Principal Revenue Operations Manager

Opportunity

Your opportunity

What you'll do

• Operational Excellence & Rhythm of Business (RoB)
• Establish and run the Rhythm of Business (RoB) for the Commercial organization, driving operational excellence and strict rigor across all field operations.
• Manage the weekly, monthly, and quarterly cadence of commercial and renewals team activities, including QBRs, forecasting, planning, and opportunity management.
• Ensure assigned Commercial and Renewals objectives are completed accurately and on time, aggressively monitoring the sales organization’s compliance with CRM data standards and process rigor.
• Strategic Business Partnering & GTM Strategy
• Act as a trusted advisor to the Global VP of Commercial and Sales leadership, shaping GTM strategy and supporting the global Product-Led Growth (PLG) motion.
• Represent the Commercial and Renewals business requirements in key cross-departmental initiatives, ensuring tight alignment between overarching business strategy and day-to-day operational processes.
• Strategize and enable the development of global standards, policies, and procedures to streamline operations for a high-volume, transactional sales environment.
• Renewals Management & Long-Tail Growth
• Optimize the end-to-end renewals lifecycle to actively improve customer retention rates, mitigate churn, and drive sustainable growth and expansion across our expansive long-tail business.
• Leverage historical trends, pipeline coverage data, and deal-specific knowledge to guide leaders during forecasting, driving highly predictable outcomes.
• Analyze customer health and consumption data to understand potential downgrade risks, collaborating with cross-functional teams to identify and operationalize new methods to drive risk mitigation strategies.
• Data, Systems, and Advanced Analytics
• Build repeatable, complex analyses and operational models (using Excel/Google Sheets) that synthesize vast datasets to identify trends, consumption patterns, and product adoption.
• Manage and optimize reporting packages for team effectiveness, conducting rigorous metrics reviews with sales management to improve productivity and actionability.
• Lead projects focused on simplifying workflows, optimizing the CRM (Salesforce) experience, and driving efficiency throughout the Commercial and Renewals organization.

This role requires

• 8+ years of relevant work experience, preferably within a SaaS software provider or professional IT services company in Operations, Customer Success, or other customer-facing groups.
• 5+ years of dedicated sales ops or revenue operations experience, with a proven track record in field sales operations and business partnering across cross functional teams.
• Experience supporting a high-velocity, transactional business segment and a strong understanding of customer dynamics, sales lifecycles, and renewal patterns.
• Exceptional analytical abilities: Candidates must be able to quickly leverage multiple data sources, connect them, work with massive datasets, and build highly complex Excel/Google Sheets models.
• Demonstrated communication and presentation skills, with the ability to structure and produce clear executive presentations (PowerPoint/Google Slides) to influence C-level executives and field teams.
• Strong problem-solving skills, mature judgment, and the ability to bring alignment, negotiate, and drive cross-functional projects to completion.
• Deep understanding of SaaS and exposure to consumption-based business models.
• High technical proficiency: Advanced skills in Salesforce, Excel, Tableau, and familiarity with SQL.
• Bachelor's Degree or equivalent experience.

Key Performance Indicators (KPIs)

• Forecast Accuracy & Pipeline Rigor: Maintaining highly accurate and predictable forecasting models within an agreed variance.
• Gross Retention Rate (GRR) & Net Revenue Retention (NRR): Driving operational strategies that directly improve retention and upsell within the Commercial and long-tail segments as well as driving up Consumption based usage across Commercial and PLG.
• Process Efficiency & Automation: Measurable reduction in manual reporting and administrative overhead for the GTM teams.
• Data Compliance & Health: Achieving high scores in CRM data hygiene, opportunity management, and adherence to the Rhythm of Business.