Staff Revenue Operations Manager

Horizon3 AI

1d•$170,000 - $210,000•Remote

About The Position

Horizon3.ai is seeking a Staff Sales Operations Manager to act as a strategic growth partner for their AMER Enterprise (ENT) and Managed Service Provider (MSP/MSSP) business during a period of significant expansion. This role will collaborate closely with the Director of Global Sales Operations and AMER Enterprise Sales and AMER Channel & MSP leadership to define and scale planning, measurement, and operational strategies for both segments. The position has a dual scope, equally focusing on Enterprise and MSP operations. While pipeline and forecasting are included, the main focus is on long-term strategic planning, including headcount and capacity planning, quota design, compensation strategy, territory modeling, and Rules of Engagement development. This role is for an individual who aims to be a trusted organizational partner to sales leadership, rather than a tactical executor. The Enterprise segment deals with complex, high-value end-user opportunities (5,000+ employee accounts), while the MSP/MSSP segment involves a rapidly growing channel with its own unique ROE, partner program operations, and compensation crediting framework. The company is investing in building a durable, scalable operating model for AMER, and this role will be central to designing and implementing this model to ensure predictable and efficient growth for both ENT and MSP/MSSP businesses.

Requirements

8+ years of experience in Sales Operations or Revenue Operations, with demonstrated progression in scope and complexity.
Experience supporting Enterprise sales teams or large-deal, complex-cycle selling environments.
Experience with partner, channel, or MSP/MSSP sales operations, including co-sell models, dual-credit compensation, and partner program mechanics.
Deep fluency in Salesforce, covering opportunity management, pipeline reporting, territory logic, and data governance.
Strong command of forecasting methodologies and pipeline inspection frameworks.
Experience with quota design, capacity planning, and territory optimization at the Enterprise segment level.
Ability to operate across two distinct business motions simultaneously, managing competing priorities with rigor and stakeholder alignment.
Clear, data-driven communication style with the ability to translate complex operational data into executive-ready insights.
Recognized organizational influence with the ability to shape how the business defines, measures, and improves its go-to-market operations across multiple teams.
Ability to diagnose systemic issues and drive structural improvements, not just execute within existing frameworks.
A track record of working directly with senior sales leadership as a trusted planning and strategy partner, not just an operational support function.

Nice To Haves

Experience with tools such as Gong, DealHub, Everstage, and ZoomInfo is a strong plus.

Responsibilities

Serve as the primary sales operations partner to AMER Enterprise Sales and AMER Channel & MSP leadership, supporting the respective VPs and their teams across both end-user and partner motions.
Own the forecasting process for both ENT and MSP/MSSP, including weekly pipeline reviews, call preparation, and executive-level reporting with clear, actionable narratives.
Monitor pipeline health, coverage ratios, stage conversion, and deal velocity across the Enterprise (5,000+ employee accounts) and MSP/MSSP segments.
Analyze funnel performance, win rates, and rep productivity (pipeline per rep, attainment, conversion) to surface risks and opportunities for leadership across both motions.
Drive CRM hygiene and opportunity data quality standards across ENT AEs and MSP AEs, including proper model-type tagging, partner attribution, and forecast exclusion flagging for co-sell deals.
Operationalize and enforce the MSP/MSSP Rules of Engagement (ROE), including co-sell workflows, dual-credit scenarios, opportunity exclusion logic, and end-user engagement documentation requirements.
Partner with Partner Operations and Channel teams on MSP program mechanics, deal registrations, Pax8 attribution, and AWS Marketplace workflows.
Act as a strategic partner to the Director of Global Sales Operations in shaping the AMER ENT and MSP/MSSP operating model, covering how the business is structured, measured, and scaled.
Lead capacity and headcount planning for both segments, helping to model coverage needs, ramp assumptions, and rep productivity expectations as the AMER team grows.
Own quota design and annual planning processes for ENT and MSP/MSSP, partnering with Finance and RevOps to ensure plans are aligned to company targets and drive the right selling behaviors.
Develop and maintain compensation strategy inputs for ENT AEs and MSP AEs, including co-sell crediting models and Everstage crediting accuracy for dual-credit scenarios.
Serve as a key contributor to Rules of Engagement design and updates, advising on account ownership policies, expansion windows, and ENT/MSP co-sell governance as the business evolves.
Support territory design and account segmentation as the ENT and MSP teams scale, ensuring coverage models are efficient and equitable.
Contribute to executive and board-level reporting, translating ENT and MSP performance data into clear operating narratives.
Partner with RevOps Systems teams to ensure Salesforce workflows, routing logic, and reporting infrastructure accurately reflect both the ENT and MSP/MSSP motions.