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.

Create Clear Standards

• 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

• Lead or co-lead pipeline council meetings by segment.
• Ensure pipeline reviews are:
• Forward-looking.
• Decision-oriented.
• Action-driven.

Equip Sales Leaders

• 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

• 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.

Define Operating Guidance

• Ensure leaders understand why deals slip — not just that they did.

Skills You'll Bring

• 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.