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CapeCapeArlington, VA

Revenue Operations Manager

Own and scale CRM systems, processes, analytics, and forecasting for Cape's go-to-market engine. Hands-on with Salesforce data modeling, pipeline reporting, deal desk, and cross-functional enablement for Business Development, Ops, and Finance teams. Requires 4+ years RevOps/SalesOps experience, strong Salesforce and analytical skills.

150k – 180k/yr
Hybrid4+ YOERevenue Operations

About the role

Responsibilities

  • Own the CRM (Salesforce) data layer: object model, field definitions, pipeline data integrity, and hygiene processes.
  • Evaluate, select, and integrate GTM tools with thoughtful build-vs-buy decisions.
  • Partner with data/analytics teams to ensure clean CRM data flows into downstream reporting and BI systems.
  • Build and maintain reporting and dashboards for pipeline health, conversion, and rep performance.
  • Support monthly/quarterly business reviews with data-backed narratives.
  • Own or support deal desk operations: approval workflows, non-standard deal structuring, and SLA management.
  • Document and continuously improve sales processes and methodology from prospecting through close.
  • Partner with Ops for seamless implementations and create automations for customer lifecycle management.
  • Ensure on-target fulfillment through detailed information management and communication.
  • Act as operational thought partner to Business Development, Operations, and Finance leadership.
  • Translate business needs into scalable systems and processes.
  • Enable BD team with training on pricing strategy, customer-facing collateral, and product SKUs.
  • Communicate clearly with technical and non-technical stakeholders, including executives.

Requirements

  • 4+ years of experience in Revenue Operations, Sales Operations, GTM Systems, or closely related role, ideally in B2B SaaS or defense tech.
  • Strong hands-on experience with Salesforce (administration, reporting, data model design); certification a plus.
  • Solid analytical skills with SQL, Excel/Sheets, and BI tools (e.g., Looker, Tableau, Power BI).
  • Experience owning or heavily supporting a forecasting cadence and pipeline reporting.
  • Familiarity with broader revenue tech stack (marketing automation, sales engagement, CPQ, BI, data warehouse tools).
  • Track record of turning ambiguous problems into documented, scalable processes.
  • Excellent written and verbal communication skills; ability to work cross-functionally and present to leadership.
  • Builder's mindset: bias toward action, comfortable prototyping solutions.

Nice-to-Haves

  • Experience with quote-to-cash processes (billing, order management, revenue recognition).
  • Experience with compensation administration platforms.

Compensation

  • $150k - $180k

Skills

SalesforceSQLExcelLookerTableauPower BICPQForecastingpipeline reportinggtm toolsMarketing Automationsales engagementdata warehouse

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