Sr. Manager, Revenue Operations

Informed K12•Oakland, CA

43d

About The Position

Revenue Operations at IK12 is a small team with a significant mandate. We have a functioning GTM infrastructure - Salesforce, Gong, ZoomInfo, a forecast process, and compensation plans - but we are at a stage where those systems need to be rebuilt to support how we are growing, not just how we started. This is a build-and-fix role, not a maintain-and-report one. You will report into the Revenue Operations team. Leadership brings strong analytical and technical skills and needs a RevOps partner who brings deep fluency in the traditional RevOps domains: forecasting, commission administration, territory design, and the Salesforce architecture required to make all of it reliable and maintainable. You will own those areas end-to-end. This is a senior IC role. There is no team to manage today, though that may change as we grow. What that means in practice: you will be the one who identifies what needs to happen, sequences it, and drives it to completion without waiting for a roadmap. The people around you are fast and capable, but you will need the expertise to define priorities and RevOps road map. Success in this role after a year looks like a Salesforce architecture that others can maintain, a forecast process that produces numbers leadership can trust, compensation plans that work for both our AE and CSM teams, and data governance standards that GTM teams follow.

Requirements

5+ years in Revenue Operations, Sales Operations, or a closely related GTM operations role at a B2B SaaS company that operates in a similarly complex and/or niche market.
Hands-on Salesforce experience at both the administration and architecture level: data model design, custom objects, automation logic, and governance.
End-to-end ownership of a sales forecast process, including methodology, inspection cadence, and accuracy measurement.
Experience administering commission plans, designing territory and quota models, and influencing revenue team leadership and reps on buy in.
Working fluency across a standard GTM techstack beyond Salesforce - Gong, ZoomInfo, HubSpot, or equivalents - including integration and automation experience.
Experience evaluating GTM toolstack decisions, including tool migrations, consolidations, or replacements, with a clear framework for when to fix, replace, or work around a system.
You have owned the full RevOps stack before - not just one piece of it. You have run forecast calls, administered comp plans through a full cycle, redesigned a territory model that sales leadership bought into, and managed Salesforce across the end to end customer journey.
You are a systems thinker who defaults to simplicity. When you inherit a messy architecture, your first instinct is to understand what it is trying to do and figure out what can be removed, not what can be added. The systems you build are readable by others and still in use after you leave.
You work well under a manager who is newer to parts of your domain. You work independently, and are comfortable surfacing your own agenda. When you disagree with a direction, you say so with data and a clear recommendation, and commit to the path that gets chosen.

Nice To Haves

Experience in K-12, public sector, or vertical SaaS where the customer buying process is multithreaded and fixed.
Familiarity with SPICED or a comparable structured sales methodology and experience operationalizing it inside a CRM.
Experience as the primary RevOps owner at a company of similar size, where prioritization decisions had to be made without a lot of support structure.
SQL fluency sufficient to query CRM and operational data directly without relying on pre-built reports.
Working knowledge of BI tools (Tableau, Looker, or equivalent) for building dashboards that serve as a source of truth.
Comfort with AI tooling applied to GTM workflows - automating data entry, enrichment, or reporting tasks in ways that reduce noise rather than create it.

Responsibilities

Own the Salesforce data model - objects, fields, relationships, automation logic, and validation rules - and make deliberate decisions about what gets built and what does not.
Design and maintain integrations across the GTM toolstack, including Gong, ZoomInfo, and HubSpot, with clean data flows.
Build automations that reduce manual work for GTM teams and improve data quality, and evaluating where AI tooling might solve real problems.
Maintain documentation that makes systems explainable and operable by others.
Own the sales forecast end-to-end: methodology, stage definitions, exit criteria, and inspection cadence across a team of ~30 revenue team members.
Build and maintain pipeline coverage models that account for segment differences and historical conversion rates.
Design leading indicators that surface risk before it hits the forecast, and run the weekly cadence that holds leadership accountable to the process.
Measure and improve forecast accuracy over time, and communicate clearly to leadership when the numbers are reliable and when they are not.
Design and administer commission plans for both AEs and CSMs.
Own territory design and quota-setting, using data to build models that are accessible for sales leadership.
Support capacity planning by connecting headcount models to coverage ratios and financial targets in partnership with Finance.
Design and maintain GTM process architecture - stage definitions, SDR-to-AE-to-CSM handoffs, and qualification standards - based on how buyers move.
Build the enablement that makes process changes stick: playbooks, documentation, and training specific enough to change behavior.
Diagnose adoption failures, addressing root cause and enablement.
Own data quality standards and governance processes across the CRM and GTM toolstack, including enrichment workflows and data quality scoring.
Collaborate with our Data team to build dashboards that give GTM and Finance teams a reliable single source of truth for revenue metrics.
Track and report on the SaaS metrics that matter - ARR waterfall, NRR, pipeline coverage, and conversion rates - with a clear point of view on what the numbers mean.