Senior Revenue Operations Manager

This is a fully remote position, open to applicants in United States, +1 more country.

📋 Description

• Take ownership of policies that dictate how deals are recorded, credited, and forecasted, which includes bookings rules, opportunity netting, as well as sales stages and exit criteria.

• Draft policies, secure necessary approvals, and ensure that the field comprehends the changes and their underlying rationale.

• Identify, validate, quantify, and address process issues through data analysis and root-cause examination.

• Collaborate with Revenue Systems to enforce policies via system rules, validations, and alerts.

• Enhance forecasting methodologies by comparing actual results with projections, clarifying discrepancies, and modifying ineffective processes.

• Align field forecasts with the financial outlook in partnership with Finance and Revenue Analytics.

• Manage the weekly forecast presentations for the Chief Revenue Officer (CRO) and sales leadership.

• Incorporate forecasting and policy insights into the annual planning process.

• Organize the weekly, monthly, and quarterly reviews, metrics, and follow-ups for the CRO organization.

• Evaluate the impacts on pipeline integrity, data quality, forecast precision, and bookings.

• Work in tandem with Revenue Strategy & Operations, Finance, Product, Data, and Enablement to promote field adoption.

• Keep cadence documentation up to date.

• Mentor team members while enhancing process documentation and execution.

⛳️ Requirements

• Background in Sales Operations, Revenue Operations, management consulting, or a related field, particularly in overseeing a daily forecasting process within a B2B subscription model.

• Solid understanding of pipeline stages, deal bookings and crediting, definitions of bookings and ARR, as well as how compensation influences sales representative behavior.

• Exceptional data analysis capabilities.

• Highly skilled in Excel or Google Sheets.

• Proficient in constructing models from the ground up and verifying numerical accuracy.

• Ability to work autonomously while also collaborating effectively with stakeholders.

• Strong writing skills characterized by clarity and conciseness.

• Comfortable engaging with senior leadership, including a CRO.

• Possess systems thinking and the capacity to quickly learn new tools and domains.

• Familiarity with the interconnections between CRM, quoting, billing, and compensation systems.

• Preferred, but not mandatory: experience with bookings, crediting, or deal policies; revenue forecasting based on consumption or usage; familiarity with Clari; Salesforce reporting; consulting, strategy, or structured problem-solving skills.

🏝️ Benefits

• Comprehensive benefits designed to support your health, financial needs, and overall well-being.

• Flexible Paid Time Off policy.

• Access to Team Member Resource Groups.

• Equity Compensation and Employee Stock Purchase Plan.

• Growth and Development Fund.

• Parental Leave provisions.

• Incentive pay potential of up to 100% of the base salary for sales positions.