Revenue Ops Manager – Sales Focused

This is a fully remote position, open to applicants in United States.

📋 Description

• Sales compensation: Design, model, and sustain representative compensation plans to ensure incentives align with company revenue objectives. Take ownership of quota setting and the associated modeling. Execute compensation scenarios and conduct pressure tests before implementation. Manage compensation planning for each cycle, from initial modeling to final rollout. Provide representatives and team leads with real-time visibility into attainment throughout the quarter and proactively identify when someone is falling behind.

• Monthly sales growth review: Oversee the entire process, including preparation, analysis, and a clear understanding of the factors driving or hindering growth. Highlight gainers, losers, new versus expansion revenue, and areas where growth among established customers is slowing. Avoid waiting for the monthly meetings by providing lightweight weekly or biweekly updates to sales leads and representatives, ensuring that insights are readily available. Utilize the review as a decision-making tool, focusing on leading indicators, levers, and gaps rather than just numbers.

• Triggers & proactive monitoring: Establish alerts for the elements that significantly impact sales-led revenue: deals moving through stages, forecasts diverging from pacing mid-quarter, representatives lagging in attainment, churn or expansion signals, and outliers in ICP scores. Identify issues early and direct them to the appropriate representative or lead with suggested actions, transforming the monthly review into a synthesis rather than a discovery session.

• Pipeline & forecast discipline: Take charge of pipeline integrity, deal stage definitions, and forecast accuracy, working collaboratively with the Revenue Leader. Develop a minimum viable process that provides reliable signals without overwhelming representatives with CRM administration. Be assertive regarding the data, metrics, and roadmap for Salesforce and Vitally.

• Decision support: Conduct win/loss analyses, establish discounting and pricing guidelines (supported by thorough analysis), implement ongoing tests throughout the sales funnel, and design small experiments in the sales process, evaluating their effectiveness honestly.

• A sales revenue source of truth: Create a reliable framework for activation, expansion, and attribution metrics related to the sales-led approach. Determine what genuinely correlates with revenue as opposed to what has been assumed (e.g., whether our ICP score aligns with actual revenue outcomes). Explore open metric inquiries, such as how NRR aggregates and the variances within it. Be the trusted source for insights on "what's truly happening with sales-led revenue."

⛳️ Requirements

• Experience in RevOps, sales operations, finance, or a strategy/analytics role with direct revenue involvement.

• Proficient in data analysis, SQL or an equivalent language; able to derive answers independently rather than relying on others.

• Previous experience in designing or managing sales compensation plans, with an understanding of how incentives influence behavior at the margin.

• Familiarity with usage-based / PLG revenue models where the distinction between self-service and sales-led approaches is unclear.

• An proactive operator: you develop monitoring systems and updates that highlight issues early, rather than waiting to be prompted.

• Comfortable with uncertainty and starting from scratch: you establish systems and definitions where none exist, without creating unnecessary bureaucracy.

• Capable of influencing without authority: sales, finance, and product teams will trust your data because you have earned that trust, not because of your position.

🏝️ Benefits

• Transparency: Everyone has access to our roadmap, compensation practices (including termination policies), strategies, and operational methods through our public company handbook. Internally, we disclose revenue, notes, slides from board meetings, and fundraising strategies to ensure everyone has the context needed for informed decision-making.

• Autonomy: We empower everyone to decide their next course of action based on what will most significantly impact our customers and what they find engaging and motivating. Engineers lead product teams and make product decisions. Teams are adaptable and can easily change as necessary.

• Shipping fast: Our goal is to develop numerous products; therefore, we cannot afford to ship at a conventional pace. We have structured the company around small teams—autonomous, highly-efficient groups of skilled engineers capable of outpacing much larger companies due to their end-to-end ownership of products.

• Time for building: No products are shipped during meetings. As a natively remote company, we prioritize asynchronous communication—PRs > Issues > Slack. Tuesdays and Thursdays are designated as meeting-free days, allowing us to focus on productive building rather than perfect coordination. This role will likely be the most productive job you've ever had.

• Ambition: We are committed to tackling significant challenges. We firmly believe that aiming for the highest possible outcomes, even if we sometimes fall short, is preferable to never attempting. We maintain an optimistic outlook regarding what is achievable and our ability to reach those goals.

• Being weird: Being "weird" means redesigning an already exceptional website for the fifth time. It means launching every product related to customer data. It means creating an objectively unnecessary developer tool with questionable shareholder value. Embracing unconventional ideas provides a competitive edge and is enjoyable.