Role Summary
The Revenue Operations Planning & Governance Manager is responsible for defining the operating framework that drives revenue growth, commercial effectiveness and execution consistency across the organisation.
This role serves as the strategic design authority within Revenue Operations, owning the policies, processes, frameworks, methodologies and governance models that guide Sales, Customer Success, Marketing and Operational teams.
While execution teams are responsible for delivery, this role establishes the standards, guardrails and best practices that enable consistent, scalable and high-performing commercial operations.
The role partners closely with Sales Leadership, Finance, HR, Enablement, Marketing, Customer Success and Revenue Operations teams to design how the business plans, measures, rewards and executes revenue-generating activities.
Key Responsibilities
Commercial Planning, Capacity & Quota Strategy
- Own the design of commercial planning frameworks aligned to corporate growth objectives.
- Develop quota-setting methodologies and governance standards across commercial functions.
- Define capacity planning and workforce modelling approaches to support growth targets.
- Create productivity benchmarks, performance assumptions and coverage models.
- Partner with Finance and business leaders to align headcount investment with revenue outcomes.
- Develop planning guidelines and annual operating planning frameworks.
- Review and refine territory, segmentation and account coverage strategies.
Incentive Design & Performance Management
- Own the design and governance of compensation plans, commission structures and incentive frameworks.
- Define sales performance measures and reward principles that support business objectives.
- Partner with HR, Finance and Sales Leadership to ensure compensation plans drive desired behaviours.
- Develop incentive governance policies and commission administration guidelines.
- Analyse compensation effectiveness and recommend improvements.
- Establish frameworks for assessing sales productivity and performance outcomes.
- Ensure alignment between performance measures, targets and commercial strategy.
Revenue Process Governance & Operating Model Design
- Act as the owner of core revenue-generating processes across the customer lifecycle.
- Define and govern end-to-end commercial operating procedures and standards.
- Establish clear Rules of Engagement between Sales, Marketing, Customer Success, Partnerships and other commercial functions.
- Design scalable operating models that improve efficiency, accountability and customer experience.
- Define governance frameworks, approval structures and decision rights.
- Drive process standardisation and best practice adoption across commercial teams.
- Ensure operating models remain effective as business requirements evolve.
Sales Methodology, Forecasting & Execution Frameworks
- Define and govern sales methodologies, stage definitions, qualification standards and execution frameworks.
- Establish forecasting methodologies, governance processes and forecasting cadences.
- Define pipeline management standards and inspection frameworks.
- Create guidance for opportunity management, deal reviews and sales execution practices.
- Partner with sales leaders to improve forecast accuracy and pipeline predictability.
- Develop frameworks that improve the consistency and effectiveness of commercial execution.
- Ensure methodologies and processes are measurable, scalable and aligned with business objectives.
Enablement Strategy, Performance Measurement & Continuous Improvement
- Conduct capability and needs assessments across commercial functions.
- Define enablement priorities and learning requirements aligned to strategic business objectives.
- Design enablement frameworks, curricula and content requirements for execution teams.
- Establish sales scorecards, KPI frameworks and performance measurement standards.
- Define the metrics, leading indicators and productivity measures used to assess commercial performance.
- Develop governance around performance reporting and operational reviews.
- Lead continuous improvement initiatives across planning, governance and execution frameworks.
- Ensure feedback from the business is translated into enhancements to operating models, policies and processes.
