Manager, Revenue Operations

This is a fully remote position, open to applicants in Maryland, +1 more state.

📋 Description

• Take ownership of forecasting, which includes pipeline coverage, conversion rates, velocity, and predictive forecasts.

• Conduct weekly forecasting cycles and quarterly pipeline assessments for new business, renewals, and expansions.

• Coordinate bookings, billing, contract terms, and revenue recognition inputs with the Finance team.

• Reconcile data across CRM, CPQ, and financial systems while supporting monthly closing processes and board reporting.

• Lead planning for territories and capacity, along with quota setting and incentive plan development.

• Manage documentation of plans, crediting logic, and ensure accuracy in payouts.

• Ensure the integrity of Salesforce pipeline data for both commercial and federal transactions.

• Monitor contract vehicles, funding timelines, government fiscal-year cycles, and accreditation milestones.

• Create metrics, dashboards, and performance analyses ready for executive review.

• Standardize deal stages, qualification criteria, and the discipline of deal reviews.

• Guarantee that deals advance from opportunities to contracts and to customer handoff.

• Align sales objectives, pricing strategies, and contract terms with customer success and delivery capabilities.

• Prioritize tasks for Salesforce, DealHub, and integrated GTM tools.

• Collaborate with the Senior Salesforce Solutions Architect on enhancements and user adoption.

• Oversee and mentor the Revenue Operations Analyst.

• Develop documentation, playbooks, and operational rhythms to facilitate company growth.

• Work alongside leaders from Sales, Finance, Marketing, and Mission Success.

⛳️ Requirements

• Minimum of 5 years' experience in Revenue Operations, Sales Operations, Business Operations, or Strategy & Operations, preferably within a high-growth B2B software environment.

• At least 2 years in a managerial role or leading cross-functional projects as a player-coach, demonstrating measurable results.

• Proven history of developing forecasting models and governance processes that significantly enhanced forecast accuracy.

• Extensive hands-on experience with Salesforce, including data architecture, reporting, and governance.

• Familiarity with CPQ platforms and quote-to-cash processes.

• Strong financial acumen to collaborate with Finance on bookings, billing, and revenue recognition inputs, and to ensure reconciliation across systems.

• Proficient in advanced Excel or Google Sheets.

• Working knowledge of SQL and BI tools.

• Experience in transforming large datasets into actionable insights.

• Excellent stakeholder management skills with the ability to drive change without formal authority.

• Comfortable creating and documenting processes in a scaling, occasionally ambiguous organization.

• Experience in supporting complex, long-cycle, multi-stakeholder sales processes, such as enterprise, government, or regulated industry deals.

• Hands-on experience with Salesforce and DealHub, as well as the broader GTM technology stack.

• Background in designing or managing sales and customer success compensation plans.

• Experience in GovTech, defense, or public-sector software, including knowledge of federal contract vehicles, option-year structures, government fiscal cycles, and accreditation requirements.

• Candidates should reside in the DC/Maryland/Virginia hiring hub.

• U.S. citizenship is required.

• Current security clearance is mandatory.

🏝️ Benefits

• Potential eligibility for equity awards.

• Discretionary bonuses available.

• 100% of medical, dental, and vision coverage paid for by the employer for you and your dependents.

• 401(k) plan with a 3% company contribution.

• Comprehensive wellness benefits, including a One Medical membership, mental health resources, family planning support, and more.

• Equity incentive plan offered.

• Technology and home office stipend for new hires.

• Annual professional development stipend provided.

• Flexible paid time off, in addition to all federal holidays.

• Generous parental leave policy.

• Opportunities for flexible remote work.

• Employee referral bonus program in place.