Manager Revenue Operations

Second Front Systems • Full-time • Remote (Washington, District of Columbia, United States) • $155k - $165k / year • 2d ago

Second Front Systems is looking for a technically fluent, decisive, metrics-driven Manager of Revenue Operations to help scale our revenue engine and lead the team that runs it every day.

We're a defense-technology company where precision and compliance drive outcomes. In this role you'll help design, run and explain how revenue flows through 2F, from first pipeline to booking, renewal and expansion, across our commercial, federal, and international sales motions.

Reporting to our Director of Revenue Operations, you'll run the day-to-day operating model behind our go-to-market (GTM) organization, from planning, quotas and sales compensation to pipeline, forecasting, and deal desk. The goal is a forecast leadership can trust, deals that move cleanly from opportunity to contract, and reported revenue that stays accurate from booking through renewal, all backed by one source of truth we can defend.

We need someone who can build scalable revenue infrastructure, lead change across teams without formal authority, and shape the roadmap for our GTM tech stack.

You'll be a key partner to Sales, Finance, Marketing and Mission Success leaders. You'll bring discipline, accountability and a bias for action to every stage of the customer lifecycle, serving as the operational backbone of the revenue organization and a trusted voice on revenue performance.

Note: Candidates must reside in one of our approved hiring hubs:

DC/Maryland/Virginia
Raleigh/Durham/Chapel Hill, NC
Denver/Colorado Springs, CO
Dallas/Fort Worth, TX

This is a full-time position.

What You'll Do

Own the forecast. Model pipeline coverage, conversion and velocity, and build predictive forecasts that hold up quarter to quarter and inform long-term growth plans. Run the weekly forecast cadence and quarterly pipeline reviews across new business, renewals and expansion.
Protect revenue integrity with Finance. Keep bookings, billing, contract terms and revenue recognition inputs aligned. Reconcile CRM, CPQ and financial systems so what we sell, bill and report always match, and support the monthly close and board reporting.
Run planning, quotas and incentive comp. Partner with Sales, Finance and leadership on territory and capacity planning, quota setting and incentive plan design. Own plan documentation, crediting logic and payout accuracy.
Own pipeline integrity end to end. Keep Salesforce data accurate across commercial and federal deals, and track the details that make defense deals hard to forecast, such as contract vehicles, funding timing, government fiscal-year cycles and accreditation milestones.
Turn data into decisions. Build the metrics, dashboards and analysis that give 2F leadership a clear, executive-ready view of performance, so they can make confident calls on where to invest, what to prioritize and how we're tracking against targets.
Standardize the deal lifecycle. Set stage criteria, qualification standards and deal review discipline. Make sure every deal moves cleanly from opportunity to contract to customer handoff, with deal terms, accreditation requirements and go-live timelines carried through.
Align teams on revenue and delivery. Connect sales targets, pricing and contract terms to customer success and delivery capacity, so commitments are delivered on time and stay profitable after signature.
Shape the GTM tech stack. Set priorities for Salesforce, DealHub and connected tools, partner with our Senior Salesforce Solutions Architect to scope and roll out improvements, and drive adoption so our systems reflect how we actually sell.
Lead and grow the team. Manage and coach the Revenue Operations Analyst as a player-coach: set clear priorities and quality standards, review work, and create real growth opportunities. Build the documentation, playbooks and operating rhythms that let RevOps scale as 2F grows.

What You Bring

5+ years of experience in Revenue Operations, Sales Operations, Business Operations or Strategy & Operations, ideally at a high-growth B2B software company.
2+ years managing people, or leading cross-functional programs as a player-coach, with measurable outcomes.
A track record of building forecasting models and pipeline governance that measurably improved forecast accuracy.
Deep hands-on Salesforce expertise across data architecture, reporting and governance, plus experience with CPQ platforms and quote-to-cash workflows.
Financial acumen to partner with Finance on bookings, billing and revenue recognition inputs, and to reconcile them across systems.
Strong analytical skills: advanced Excel or Google Sheets, working proficiency in SQL and BI tools, and experience turning large datasets into clear recommendations.
Excellent stakeholder management and the ability to lead change without formal authority, plus comfort building and documenting process in a scaling, sometimes ambiguous organization.
Experience supporting complex, long-cycle, multi-stakeholder sales, such as enterprise, government or regulated-industry deals.

Preferred

Hands-on experience with Salesforce and DealHub, plus the broader GTM stack.
Experience designing or administering sales and customer success compensation plans.
Experience in GovTech, defense or public-sector software, including familiarity with federal contract vehicles, option-year structures, government fiscal cycles and accreditation requirements.

The base salary for this position will fall between $155,000 and $165,000. Your ultimate compensation will be determined by professional background, technical proficiency, seniority, and regional cost factors. Furthermore, this opportunity includes potential eligibility for equity awards and discretionary bonuses, rounding out a comprehensive total rewards offering.

Success at 2F Looks Like:

A proactive and solutions oriented mindset
Viewing obstacles as opportunities for growth
Having a bias toward action and tangible, measurable results
Being team-oriented with a focus on personal responsibility and autonomy

Perks & Benefits:
This role is a full time position. As a public benefit corporation, we’re a team of purpose-driven trailblazers transforming the future of U.S. national security. We hire the best to do their best and, as such, we are committed to providing the perks and benefits you need to be successful—both in- and outside the workplace.

Perks of Joining Our Team:

Competitive salary
100% employer-paid medical, dental, and vision coverage for you and your dependents
401(k) with a 3% company contribution
Comprehensive wellness benefits, including a One Medical membership, mental health resources, family planning support, and more
Equity incentive plan
New hire technology and home office stipend
Annual professional development stipend
Flexible paid time off, plus all federal holidays
Generous parental leave
Flexible remote work opportunities
Employee referral bonus program

Visit our careers page to learn more.

Who We Are:
Second Front Systems (2F) is a public-benefit software company powering software for the free world. We eliminate the friction that slows innovation, enabling faster, more secure development and deployment of software across government and regulated networks. Built by national security veterans and backed by top-tier venture capital, our platform is trusted by the world’s leading organizations to cut deployment timelines from years to weeks. We move fast, solve hard problems, and deliver trusted capabilities where they’re needed most. Our work strengthens global security and gives the United States and its allies a lasting competitive advantage. Learn more at secondfront.com.

One last thing:
We are an equal opportunity employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity or expression, pregnancy, age, national origin, disability status, genetic information, protected veteran status, or any other characteristic protected by law.

Are you ready to join our team:
To apply, click the “Apply for This Job” button at the top or bottom of this page and complete the application form. This position will remain open until filled, and applications will be reviewed on a rolling basis.

State notices:
Colorado:
In accordance with Colorado law, applicants may redact their date of birth, dates of attendance, and dates of graduation from any uploaded documents.
Maryland:
Under Maryland law, an employer may not require or demand, as a condition of employment, prospective employment, or continued employment, that an individual submit to or take a polygraph examination or similar test. An employer who violates this law is guilty of a misdemeanor and subject to a fine not exceeding $100.

Compensation Range: $155K - $165K

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