Manager, Revenue Operations
New
S
Second Front SystemsDefense technology
Candidates must reside in one of our approved hiring hubs: DC/Maryland/Virginia; Raleigh/Durham/Chapel Hill, NC; Denver/Colorado Springs, CO; Dallas/Fort Worth, TX.Full-TimeManager
SalaryThe base salary for this position will fall between $155,000 and $165,000.
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Job Details
- Experience
- 5+ years of experience in Revenue Operations, Sales Operations, Business Operations or Strategy & Operations; 2+ years managing people, or leading cross-functional programs as a player-coach.
- Required Skills
- SQLSalesforceGoogle Sheets
Requirements
- Have 5+ years of experience in Revenue Operations, Sales Operations, Business Operations or Strategy & Operations.
- Have 2+ years managing people or leading cross-functional programs as a player-coach, with measurable outcomes.
- Bring a track record of building forecasting models and pipeline governance that improved forecast accuracy.
- Have deep hands-on Salesforce expertise across data architecture, reporting and governance.
- Have experience with CPQ platforms and quote-to-cash workflows.
- Bring financial acumen to partner with Finance on bookings, billing and revenue recognition inputs and reconcile them across systems.
- Have advanced Excel or Google Sheets skills, working proficiency in SQL and BI tools, and experience turning large datasets into recommendations.
- Have stakeholder-management skills and experience leading change without formal authority and documenting processes in a scaling organization.
- Have experience supporting complex, long-cycle, multi-stakeholder sales, such as enterprise, government or regulated-industry deals.
- Preferred: hands-on experience with DealHub and the broader GTM stack.
- Preferred: experience designing or administering sales and customer success compensation plans.
- Preferred: GovTech, defense or public-sector software experience, including familiarity with federal contract vehicles, option-year structures, government fiscal cycles and accreditation requirements.
Responsibilities
- Build predictive forecasts, model pipeline coverage, conversion and velocity, and run weekly forecast cadences and quarterly pipeline reviews.
- Reconcile CRM, CPQ and financial systems; align bookings, billing, contract terms and revenue recognition inputs; support monthly close and board reporting.
- Partner with Sales, Finance and leadership on territory and capacity planning, quota setting and incentive plan design; own plan documentation, crediting logic and payout accuracy.
- Maintain Salesforce pipeline data for commercial and federal deals, including contract vehicles, funding timing, government fiscal-year cycles and accreditation milestones.
- Build metrics, dashboards and analysis that give leadership an executive-ready view of performance and progress against targets.
- Set deal-stage criteria, qualification standards and review processes, and carry deal terms, accreditation requirements and go-live timelines through customer handoff.
- Connect sales targets, pricing and contract terms with customer success and delivery capacity.
- Set GTM tech-stack priorities for Salesforce, DealHub and connected tools, and partner on improvements and adoption.
- Manage and coach the Revenue Operations Analyst, set priorities and quality standards, and build documentation, playbooks and operating rhythms.
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