Revenue Operations Manager, Downmarket

What you’ll do

• Define and enforce opportunity stage entry and exit criteria.
• Establish deal inspection frameworks by segment and deal size.
• Identify and eliminate poorly qualified pipeline, stalled or aging deals, inflated close dates, and optimistic forecasts.
• Create clear standards for when deals advance, reset, or exit the pipeline.
• Own forecast methodology and call discipline across segments.
• Standardize forecast categories (Commit, Best Case, Pipeline, etc.).
• Lead or co-lead weekly forecast calls with Sales leadership.
• Track and surface forecast bias, slippage patterns, and risk signals.
• Improve forecast accuracy, confidence, and consistency over time.
• Design and run pipeline councils by segment.
• Ensure pipeline reviews are forward-looking, decision-oriented, and action-driven.
• Equip Sales leaders with consistent inspection views that drive accountability.
• Make pipeline hygiene a management habit, not a Rev Ops cleanup task.
• Partner closely with Revenue Intelligence & Analytics and Systems and Data teams.
• Translate execution issues into process improvements, system enforcement, and clear operating guidance.
• Provide structured feedback into GTM strategy and planning.
• Define and own the core pipeline and forecast KPIs.
• Hold the organization accountable to stage-to-stage conversion, deal aging, and forecast accuracy.
• Ensure leaders understand why deals slip — not just that they did.

Skills you’ll bring

• 7–10 years of total professional experience.
• 4–6+ years in Sales Operations, Revenue Operations, or GTM Strategy.
• Experience supporting Direct Sales Teams and/or Channel organizations.
• SaaS experience strongly preferred.
• Strong analytical mindset with the ability to turn data into decisions.
• Comfortable working with ambiguity and building structure where none exists.
• Excellent executive communication — written, verbal, and storytelling.
• Ability to influence senior stakeholders without formal authority.
• High ownership mentality: you see problems and fix them.
• Detail-oriented but able to zoom out to the bigger picture.
• Strong experience with Salesforce, Tableau, Outreach, Clay, Scratchpad, and ZoomInfo.
• Familiarity working alongside tools like Anaplan, routing platforms (Leandata), or forecasting tools (Clari).
• Ability to partner effectively with Business systems and analytics teams.