About the Role
We're looking for a strategic and data-driven Senior Revenue Operations Manager to build and scale the operating system behind our Go-to-Market (GTM) organization.
This role sits at the intersection of Strategy, Operations, Analytics and Technology, partnering closely with Sales, Marketing, Customer Success, Finance and Executive Leadership to improve how we acquire, convert, retain and grow customers.
You'll own the operating cadence of the revenue organization—from planning and forecasting to process design, business intelligence, compensation, automation and GTM systems. Success in this role requires someone who enjoys solving ambiguous business problems, designing scalable processes and using data to drive better decisions.
As AI becomes increasingly central to how businesses operate, you'll also be expected to champion AI adoption across the GTM organization—leveraging AI to improve productivity, solve operational challenges and enable your team to build scalable solutions that create measurable business impact.
This is a people management role, leading a team responsible for Revenue Operations while acting as a strategic partner to GTM leadership.
What You'll Own
Revenue Strategy & Planning
- Partner with GTM leadership to develop annual and quarterly operating plans.
- Drive forecasting, pipeline planning, capacity planning and target setting across the revenue organization.
- Own the operating cadence of the GTM organization, including forecasting reviews, business reviews, quarterly planning and executive performance reporting.
- Translate company growth objectives into measurable operational initiatives.
Business Intelligence & Analytics
- Build executive dashboards and reporting frameworks that provide visibility into pipeline health, sales performance, customer retention and business growth.
- Analyze funnel performance to identify bottlenecks, growth opportunities and operational improvements.
- Present actionable insights that influence strategic decision-making at the executive level.
- Work on large datasets encompassing org-wide tech stack to drive strategic initiatives.
Process Design & Operational Excellence
- Design and continuously improve scalable GTM processes across Marketing, Sales, Customer Success and Partnerships.
- Eliminate operational inefficiencies through thoughtful process redesign and cross-functional alignment.
- Establish governance around data quality, operational consistency and execution.
Commercial Operations
- Design and administer sales compensation plans, incentive programs and performance measurement frameworks.
- Support pricing, packaging and commercial initiatives through financial and operational analysis.
- Partner with Finance on forecasting, reporting and revenue planning.
GTM Systems & Automation
- Own the Revenue Operations technology stack, ensuring systems are scalable, integrated and aligned with business needs.
- Identify opportunities to automate manual workflows and improve operational efficiency.
- Partner with Engineering and IT to implement new tools, integrations and scalable operational solutions.
AI & Operational Innovation
- Champion the adoption of AI across the Revenue organization to improve productivity, decision-making and operational efficiency.
- Identify business problems that can be solved through AI, automation or lightweight internal tooling, and drive solutions from ideation through implementation.
- Build or orchestrate AI-powered solutions, while mentoring the team to leverage AI effectively in their day-to-day work.
- Foster an AI-first culture by encouraging experimentation, knowledge sharing and continuous improvement across Revenue Operations.
- Continuously evaluate emerging AI capabilities and recommend practical applications that create measurable business impact.
Cross-functional Leadership
- Act as a strategic advisor to Sales, Marketing, Customer Success and Executive Leadership on operational initiatives.
- Lead cross-functional projects that improve productivity, reporting and business performance.
- Build strong relationships across departments to drive alignment, accountability and execution.
Team Leadership
- Lead, mentor and develop a high-performing Revenue Operations team.
- Establish clear goals, prioritize strategic initiatives and create opportunities for professional growth.
- Foster a culture of analytical thinking, operational excellence, ownership and continuous improvement.
What We're Looking For
- 7–10 years of experience in Revenue Operations, Sales Operations, Business Operations or Strategy within a high-growth B2B SaaS company.
- Previous experience managing and developing high-performing teams.
- Strong understanding of SaaS business models, revenue metrics and GTM operations.
- Experience partnering with executive leadership on strategic planning, forecasting and operational initiatives.
- Strong analytical mindset with the ability to translate complex data into actionable business recommendations.
- Demonstrated experience designing scalable business processes across multiple GTM functions.
- Strong AI proficiency with the ability to leverage modern AI tools to solve business problems, accelerate analysis and improve operational efficiency.
- Demonstrated ability to identify opportunities where AI, automation or lightweight software solutions can create outsized business impact.
- Experience with CRM platforms, reporting tools and modern Revenue Operations technology stacks.
- Working knowledge of SQL and data analysis, with the ability to collaborate effectively with technical teams on more advanced analytical requirements.
- Excellent stakeholder management, communication and project management skills.
- A builder's mindset with the curiosity to experiment, rapidly prototype solutions and continuously improve how work gets done.
- Ability to thrive in fast-paced, ambiguous environments and balance strategic thinking with execution.
Nice to Have
- Experience with HubSpot, BigQuery, Mixpanel, Intercom, Clari, Chargebee or similar GTM platforms.
- Experience supporting international GTM organizations.
- Familiarity with automation platforms, APIs and workflow orchestration tools.
- Experience building executive reporting and board-level business reviews.
