Revenue Operations Manager

About the role

The Washington Post is seeking a Revenue Operations Manager to design and operationalize the infrastructure that powers our go-to-market organization. This role sits at the intersection of strategy, systems, analytics, and execution — enabling revenue teams to operate with greater clarity, efficiency, and accountability.

Responsibilities

• Design and evolve the go-to-market operational model, including ICP definition, market segmentation, competitive positioning, and GTM motion design.
• Operationalize territory assignments, account routing rules, and pipeline hygiene cadences directly in CRM.
• Translate executive business objectives into specific operational blueprints, processes, and measurable execution plans.
• Lead the development of an AI-first GTM operating model — identifying where AI agents, automation, and predictive intelligence can replace or augment manual RevOps workflows across every domain.
• Evaluate, recommend, and implement AI-native GTM tools for pipeline intelligence, lead scoring, forecasting, and conversation analytics (e.g. Clari, Clay, 6sense, Gong Forecast).
• Build and document AI-assisted workflows for common RevOps tasks — territory modeling, QBR prep, comp modeling, pipeline inspection — to drive speed and consistency across the team.
• Use AI tools (e.g. Claude, ChatGPT, Copilot, Notion AI) to accelerate your own output and serve as the internal subject matter expert on emerging AI capabilities relevant to revenue operations.
• Track AI tool ROI across the revenue org; partner with GTM Enablement to train and enable the revenue team on approved AI workflows.
• Design and own the lead lifecycle model, including MQL, SAL, and SQL definitions, handoff rules, and SLA standards between Marketing and Sales.
• Define lead scoring methodology, segmentation logic, and attribution modeling strategy (first-touch and multi-touch) in partnership with Marketing and Finance.
• Administer and optimize the marketing automation platform (MAP), including workflows, nurture sequences, campaign operations, and MAP-to-CRM data hygiene.
• Build and deliver campaign performance reporting, funnel conversion dashboards, and channel ROI analysis.
• Develop and own the deal desk framework, including approval tiers, escalation paths, authority matrices, and SLA standards for non-standard deal review.
• Develop deal structuring guidelines covering discounting thresholds, multi-year pricing, bundling, and non-standard commercial terms, in partnership with Finance and Legal.
• Serve as the primary deal desk point of contact for AEs — reviewing, approving, and structuring complex deals within defined governance parameters.
• Manage deal approval workflows end-to-end: from AE request through Legal redline to closed-won booking and post-close reconciliation.
• Track deal exceptions and discount patterns; produce monthly deal desk reporting for revenue leadership.
• Design and own the compensation plan, including incentive structures, accelerators, SPIFFs, and quota frameworks.
• Model plan cost and efficiency in partnership with Finance; manage the annual and mid-year comp plan rollout process.
• Run weekly forecasting operations and maintain forecast accuracy tracking across segments and sales teams.
• Build and manage dashboards for pipeline health, rep performance, conversion trends, and revenue metrics that support executive decision-making.
• Deliver QBR analytics including win/loss analysis, pipeline cohort reporting, and full-funnel performance reviews.
• Own annual and H2 revenue planning cycles, including capacity modeling, headcount planning, territory design, and coverage model development.
• Lead QBR preparation, facilitation, and follow-through across the revenue leadership team.
• Develop and maintain quota frameworks and compensation models in partnership with Finance.
• Build and maintain Salesforce workflows, fields, automations, and integrations that improve operational efficiency, data integrity, and seller productivity.
• Manage the broader GTM tech stack — evaluating integration health, monitoring automation performance, and enforcing data hygiene standards.
• Own the systems and data foundation required to support AI-driven GTM motions, including clean data pipelines, unified customer records, and model-ready CRM architecture.
• Architect sales stage definitions, exit criteria, qualification frameworks (e.g. MEDDIC), and handoff protocols between Marketing, SDR, AE, and Customer Success.
• Define and enforce pipeline management standards, deal governance, and cross-functional rules of engagement.
• Establish and run a Quarterly → Monthly → Weekly operational cadence across the revenue organization.

Requirements

Proven ability to operate with equal ownership across strategy design and hands-on execution — you design the framework and build it.

Strong understanding of revenue operations principles across forecasting, pipeline management, CRM governance, GTM process design, and revenue analytics.

Advanced analytical skills — comfortable building complex models in Excel or Google Sheets and creating self-serve reporting in BI tools such as Tableau or Looker.

Genuine fluency with AI tools in a professional context — you already use AI to accelerate analysis, automate repeatable work, and move faster than traditional methods allow.

Strong cross-functional communication and stakeholder management skills, with the ability to influence technical, operational, and executive audiences.

Experience designing compensation plans, quota frameworks, territory models, and capacity plans aligned to organizational growth objectives.

Familiarity with deal desk operations including non-standard deal structuring, commercial governance, and approval workflows.

Experience with marketing operations, lead lifecycle management, attribution modeling, and MAP administration.

Experience in a RevOps consulting or advisory capacity — you have seen multiple GTM environments and can pattern-match quickly.

Familiarity with PLG or hybrid PLG + Sales motions.

SQL, Python, or advanced data analysis capabilities for deeper analytical work.

Experience building AI-assisted workflows or prompt libraries for a revenue or GTM team.

Familiarity with no-code automation tools (e.g. Zapier, Make, n8n) applied to RevOps workflows.

Qualifications

4–7 years of experience in Revenue Operations, Sales Operations, GTM Strategy, or a related operational role within a B2B SaaS or high-growth organization.

Demonstrated experience designing and implementing operational frameworks, processes, and systems that support revenue growth and organizational scalability.

Strong Salesforce expertise including workflow automation, process builder, reporting, and CRM administration.

Advanced proficiency in Excel or Google Sheets; experience building dashboards in BI tools such as Tableau, Looker, or equivalent platforms.

Experience collaborating cross-functionally with Sales, Marketing, Finance, Customer Success, and Legal teams.

Experience evaluating or implementing AI-native GTM tools and translating their output into operational decisions.

Bachelor’s degree or equivalent combination of education and practical experience.