Senior Revenue Operations Manager
New
G
GitLabDevSecOps software
Remote, Canada; Remote, United StatesFull-TimeManager
Salary$104,800 — $176,400 USD
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Job Details
- Required Skills
- Microsoft ExcelGoogle SheetsCRM
Requirements
- Experience in Sales Operations, Revenue Operations, management consulting, or a similar role.
- Experience running a forecast process day to day in a B2B subscription business.
- Practical understanding of sales organizations, pipeline stages, deal bookings and crediting, bookings and ARR definitions, and how compensation influences sales representative behavior.
- Strong data analysis skills and high proficiency in Excel or Google Sheets.
- Ability to build a model from scratch and check calculations before sharing them.
- Ability to work independently, identify required work, and partner with stakeholders to complete it.
- Clear, concise writing, including the ability to summarize complex issues for senior leaders.
- Comfort working with senior leaders, including incorporating CRO feedback into processes or readouts.
- Systems thinking and ability to learn new tools and domains quickly.
- Understanding of how CRM, quoting, billing, and compensation systems connect and how changes affect them.
Responsibilities
- Own and document policies for deal booking, crediting, forecasting, opportunity netting, sales stages, and exit criteria.
- Identify process problems, validate and size them with data, find root causes, and drive fixes with the appropriate teams.
- Partner with Revenue Systems to implement policy through system rules, validations, and alerts.
- Track forecast results against actuals, explain variances, improve forecasting methods, and reconcile field forecasts with Finance and Revenue Analytics.
- Own the weekly forecast readout for the CRO and sales leadership, and contribute forecasting and policy perspectives to annual planning.
- Coordinate the CRO organization's weekly, monthly, and quarterly reviews, metrics, and follow-ups.
- Measure the impact of operating reviews on pipeline hygiene, data quality, forecast accuracy, and bookings, and adjust the cadence as needed.
- Work with Revenue Strategy & Operations, Finance, Product, Data, and Enablement to deliver changes through field adoption and keep cadence documentation current.
- Mentor team members and improve process documentation and execution.
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