Manager, Revenue Operations

What You’ll Do

Build the operational foundation for a fast-scaling GTM team

• Own and operate core GTM systems — including Salesforce, sales engagement, marketing automation, and BI tools.
• Translate GTM requirements into scalable workflows, automations, and processes across Sales, Marketing, Partnerships, and CS.
• Maintain and optimize lead routing, account assignment, opportunity stages, and forecasting frameworks.

Be the analytics and insights engine for GTM leadership

• Build dashboards and analytics that surface insights on pipeline health, funnel conversion, rep productivity, bookings, and forecast accuracy.
• Identify underperformance or whitespace opportunities across segments and propose clear recommendations.
• Provide GTM reporting for leadership, investors, and the Board.

Partner closely with Sales

• Support forecasting cadences, quarterly planning, and coverage modeling for two distinct segments.
• Work with Enterprise AEs on deal support, pricing workflows, approval routing, and data accuracy for large evaluations.
• Collaborate with Solutions Engineering on evaluation tracking and technical win/loss insights.

Drive strategic GTM programs

• Build and refine segmentation, territory models, and capacity planning frameworks as we scale.
• Lead programs focused on pipeline generation, pricing strategy, sales productivity, and stage-by-stage conversion improvements.
• Evaluate and implement new GTM tools to improve efficiency and visibility.

Ensure data governance and system health

• Own data accuracy across accounts, contacts, opportunities, and forecasting artifacts.
• Implement standards, documentation, and processes that keep GTM systems clean, reliable, and audit-ready.
• Troubleshoot issues and proactively refine workflows to minimize friction for field teams.

Act as a cross-functional operator

• Partner with Product and Engineering to embed pricing, packaging, and usage signals into GTM processes.
• Align with Finance on ARR definitions, forecast methodologies, and booking governance.
• Work directly with Marketing on attribution, lead scoring, and funnel visibility.

You’ll Be a Great Fit If You Have

• 5–8 years experience in Revenue Operations, Sales Ops, GTM Systems, or Strategy.
• Experience in a high-growth SaaS or infrastructure/devtools company strongly preferred.
• Hands-on expertise with GTM systems: Salesforce (admin + architecture experience strongly preferred), sales engagement tooling (Outreach, Apollo), marketing automation tools, forecasting / BI tools (Tableau, Metabase, Hex, Looker, or similar).
• SQL proficiency or strong analytics fluency is a plus.
• Strong strategic and analytical instincts.
• Systems thinking + execution ability.
• High ownership and comfort with ambiguity.
• Exceptional communication and leadership presence.
• Startup DNA.

Bonus Points

• Experience supporting Enterprise and Digital Native segments simultaneously.
• Prior work with usage-based pricing models, cloud cost data, or technical product signals.
• Familiarity with developer tools, CI/CD pipelines, cloud infrastructure, or DevOps workflows.
• Exposure to compensation modeling, quota design, and coverage models.
• Experience building RevOps from early stage → scale.

Compensation & Benefits

• Competitive salary + meaningful equity.
• Medical, dental, and vision insurance.
• 401K match.
• Unlimited PTO.
• Early-exercise stock options.
• 12 weeks fully paid parental leave (U.S.).
• Annual team offsite.