Senior Manager, Revenue Operations

Salesforce Architecture & Administration

Own the Salesforce instance end-to-end — data model, workflows, integrations, and hygiene

Build and maintain dashboards and reports that give Sales, Marketing, and Finance a clear view of pipeline, forecast, and funnel performance

Implement controls and governance to ensure data integrity and process compliance across the GTM team

Manage integrations across the revenue tech stack, including Clay, Qwilr, Gong, and other tools

Own sales enablement around Salesforce usage, including training, documentation, and driving rep adoption to ensure data is entered consistently and completely

Deal Desk & Revenue Process

Serve as the operational hub for deals — supporting structuring, pricing, and proposal review in partnership with Sales

Own the quote-to-close process, ensuring consistency and auditability

Review and validate commission calculations each period in partnership with Finance

Support customer invoice review, acting as a cross-check between closed-won and billing

Revenue Operations Strategy

Define and maintain core revenue definitions — opportunity stages, pipeline categories, deal terms, ARR and CARR standards

Own sales and marketing reporting cadences including weekly pipeline reviews, monthly funnel analysis, and board-level metrics

Support quota setting, territory planning, and comp plan design in partnership with Finance and Sales leadership

Identify process gaps and build scalable solutions before they become problems

REQUIRED SKILLS & EXPERIENCE

• Required 7 or more years in Revenue Operations, Sales Operations, or a hybrid deal desk and RevOps role at a B2B SaaS company
• Deep Salesforce and HubSpot expertise — you have built or rebuilt instances of both and know how to make them a source of truth
• Direct deal experience — not just reporting on deals, but helping structure, review, and move them forward
• Strong financial fluency: SaaS metrics, ARR mechanics, commissions, and the ability to partner credibly with Finance
• Confident in your point of view and able to defend it with data across all levels of the organization
• Track record of building in ambiguous, early-stage environments without constant direction
• Experience in a Series A–C SaaS environment where processes were being built, not inherited
• Preferred Prior experience in a B2B SaaS environment with a dedicated Sales & Marketing function
• Preferred Experience in life sciences, clinical trials, or healthcare SaaS

PREFERRED PERSONAL ATTRIBUTES

• Builder mentality — energized by creating structure where there is none
• High standards for data accuracy, process discipline, and follow-through
• Self-directed and comfortable operating without a defined playbook
• Collaborative but willing to hold the line when it matters