Revenue Operations Manager

What you'll do

• Own the enterprise reporting layer
• Build and maintain dashboards that give real-time visibility into pipeline health, stage conversion, sales velocity, coverage ratios, and attainment against plan, cut by vertical, segment, and rep.
• Establish a single agreed definition for every core metric (pipeline created, qualified pipeline, coverage multiple, win rate, cycle time, ACV, committed vs. consumed) and defend it.
• Report bookings, recognized revenue, and consumption as the distinct measures they are, and make the bridge between them legible to people who do not live in the model.
• Run the operating cadence: weekly pipeline reviews, forecast calls in Salesforce and Clari, MBRs, QBRs, and the enterprise section of board reporting.
• Build stakeholder-specific, self-serve views so vertical leaders, sales development, and partnerships can answer their own routine questions without opening a ticket with you.
• Turn the data into insight
• Answer the hard "why" questions, e.g., why Stage 3 conversion dropped in financial services, which sourcing motions produce the highest-ACV enterprise deals, where multi-year agreements stall in legal review.
• Build leading indicators and early-warning triggers so leadership sees a coverage or velocity problem 60 days out rather than in the last week of the quarter.
• Pressure-test the forecast.
• Deliver an independent bottoms-up call and be willing to disagree with the field's number in front of senior leaders.
• Diagnose where to reallocate capacity, headcount, and pipeline generation effort across verticals, and bring the recommendation, not just the chart.
• Produce the analysis behind strategic bets: segmentation changes, territory restructuring, pricing and packaging shifts, new vertical entry.
• Instrument the funnel and the systems that feed it
• Own top-of-funnel reporting for Sales Development: lead conversion loops, sourced vs. influenced pipeline, meeting-to-opportunity rates, and adherence to the Sales Development Playbook.
• Champion CRM data integrity.
• Set and enforce completeness standards for qualification fields, next steps, close dates, and competitive tags.
• Work hands-on in the GTM stack: Salesforce, Clari, Outreach, ZoomInfo, LinkedIn Sales Navigator, and Clay.
• Partner with GTM Engineering to automate reporting and enrichment, and use AI aggressively to compress your own analysis cycle.
• Support planning and compensation
• Support the Director of Enterprise GTM Architecture through annual and quarterly planning: capacity modeling, territory design, headcount planning, and quota setting.
• Partner with Finance and Legal on the design and modeling of Enterprise and Sales Development commission plans, and own the reporting that tracks whether those plans are driving the intended behavior.

Who you are

• 8+ years in revenue operations, sales operations, GTM strategy, or a highly quantitative business operations role at a high-growth B2B SaaS, PaaS, or AI infrastructure company.
• Time in management consulting, investment banking, or PE counts toward this when paired with in-house operating experience.
• Analytically hands-on.
• Deep Salesforce reporting fluency, strong command of at least one BI layer (Looker, Hex, Tableau, Sigma), and comfort writing SQL against a warehouse (Snowflake, BigQuery, Databricks).
• Enterprise sales fluency.
• A track record of reporting people use.
• Structured under ambiguity.
• Commercially and technically curious.
• Persuasive with executives.

What success looks like

• By 90 days: Core metric definitions are agreed and documented. Weekly enterprise pipeline review runs off a single dashboard you own. You have found and named at least one thing about the funnel that leadership did not know.
• By 6 months: Leadership has leading indicators for coverage and velocity by vertical. Your forecast call is one leadership actively wants to hear. Data completeness standards are enforced and measurably improving.
• By 12 months: Enterprise reporting is largely self-serve. Your time has shifted from producing reports to answering the strategic questions that shape next year's plan.

Compensation packages

• Base salary, equity, and benefits.
• Base salary range for this full-time position in San Francisco: $207,200 — $259,000 USD.
• Comprehensive health, dental and vision coverage, retirement benefits, a learning and development stipend, and generous PTO. Additionally, this role may be eligible for additional benefits such as a commuter stipend.