Founded in 2016, Katalon is the leading provider of a modern, comprehensive quality management platform. Katalon Platform enables quality assurance, DevOps, and software teams of any size to deliver world-class customer experiences faster, easier, and more efficiently.
Since its first launch, Katalon has experienced tremendous growth, serving more than 100,000 users across 30,000 teams, many of which are in the Fortune Global 500, such as PwC, KPMG, Abbott, etc. Katalon is recognized as a top automation tool by prestigious review sites, such as Gartner, Capterra, and IT Central Station.
About this role:
The
Manager, Revenue Operations leads critical operational functions that enable revenue growth and operational efficiency across Katalon's go-to-market teams. This role manages and integrates the works of 4 key functions—DemandOps, RevOps Excellence, Deal Desk, and Compensation—ensuring alignment with strategic goals, process optimization, and operational excellence. Reporting to the Head of RevOps, this role is pivotal in driving predictable revenue, scalable processes, and team productivity.
Key Responsibilities:
Strategic Leadership
- Lead and manage the DemandOps Specialist and Business Operations Analyst, providing direction, mentorship, and growth opportunities
- Collaborate with GTM leadership to define and execute growth strategies across sales, marketing, and partnerships
- Develop and drive alignment on Katalon's business strategy, ensuring scalability and efficiency in all GTM motions
Demand Operations
- Oversee pipeline health for current and future quarters, ensuring marketing, sales, and partner teams contribute effectively to pipeline creation
- Track and optimize MQL-to-SQL conversion rates, pipeline close rates, and pipeline coverage against fiscal year targets
- Standardize outreach processes, messaging, and cadences to support sales reps in sourcing high-quality leads
- Evaluate marketing-sourced pipeline performance and ensure alignment with demand-generation goals
Business Operations
- Streamline GTM processes such as lead management, opportunity tracking, and territory/account assignments
- Collaborate with RevOps on the integration and optimization of tools like Salesforce, DealHub CPQ, and marketing automation platforms
- Support accurate forecasting, quota planning, and territory alignment in partnership with Finance and Sales Ops
- Maintain data integrity and consistency across all systems, ensuring high-quality reporting and insights
Analytics & Insights
- Define and monitor key performance indicators (KPIs) across demand generation, sales performance, and operational efficiency
- Build dashboards and reports to provide real-time insights to GTM leaders, ensuring data-driven decisions
- Deliver actionable insights on pipeline health, revenue trends, and team performance to inform strategy adjustments
Cross-functional Collaboration
- Work closely with Marketing, Sales, and Partnership teams to align efforts and optimize performance
- Partner with RevOps to ensure seamless integration of DemandOps and Business Operations into broader revenue strategies
- Collaborate with enablement teams to ensure GTM teams are equipped with the right tools, processes, and training
Team Development
- Foster a culture of accountability, collaboration, and continuous improvement within the Business Strategy & Operations function
- Support the professional growth of the DemandOps Specialist and Business Operations Analyst, aligning their contributions with Katalon's strategic goals
Requirements
- Experience: 5+ years of experience in business strategy, operations, or analytics roles; 2+ years in a leadership role managing cross-functional teams
- Strategic Thinking: Proven ability to develop and implement strategies that align with organizational goals and drive measurable outcomes
- Technical Proficiency: Expertise with CRM platforms (e.g., Salesforce), marketing automation tools, and analytics software (e.g., Tableau, Power BI)
- Operational Excellence: Demonstrated success in optimizing GTM processes and improving operational efficiency
- Leadership Skills: Strong experience managing and mentoring high-performing teams
- Analytical Skills: Ability to synthesize complex data sets into clear insights and actionable recommendations
- Education: Bachelor's degree in Business, Economics, or a related field; MBA is a plus.
Key Success Metrics
- Achievement of pipeline and revenue targets across GTM functions
- Improved operational efficiency and process alignment
- High engagement and performance from DemandOps Specialist and Business Operations Analyst
- Successful execution of strategic initiatives and measurable business impact
Benefits
At Katalon, we bring together self-starting, open-minded, and talented people while actively promoting a transparent and growth-enabling working environment.
But don't just take our word for it. Take a better look below!
- Total Remuneration: Satisfying your financial goals through competitive compensation and periodic performance bonuses.
- Growth & Rewards: Thriving professionally through employee enablement, a culture of trust, and rewarding performance
- Physical & Mental Health: Staying healthy through comprehensive health plans, and generous paid leaves
- Diversity, Equity & Inclusion: Becoming part of a global team that celebrates differences and equal opportunity
Katalon is proud to be an equal-opportunity employer. We care about our people and celebrate our differences. We want to work with talented, collaborative, and innovative people. We do not discriminate in hiring or any employment decision based on race, color, religion, national origin, age, sex (including pregnancy, childbirth, or related medical conditions), marital status, ancestry, physical or mental disability, genetic information, veteran status, gender identity or expression, sexual orientation, or other characteristics protected by law.
