We create possibilities that move life and commerce forward
Welcome to Manhattan. Every day, our supply chain commerce technology connects two billion people to 20 billion consumer choices. In the warehouse, on the road and in the store, we make what was once impossible, possible. If you want to tackle complex problems and redefine markets, you’ve come to the right place.
About The Role
The Senior Director, Revenue Operations designs and runs the revenue engine that powers Manhattan’s next stage of SaaS growth. This leader owns the end to end revenue operating model across Sales, Customer Success, Marketing, and Partners, building trusted forecasts, pipeline visibility, and customer health insights that inform executive decisions. The role scales processes, analytics, and systems that improve GRR, NRR, and efficient growth, partnering closely with the COO, CFO, GTM leaders, and Product at the center of Manhattan’s growth agenda.
Responsibilities
- Own the end to end revenue operating model across Sales, Customer Success, Marketing, and Partners to support a multi product, enterprise SaaS GTM.
- Lead bookings/ARR forecasting and pipeline analytics, including coverage, conversion, win rates, and cycle times, ensuring forecasts are accurate, trusted, and actionable.
- Design, run, and continuously improve GTM planning, including segmentation, territories, coverage models, and quota setting in partnership with Sales, Services, and Finance.
- Operationalize land–adopt–expand–renew motions, including customer health scoring, renewal risk modeling, expansion opportunity identification, and playbooks for Sales and Customer Success.
- Shape incentives and deal operations, including sales and Services compensation design, quota mechanics, and deal desk governance that balance growth, customer value, and margin.
- Own the roadmap and governance for the revenue technology stack (Salesforce, CPQ/CLM, CS tools, analytics platforms, and adjacent RevOps tools such as Gong and Outreach) in partnership with IT and Digital.
- Establish and run GTM operating cadences (forecast calls, QBRs, pipeline reviews) and maintain executive dashboards covering pipeline, forecast, GRR/NRR, productivity, and key funnel metrics.
- Build, lead, and develop a high performing Revenue Operations team spanning operations, analytics, and systems, with clear roles, career paths, and performance expectations.
- Champion an AI forward, data driven culture—embedding AI and advanced analytics into forecasting, pipeline management, account scoring, and productivity workflows.
- Act as a collaborative partner and integrator across GTM, Finance, and Product, aligning stakeholders on full funnel pipeline and revenue management.
Minimum Requirements
- 12+ years of experience in Revenue Operations, Sales Operations, or GTM Operations in B2B SaaS or enterprise software, including 5+ years leading teams.
- Proven track record building or scaling RevOps in a multi product, enterprise GTM model.
- Deep experience with Salesforce (or similar CRM) and supporting tools (CPQ, CLM, CS platforms, analytics).
- Demonstrated experience with forecasting, GTM planning, segmentation, territories/quotas, and incentive design.
- Strong data and storytelling skills with the ability to move seamlessly between analytical detail and executive level communication.
- Experience leading organizations through change into a data rich, data driven culture.
- Hands on experience with leading edge RevOps tools (e.g., Gong, Outreach or similar) and an AI forward mindset, with examples of how AI has been applied in RevOps workflows.
- Highly collaborative working style with a default approach of aligning stakeholders around full funnel pipeline and revenue management.
- Bachelor’s degree required; MBA or equivalent experience preferred.
Preferred Skills And Experience
- Background in supply chain, logistics, or retail technology.
- Experience operating within a public or large scale enterprise software company.
Committed to diversity and inclusion
At Manhattan, it’s about more than just the work. From cultural celebrations to interest groups to volunteer opportunities, your true self is always welcome here. Our team members’ backgrounds, experiences and perspectives add to us as a whole and make us unique.
We are proudly an Equal Employment Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or status as a veteran. In the United States, Manhattan Associates participates in the Employment Eligibility Verification Program (E-Verify) operated by the Department of Homeland Security in partnership with the Social Security Administration. Participation in the E-Verify Program allows Manhattan to confirm the employment eligibility of all newly hired employees after the Employment Eligibility Verification Form (Form I-9) has been completed.
