Revenue Operations Manager, Downmarket

What You'll Do

• 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.

What You'll Own

• Create clear standards for when deals advance, reset, or exit the pipeline.
• Own 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.

Partner 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 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