Sr. Manager, Revenue Operations

OpenGov•Boston, MA

1d•$170,000 - $200,000

About The Position

OpenGov is seeking a Senior Manager of Revenue Operations to lead the Sales and Customer Success Operations team and serve as the lead operations partner to the Chief Revenue Officer (CRO). This people-leadership role manages a small team of operations managers and analysts and owns the metrics, forecasting, planning, and program management needed to support the CRO. The role combines team leadership with chief-of-staff responsibilities: developing a high-performing operations team, keeping commitments and major initiatives on track, and preparing the CRO and Sales and Customer Success leaders to make decisions quickly and confidently. The successful candidate will be a player-coach who can personally build a defensible model while primarily increasing the capability and output of the team. This is a demanding, high-visibility role on a lean team that requires discretion, judgment, and a focus on owning outcomes.

Requirements

At least 10 years of experience in Sales Operations, Revenue Operations, Customer Success Operations, business analytics, or a finance function supporting a go-to-market organization, with demonstrated upward progression.
At least 3 years of direct people-management experience.
A demonstrated record of hiring, developing, and retaining high-performing analysts and operations leaders.
Direct experience supporting both Sales and Customer Success in a B2B SaaS model, including forecasting, pipeline management, renewal and retention management, and quota and territory planning.
Experience partnering with or directly supporting a senior revenue executive, with sound judgment about what to escalate, resolve independently, and anticipate.
Advanced analytical and modeling capability, including building defensible models from disparate datasets in Excel or Google Sheets and working directly in a business intelligence tool.
Strong executive presence and communication skills, including presenting analysis to executives and defending recommendations under pressure.
Program management discipline and ability to manage concurrent cross-functional initiatives and deliver on committed dates.
Demonstrated AI-first working habits, with examples of applying AI tools personally and across a team to reduce cycle time or manual effort, or improve decision quality.
Hustle, grit, ownership, and comfort with ambiguity, shifting priorities, and limited support infrastructure.
Bachelor’s degree in business, finance, economics, or a related analytical discipline.
Comfort using AI-native tools to accelerate workflows and improve efficiency.

Nice To Haves

Deep hands-on proficiency with Salesforce, including reporting, data quality management, and requirements definition.

Responsibilities

Lead, hire, and develop Sales and Customer Success operations managers and analysts; set goals, conduct performance reviews, and foster a culture of rigor, ownership, and accountability.
Serve as the operations partner to the CRO, own the Revenue organization’s operating cadence, prepare the CRO for key meetings, capture commitments, and drive them to completion across the leadership team.
Own the Revenue organization’s metrics and reporting, including new-business pipeline, conversion, velocity, quota attainment, productivity, and forecast accuracy, as well as retention, renewals, churn, contraction, expansion pipeline, and customer health.
Oversee the weekly forecast process for new business, renewals, and expansion, including roll-up, inspection, risk and upside assessment, and forecast accuracy analysis.
Lead cross-functional initiatives for the CRO from framing through delivery, maintain timelines, surface risks, and escalate issues requiring the CRO.
Partner with Sales and Customer Success leaders on performance management, scorecards, attainment and coverage analysis, quarterly business review preparation, and analysis supporting personnel decisions.
Support headcount planning and hiring for Sales and Customer Success with Talent Acquisition and Finance, including requisition sequencing.
Support territory, quota, account assignment, and capacity planning with GTM Strategy and Finance, and model the revenue impact of coverage and segmentation changes.
Promote AI as the team’s default working method to accelerate analysis, reporting, meeting preparation, executive communication, and process improvements.
Address unscoped and ambiguous problems, prioritizing business impact over role boundaries.