Manager of Revenue Operations & Growth

Role Summary

The Manager of Revenue Operations & Growth is responsible for leading and executing RSI Security's revenue growth strategy through direct sales engagement, team leadership, marketing collaboration, and operational excellence.

Required Qualifications

• Bachelor's degree in Business, Marketing, Information Technology, or related field (MBA preferred)
• 5+ years of B2B sales experience in cybersecurity, compliance, technology services, SaaS, or professional services
• 3+ years of sales leadership or revenue management experience
• Experience managing CRM platforms (HubSpot preferred)
• Experience supporting or managing marketing campaigns and lead generation programs
• Strong understanding of consultative sales methodologies
• Experience with revenue forecasting and pipeline management
• Excellent communication, negotiation, and presentation skills

Preferred Qualifications

• Experience selling cybersecurity and compliance services
• Familiarity with SOC 2, ISO 27001, PCI DSS, CMMC, FedRAMP, HITRUST, and NIST frameworks
• Experience with Sandler, MEDDIC, MEDDPICC, Challenger, or SPIN sales methodologies
• Experience with Account-Based Marketing (ABM)
• Experience managing SDR, BDR, or Account Executive teams
• HubSpot certifications
• Experience supporting webinar, event, and content marketing initiatives

Role Purpose

The Manager of Revenue Operations & Growth is responsible for driving predictable revenue growth through the alignment of sales execution, marketing initiatives, business development activities, and revenue operations.

Core Responsibilities

• Revenue Strategy & Leadership
• Develop and execute revenue growth strategies aligned with organizational goals
• Lead, coach, and develop Account Executives, SDRs, and future revenue team members
• Implement and enforce structured sales methodologies (MEDDPICC, Sandler, Challenger, SPIN, or similar)
• Establish KPIs, scorecards, and accountability metrics for revenue performance
• Conduct pipeline reviews, forecasting sessions, and deal strategy meetings
• Revenue Operations
• Own CRM administration and governance within HubSpot
• Ensure pipeline accuracy, forecasting reliability, and data integrity
• Develop dashboards, reporting structures, and executive-level revenue insights
• Identify process bottlenecks and implement operational improvements
• Manage lead qualification standards, opportunity progression, and sales stage governance
• Direct Revenue Generation
• Maintain and actively manage a personal pipeline of qualified opportunities
• Conduct discovery meetings, presentations, demonstrations, and executive briefings
• Own and close strategic opportunities
• Build and maintain referral, channel, alliance, and strategic partner relationships
• Participate directly in proposal development, contract negotiations, and deal structuring
• Contribute personally to quarterly and annual revenue targets
• Marketing & Demand Generation
• Partner with Marketing to develop campaigns that generate qualified pipeline opportunities
• Support webinar programs, events, content marketing, and referral initiatives
• Assist with account-based marketing (ABM) strategies
• Evaluate campaign effectiveness and marketing ROI
• Provide market feedback to improve messaging and positioning
• Market Intelligence & Business Development
• Monitor cybersecurity, compliance, and regulatory market trends
• Identify new service opportunities, market segments, and growth channels
• Represent RSI Security at industry conferences, events, and networking opportunities
• Maintain awareness of competitor positioning and emerging market opportunities

Measurables

• Weekly
• New Qualified Opportunities Created
• Marketing Qualified Leads (MQLs)
• Sales Qualified Leads (SQLs)
• Discovery Calls Conducted
• Proposal Volume
• Pipeline Coverage Ratio
• Average Sales Cycle Length
• CRM Data Accuracy
• Monthly
• New Revenue Closed
• Revenue Against Target
• Forecast Accuracy
• Opportunity Win Rate
• Lead-to-Opportunity Conversion Rate
• Opportunity-to-Close Conversion Rate
• Client Expansion Revenue
• Marketing Campaign ROI
• Partner-Sourced Opportunities
• Average Deal Size
• Quarterly
• Revenue Growth %
• Pipeline Growth %
• Client Acquisition %
• Team Quota Attainment %
• Strategic Initiative Completion %

Right Mindset & Cultural Fit

• Ownership and accountability
• Data-driven decision making
• Continuous improvement mindset
• Strong coaching and leadership abilities
• Strategic thinking balanced with execution
• Customer-centric problem solving
• High attention to detail
• Collaborative cross-functional leadership
• Ability to operate effectively within EOS accountability structures
• Comfort working in a fast-paced growth environment

Misalignment Indicators

• Consistently missing sales and pipeline targets
• Failing to maintain forecast accuracy
• Failing to enforce sales process discipline
• Failing to collaborate effectively with Marketing, Client Success, and Delivery
• Allowing CRM data quality to deteriorate
• Operating reactively rather than proactively
• Lacking ownership of revenue outcomes
• Not developing team members effectively

Grounds for Termination

• Repeated failure to meet performance expectations
• Material forecasting inaccuracies
• Failure to follow company sales processes and policies
• Misrepresentation of company capabilities or services
• Unethical sales practices
• Significant neglect of leadership responsibilities
• Violation of confidentiality or compliance requirements