Manager, Revenue Operations

Build the operational foundation for a fast-scaling GTM team

- Own and operate our 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.

- 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.

- 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.

- Build and refine our 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.

- Own data accuracy across accounts, contacts, opportunities, and forecasting artifacts.

- Implement standards, documentation, and processes that keep our GTM systems clean, reliable, and audit-ready.

- Troubleshoot issues and proactively refine workflows to minimize friction for field teams.

- 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.

- 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.

- Salesforce (admin + architecture experience strongly preferred)

- Forecasting / BI tools (Tableau, Metabase, Hex, Looker, or similar)

- Strong strategic and analytical instincts. You can model complex GTM scenarios, interpret trends, and translate insights into actionable recommendations.

- Systems thinking + execution ability. You understand how pipeline, routing, territories, forecasting, and compensation mechanics fit together - and can design processes that scale.

- High ownership and comfort with ambiguity. You thrive in environments with rapid iteration, incomplete data, and new GTM motions being built in real time.

- Exceptional communication and leadership presence. You can partner with AEs, SEs, founders, and executives with equal credibility - and you know how to influence without authority.

- Startup DNA. You execute fast, solve problems creatively, and enjoy being hands-on in the tools.

- 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.