and convert recurring problems into process or roadmap improvements.
Lead, coach, and evaluate analysts and managers; assess team capabilities and recommend where to build, backfill, or restructure.