Revenue Operations Manager

This is a fully remote position, open to applicants in District of Columbia.

📋 Description

• Develop and implement the go-to-market operational framework, which includes defining the Ideal Customer Profile (ICP), market segmentation, competitive positioning, and designing the GTM motion.

• Execute territory assignments, establish account routing rules, and maintain pipeline hygiene processes directly within the CRM.

• Convert executive business goals into actionable operational blueprints, processes, and measurable execution strategies.

• Spearhead the creation of an AI-first GTM operating model—identifying opportunities where AI agents, automation, and predictive intelligence can enhance or replace manual RevOps workflows across all domains.

• Assess, recommend, and deploy AI-native GTM tools for pipeline intelligence, lead scoring, forecasting, and conversation analytics.

• Develop and manage the lead lifecycle model, including definitions for MQL, SAL, and SQL, as well as handoff rules and SLA standards between Marketing and Sales.

• Design and oversee the deal desk framework, which includes approval tiers, escalation pathways, authority matrices, and SLA standards for non-standard deal reviews.

• Create deal structuring guidelines that encompass discount thresholds, multi-year pricing, bundling, and non-standard commercial terms.

• Formulate compensation plans that align with business outcomes and growth stages, incorporating incentive structures, accelerators, SPIFFs, and quota frameworks.

• Oversee the annual and mid-year compensation plan rollout process and conduct weekly forecasting operations to ensure accuracy tracking across segments and sales teams.

• Create dashboards for monitoring pipeline health, representative performance, conversion trends, and revenue metrics to aid executive decision-making.

⛳️ Requirements

• 4–7 years of experience in Revenue Operations, Sales Operations, GTM Strategy, or a comparable operational role within a B2B SaaS or high-growth environment.

• Proven track record in designing and implementing operational frameworks, processes, and systems that drive revenue growth and organizational scalability.

• Strong expertise in Salesforce, including workflow automation, reporting, CRM administration, and process optimization.

• Experience in managing forecasting processes, territory planning, pipeline management, and revenue analytics.

• Advanced skills in Excel or Google Sheets; experience in creating dashboards using BI tools such as Tableau, Looker, or similar platforms.

• Background in cross-functional collaboration with Sales, Marketing, Finance, Customer Success, and Legal teams.

• Familiarity with evaluating or implementing AI-native GTM tools and translating their outputs into operational strategies.

• Bachelor’s degree or an equivalent combination of education and practical experience.

🏝️ Benefits

• Competitive medical, dental, and vision coverage.

• Company-sponsored pension plan and 401(k) matching.

• Three weeks of vacation and up to three weeks of paid sick leave.

• Nine paid holidays and two personal days.

• 20 weeks of paid parental leave for new parents.

• Comprehensive mental health resources.

• Backup care and caregiver concierge services.

• Gender-affirming services.

• Pet insurance.

• Complimentary Post digital subscription.

• Leadership and career development programs.