Manager, Revenue Operations

About the role

Build the operational foundation for a fast-scaling GTM team
Own and operate our core GTM systems — including Salesforce, sales engagement, marketing automation, and BI tools.
Translate GTM requirements into scalable workflows, automations, and processes across Sales, Marketing, Partnerships, and CS.
Maintain and optimize lead routing, account assignment, opportunity stages, and forecasting frameworks.
Be the analytics and insights engine for GTM leadership
Build dashboards and analytics that surface insights on pipeline health, funnel conversion, rep productivity, bookings, and forecast accuracy.
Identify underperformance or whitespace opportunities across segments and propose clear recommendations.
Provide GTM reporting for leadership, investors, and the Board.
Partner closely with Sales Support forecasting cadences, quarterly planning, and coverage modeling for two distinct segments.
Work with Enterprise AEs on deal support, pricing workflows, approval routing, and data accuracy for large evaluations.
Collaborate with Solutions Engineering on evaluation tracking and technical win/loss insights.
Drive strategic GTM programs
Build and refine our segmentation, territory models, and capacity planning frameworks as we scale.
Lead programs focused on pipeline generation, pricing strategy, sales productivity, and stage-by-stage conversion improvements.
Evaluate and implement new GTM tools to improve efficiency and visibility.
Ensure data governance and system health
Own data accuracy across accounts, contacts, opportunities, and forecasting artifacts.
Implement standards, documentation, and processes that keep our GTM systems clean, reliable, and audit-ready.
Troubleshoot issues and proactively refine workflows to minimize friction for field teams.
Act as a cross-functional operator
Partner with Product and Engineering to embed pricing, packaging, and usage signals into GTM processes.
Align with Finance on ARR definitions, forecast methodologies, and booking governance.
Work directly with Marketing on attribution, lead scoring, and funnel visibility.

Responsibilities

• Build the operational foundation for a fast-scaling GTM team
• Own and operate our core GTM systems — including Salesforce, sales engagement, marketing automation, and BI tools.
• Translate GTM requirements into scalable workflows, automations, and processes across Sales, Marketing, Partnerships, and CS.
• Maintain and optimize lead routing, account assignment, opportunity stages, and forecasting frameworks.
• Be the analytics and insights engine for GTM leadership
• Build dashboards and analytics that surface insights on pipeline health, funnel conversion, rep productivity, bookings, and forecast accuracy.
• Identify underperformance or whitespace opportunities across segments and propose clear recommendations.
• Provide GTM reporting for leadership, investors, and the Board.
• Partner closely with Sales Support forecasting cadences, quarterly planning, and coverage modeling for two distinct segments.
• Work with Enterprise AEs on deal support, pricing workflows, approval routing, and data accuracy for large evaluations.
• Collaborate with Solutions Engineering on evaluation tracking and technical win/loss insights.
• Drive strategic GTM programs
• Build and refine our segmentation, territory models, and capacity planning frameworks as we scale.
• Lead programs focused on pipeline generation, pricing strategy, sales productivity, and stage-by-stage conversion improvements.
• Evaluate and implement new GTM tools to improve efficiency and visibility.
• Ensure data governance and system health
• Own data accuracy across accounts, contacts, opportunities, and forecasting artifacts.
• Implement standards, documentation, and processes that keep our GTM systems clean, reliable, and audit-ready.
• Troubleshoot issues and proactively refine workflows to minimize friction for field teams.
• Act as a cross-functional operator
• Partner with Product and Engineering to embed pricing, packaging, and usage signals into GTM processes.
• Align with Finance on ARR definitions, forecast methodologies, and booking governance.
• Work directly with Marketing on attribution, lead scoring, and funnel visibility.

Requirements

• 5–8 years experience in Revenue Operations, Sales Ops, GTM Systems, or Strategy
• Experience in a high-growth SaaS or infrastructure/devtools company strongly preferred
• Hands-on expertise with GTM systems
• Salesforce (admin + architecture experience strongly preferred)
• Sales engagement tooling (e.g., Outreach, Apollo)
• Marketing automation tools
• Forecasting / BI tools (Tableau, Metabase, Hex, Looker, or similar)
• SQL proficiency or strong analytics fluency is a plus

Qualifications

• Strong strategic and analytical instincts
• You can model complex GTM scenarios, interpret trends, and translate insights into actionable recommendations
• Systems thinking + execution ability
• You understand how pipeline, routing, territories, forecasting, and compensation mechanics fit together — and can design processes that scale
• High ownership and comfort with ambiguity
• You thrive in environments with rapid iteration, incomplete data, and new GTM motions being built in real time
• Exceptional communication and leadership presence
• You can partner with AEs, SEs, founders, and executives with equal credibility — and you know how to influence without authority
• Startup DNA
• You execute fast, solve problems creatively, and enjoy being hands-on in the tools

Skills

• Experience supporting Enterprise and Digital Native segments simultaneously
• Prior work with usage-based pricing models, cloud cost data, or technical product signals
• Familiarity with developer tools, CI/CD pipelines, cloud infrastructure, or DevOps workflows
• Exposure to compensation modeling, quota design, and coverage models
• Experience building RevOps from early stage → scale

Benefits

Competitive salary + meaningful equity
Medical, dental, and vision insurance
401K match
Unlimited PTO
Early-exercise stock options
12 weeks fully paid parental leave (U.S.)
Annual team offsite

Pay

$175K - $225K

Schedule

N/A