Senior Revenue Operations Manager

RSA Career•Burlington, MA

21h

About The Position

The Senior Revenue Operations Manager is a strategic, analytical, and hands-on role focused on improving sales execution through forecasting, pipeline management, compensation, and efficient operations. The position partners with Sales Leadership, Finance, Marketing, Revenue Operations, and other teams to translate business needs into clear processes, trusted data, actionable insights, and effective seller workflows. The role supports forecasting and pipeline reviews, analyzes pipeline performance and deal risk, and improves forecast consistency and visibility. It serves as a business partner and subject-matter expert for Salesforce and Sales Operations, defining requirements for sales processes and working with technical teams to test and deploy improvements. The position also supports sales compensation and planning, reporting and revenue analytics, and optimization of Salesforce, Gong, and other sales technologies. It uses automation and AI to improve seller productivity and operational efficiency.

Requirements

9+ years in Sales Operations, Revenue Operations, Sales Analytics, or a related function, with progressive responsibility.
Hands-on Salesforce experience with opportunities, dashboards, reporting, data governance, and process improvement.
Experience with sales forecasting, pipeline management, and enterprise sales methodologies such as MEDDPICC.
Experience supporting sales compensation programs, quota and territory planning, and commission administration.
Strong analytical, problem-solving, Excel, and reporting/BI skills, with the ability to turn data into actionable insights.
Experience partnering with Sales Leadership, Finance, and cross-functional teams.
Strong communication, organization, and project management skills, with the ability to balance strategy and hands-on execution.

Nice To Haves

B2B enterprise technology or cybersecurity experience.
Salesforce CPQ or quote-to-cash experience.
Experience with Clari, Gong, Power BI, HubSpot, or ZoomInfo.
Experience with complex compensation, incentive modeling, annual planning, quota setting, and territory design.
Experience with CRM transformation, sales process redesign, technology implementations, or automation and AI in Sales or Revenue Operations.

Responsibilities

Support forecasting, pipeline reviews, and quarter-end execution with Sales Leadership.
Analyze pipeline health, coverage, progression, aging, conversion, slippage, and deal risk.
Improve forecast consistency and visibility, highlighting risks, opportunities, and recommended actions.
Serve as a business partner and subject-matter expert for Salesforce and Sales Operations.
Define requirements for opportunity management, workflows, dashboards, automation, and data governance.
Partner with technical teams to test and deploy enhancements, document processes, and drive adoption.
Simplify seller workflows, improve data quality, and reduce manual work.
Partner with Sales Leadership and Finance on compensation design and administration.
Support annual planning for compensation, quotas, territories, target allocation, and coverage.
Model plan changes and seller impacts; track attainment and plan effectiveness.
Validate commissions, resolve discrepancies, and improve documentation, governance, and automation.
Maintain dashboards for pipeline, bookings, forecasts, renewals, attainment, and sales execution.
Deliver insights and recommendations for leadership reviews, QBRs, forecasting, and business planning.
Improve metric consistency and reporting accuracy and automate manual reporting.
Optimize Salesforce, Gong, and sales technology, including revenue intelligence, forecasting, and reporting tools.
Support implementations, integrations, testing, governance, adoption, and product-launch readiness.
Use automation and AI to improve seller productivity and operational efficiency.