Revenue Operations Manager

What You'll Do

Reporting to the Sr. Director of Revenue Operations, the Revenue Operations Manager is the operational engine of SambaSafety’s go-to-market organization. This role is responsible for the day-to-day health of revenue operations — owning CPQ, billing, deal desk, territory and capacity planning, quota and compensation, Finance alignment, and the cross-functional processes that keep the revenue org running.

• Manage, develop, and coach two direct reports: Deal Desk Analyst and Sales Admin. Own their career development, performance, and day-to-day prioritization. Support new hire onboarding for Sales-facing roles.

• Deal Desk & CPQ Operational Execution

  • Own the deal desk function — Serve as the escalation path for deal desk questions, billing conflicts, and operational exceptions that exceed direct report authority.

  • Lead CPQ UAT, ticketing, and prioritization — collaborate with IT on business requirements for system changes, test deployments, and change management for CPQ updates that affect the sales floor.

  • Serve as trusted advisor to the Sales team on creative deal structuring and contracting options.

• Finance Alignment

  • Oversee billing issue resolution: collaborate with Deal Desk and Billing to resolve billing disputes, CPQ bugs, and invoice discrepancies.

  • Align with Finance Operations — month-end bookings close, approval workflow alignment, and commission payments.

  • Deliver comprehensive insights into the customer journey through dynamic reports focused on conversion rates, churn and retention metrics, and customer segmentation across the revenue org.

  • Build and maintain executive-level reporting on deal metrics, revenue KPIs, and operational performance — translating data into clear recommendations leadership can act on.

  • Monitor forecast accuracy and pipeline health on a recurring basis; flag risks and opportunities to Sales and Finance leadership proactively.

  • Partner with Sales leadership on annual capacity planning — modeling rep ramp, attrition assumptions, and headcount needs to ensure quota coverage across all segments.

• Operational Execution & Process Improvement

  • Share ownership of territory management for Sales — including fairness, rep departure/reassignment routing, and channel partner segmentation.

  • Proactively identify areas where processes need to be automated or streamlined — lead process improvement initiatives and demonstrate thought leadership around sales processes and operations.

  • Coordinate with the AI & Tech Stack function for systems implementation.

  • Supervise the Jira ticket taxonomy and RevOps systems queue: ticket type definitions, prioritization framework, and sprint oversight for the RevOps Jira space.

  • Partner with Sales leadership on annual capacity planning — modeling rep ramp, attrition assumptions, and headcount needs to ensure quota coverage across all segments.

  • Analyze sales and pipeline data to identify trends, risks, and opportunities — surface actionable recommendations to Sales and Revenue leadership on a regular cadence.

  • Act as a single point of contact for revenue operations queries — resolve operational issues promptly and ensure sellers spend less time on admin and more time selling.

• Cross-functional Alignment

  • Work closely with Go-To-Market leadership and other corporate functions (Finance, IT, Product) to improve major KPIs and reduce friction across the bowtie.

  • Maintain compliance with internal policies and ensure audit readiness for revenue activities — including deal approvals, discount documentation, and contract amendment records.

Required

• 3–5+ years in Revenue Operations, Sales Operations, or a related GTM operations function

• Experience managing direct reports and developing early-career ops professionals

• Experience in B2B SaaS Sales/Revenue organization strongly preferred

• Strong proficiency in Salesforce

• Process orientation

• Strong proficiency in Salesforce, generative AI tooling, and Microsoft Office

• Demonstrated ability to analyze pipeline data and present findings to senior stakeholders

• Familiarity with incentive compensation administration (Xactly, or similar a plus)