Position Overview
The Revenue Operations Manager / Senior Manager plays a critical role in enabling CIBT’s commercial strategy through disciplined execution, data integrity, and operational rigor. Sitting within Commercial Finance and working in close partnership with the Chief Revenue Officer and Commercial leadership, this role ensures the revenue engine operates with accuracy, transparency, and consistency.
This individual will translate commercial strategy into scalable operational processes—driving forecasting discipline, pipeline visibility, and performance accountability across Sales, Marketing, Partnerships, and Account Management. The role is hands-on and execution-focused, ideal for someone who excels at building structure, improving processes, and leveraging data to drive decision-making.
Responsibilities
Commercial Operating System
- Own end-to-end revenue operations (Lead → Opportunity → RFP → Close)
- Ensure Salesforce is the single source of truth and reflects how the business sells
- Own pipeline integrity, enforcing qualification standards and CRM discipline
- Act as product owner for Salesforce, ensuring development is prioritised based on commercial impact
- Own Salesforce as a commercial platform, including roadmap, prioritisation, and delivery aligned to revenue outcomes
Pipeline & Forecast Integrity
- Own pipeline quality and enforce stage standards
- Monitor coverage, conversion, and velocity; identify risks and gaps early
- Challenge pipeline assumptions to ensure accurate forecasting
- Establish consistent forecasting cadence with Sales and Commercial Finance
Performance & Insight
- Track core KPIs (pipeline, conversion, velocity, revenue vs target)
- Deliver clear, actionable insight to improve performance
- Identify bottlenecks and drive improvements in conversion and speed
Process & System Enforcement
- Embed pricing guardrails and approval workflows into CRM
- Ensure correct routing and adherence to commercial policies
- Standardise deal structures, pricing logic, and commercial processes
Sales Enablement & Efficiency
- Ensure sales teams have clear, efficient processes and tools
- Reduce friction in deal progression through system and process optimization
- Integrate pricing and RFP workflows into CRM
Cross-Functional Alignment
- Act as operational interface across Sales, Marketing, Finance, and Tech
- Partner with IT and system teams to deliver against a RevOps-owned roadmap, ensuring build quality while retaining commercial prioritization
- Ensure marketing activity is measurable and tied to pipeline and revenue
- Establish consistent operating rhythms (forecasting, performance reviews)
Continuous Improvement
- Drive automation, standardisation, and data-driven decision making
- Continuously refine systems and processes to support scalable growth
Education & Experience
- 6–10 years of experience in Revenue Operations, Sales Operations or Commercial Operations
- Proven experience building CRM-led revenue processes in a scaling business
- Strong commercial acumen; able to challenge Sales and influence behaviour
- Hands-on Salesforce experience (not purely technical)
- Data-driven with ability to translate insight into action
- Proven track record building dashboards, KPIs, and forecasting models
- Experience supporting pricing, deal governance, or commercial approval processes
Core Competencies
- Analytical & Data-Driven: Strong ability to synthesize data into clear insights and actions
- Operational Executor: Focused on building scalable processes and driving discipline
- Collaborative Partner: Works effectively across Commercial, Finance, and Technology teams
- Hands-On & Detail-Oriented: Comfortable operating at both strategic and execution levels
- Systems Fluent: Deep understanding of CRM systems and reporting environments
- Results-Oriented: Drives measurable improvements in revenue performance and predictability
Success Measures (First 12 Months)
- Salesforce established as a trusted and accurate system of record
- Pipeline reflects reality with clear qualification standards consistently applied
- Improved forecast accuracy driven by stronger pipeline integrity
- Measurable improvement in conversion rates and pipeline velocity
- Standardized commercial processes (pricing, approvals, governance) in place
- Marketing activity fully measurable against pipeline and revenue
- Executive dashboards delivering clear, actionable performance insights
- Increased operational discipline supporting scalable, predictable growth
About Us
CIBT is the leading global provider of immigration and visa services for corporations and individuals with over 1,400 expert immigration and visa professionals, attorneys and qualified migration consultants located in over 60 offices in 27 countries.
With 30+ years of experience, CIBT is the primary service provider to 75% of Fortune 500 companies. CIBT offers a comprehensive suite of services under two primary brands: Newland Chase, a wholly owned subsidiary focused on global immigration strategy and advisory services for corporations worldwide and CIBTvisas, the market leader for business and other travel visa services for corporate and individual clients.
We commit to delivering a superior service experience to our clients on each and every engagement.
