Revenue Operations Manager, Downmarket

About the role

The Revenue Operations Manager– Downmarket and Sales Development drives scale and efficiency across high-volume Commercial and Small Business sales motions. This role focuses on velocity, conversion optimization, and forecasting discipline in shorter-cycle environments. This is a revenue execution role — not reporting support and not an embedded business partner.

This position reports to our Director of Business Operations and is hybrid, based in our Austin or Tempe office.

Responsibilities

• Define and enforce opportunity stage entry and exit criteria.
• Establish deal inspection frameworks by segment and deal size.
• Identify and eliminate:
  • Poorly qualified pipeline.
  • Stalled or aging deals.
  • Inflated close dates and optimistic forecasts.
• Create clear standards for when deals advance, reset, or exit the pipeline.
• Ownt forecast methodology and call discipline across segments.
• Standardize forecast categories (Commit, Best Case, Pipeline, etc.).
• Lead or co-lead weekly forecast calls with Sales leadership.
• Track and surface forecast bias, slippage patterns, and risk signals.
• Improve forecast accuracy, confidence, and consistency over time.
• Design and run pipeline councils by segment.
• Ensure pipeline reviews are:
  • Forward-looking.
  • Decision-oriented.
  • Action-driven.
• Equip Sales leaders with consistent inspection views that drive accountability.
• Make pipeline hygiene a management habit, not a Rev Ops cleanup task.
• Partner closely with:
• Revenue Intelligence & Analytics.
• Systems and Data teams.
• Translate execution issues into:
  • Process improvements.
  • System enforcement.
  • Clear operating guidance.
• Provide structured feedback into GTM strategy and planning.
• Define and own the core pipeline and forecast KPIs.
• Hold the organization accountable to:
  • Stage-to-stage conversion.
  • Deal aging.
  • Forecast accuracy.
• Ensure leaders understand why deals slip — not just that they did.

Requirements

• 7–10 years of total professional experience.
• 4–6+ years in Sales Operations, Revenue Operations, or GTM Strategy.
• Experience supporting Direct Sales Teams and/or Channel organizations.
• SaaS experience strongly preferred.
• Strong analytical mindset with the ability to turn data into decisions.
• Comfortable working with ambiguity and building structure where none exists.
• Excellent executive communication — written, verbal, and storytelling.
• Ability to influence senior stakeholders without formal authority.
• High ownership mentality: you see problems and fix them.
• Detail-oriented but able to zoom out to the bigger picture.
• Strong experience with Salesforce, Tableau, Outreach, Clay, Scratchpad, and ZoomInfo.
• Familiarity working alongside tools like Anaplan, routing platforms (Leandata), or forecasting tools (Clari).
• Ability to partner effectively with Business systems and analytics teams.

Qualifications

• Ability to work independently and manage multiple priorities.
• Proven track record of driving process improvements and enhancing operational efficiency.
• Experience with forecasting tools and methodologies.
• Strong interpersonal skills and the ability to build relationships with cross-functional teams.
• Ability to communicate complex ideas clearly and concisely.

Skills

• Strong analytical and problem-solving skills.
• Experience with CRM systems and forecasting tools.
• Effective communication and presentation skills.
• Ability to work collaboratively with cross-functional teams.
• Knowledge of SaaS and B2B sales environments.

Benefits

• Competitive salary.
• Comprehensive benefits package.
• Real opportunities for growth and development.

Pay

Competitive salary.

Schedule

Hybrid, based in our Austin or Tempe office.